Director of Commercial - AI B2B SaaS | Berlin

Our client is a early stage AI B2B SaaS Start-Up that automates document-heavy financial workflows in freight – a €600B+ market that still runs on PDFs and manual checks. The company is backed by Tier-1 VCs, founded by an ex-executive of a German unicorn and has already closed industry flagship industry players as first customers and strategic investors. New logo closing: Own deals end-to-end, from discovery to close – winning freight forwarders in the German Mittelstand and landing selected enterprise accounts. Self-built pipeline: Own pipeline generation – steer the SDR agency or hire your own SDRs, and proactively ask for the resources required to open new channels. Sales craft: Bring deal discipline to a conservative, low-urgency market – qualification, forecasting, sales enablement, and a clean path from close to cross-sell.

Commercial voice & product: Close the market-to-product feedback loop, sharpen the ICP and take the commercial seat at the table on priorities and strategy. Player to player-coach: Sell hands-on first, then hire, onboard and lead Account Executives and SDRs and install the operating rhythm as volume grows.

Qualifikation

• Proven closer with a B2B SaaS sales logic – real deals closed in slow, conservative industries. Builder, not maintainer: you have built sales structures yourself rather than stepping into a ready-made engine. Early-stage or high-growth experience (Seed to Series C), or a genuine drive for zero-to-one. Player-coach mentality: happy to sell first, ready to hire and lead. Hands-on and high-agency – on-site with customers, biased toward action. Experience in logistics, freight, TMS or other workflow-heavy industries is a plus, not a must. Fluent German and English. First commercial leader: real ownership of revenue, team and go-to-market. Direct line to the founders – no layers, no handoffs. Competitive OTE plus meaningful equity (VSOP).A product solving a real, painful problem at a technological inflection point.
  Tier-1 VC backing, strategic customers and a founding team of ex-unicorn executives. Berlin office, small team, builder mode.