Senior Sales Manager, AI & Enterprise (all genders)

About the Role You will win and grow our largest client relationships: enterprise and upper Mittelstand companies in DACH that want to run their commercial processes on one platform and automate them with AI agents. You open doors at C level, understand the business problem better than anyone else in the room, shape the solution together with our engineers and consultants, and close deals of six figures and more. We are not looking for a classic sales profile. We are looking for someone clients trust because they know what they are talking about: processes, data, integrations and what AI can and cannot do. Someone who listens first, asks the second and third question, and is comfortable saying "we are not the right partner for this". In a team of around 30 people, without Konzern overhead, and with direct access to our CEO. What You'll Do • Own large enterprise deals end to end, from the first conversation with a C level sponsor to signature and handover to delivery. • Open new accounts in our focus industries, especially manufacturing (machinery and industrial tech) and construction and building materials, often companies that sell through dealers, partners and installers. • Lead discovery: understand the client's processes, data and systems, and turn a vague "we need something with AI" into a clear business case. • Sell our full model: paid Discovery, a fixed price build (portals, CPQ, field service, CRM, AI agents) and ongoing operation of the solution. • Shape solutions together with our solution architects and AI engineers, and sell only what we can deliver. • Grow accounts after go-live with new use cases, entities and agents. • Build your own pipeline through your network, the HubSpot partner ecosystem, referrals and targeted outreach. • Use AI tools in your own daily work for research, preparation and proposals. What You Bring Must-haves • At least eight years in B2B solution or services sales, including at least three years personally owning enterprise deals. • A track record of deals of EUR 100k and more that you originated and closed yourself, with several decision makers, procurement and IT involved. • A solid technical or process background (for example IT, engineering, business informatics or consulting) and real interest in AI, digitalisation and business processes. You don't code, but you can follow an architecture discussion and explain a trade-off to a CFO. • A consultative way of selling: you listen more than you talk, and clients describe you as helpful, not pushy. • Native or C2 level German and fluent English, written and spoken. • Within commuting distance of Böblingen and happy to travel to clients in DACH. Nice-to-haves • Experience at an IT consultancy, system integrator or B2B software vendor selling CRM, ERP, CPQ, PIM, field service, data or AI projects. • Experience selling to machine builders or building materials companies with dealer or service networks. • Knowledge of HubSpot, Salesforce or Microsoft Dynamics at enterprise scale. • Experience with structured qualification such as MEDDPICC from real deals. Your Team You'll be part of our Sales Function and report directly to our CEO. You'll work alongside our Sales Manager and Senior Account Executive, and on every deal closely with solution architects, AI engineers, consultants and project managers from our Practices in Böblingen and Lisbon. Tech Stack HubSpot Sales Hub, LinkedIn Sales Navigator, PandaDoc, Confluence, Jira, Microsoft Teams, Claude. On the solution side you'll meet HubSpot, ERP integrations, custom portals and AI agents built on large language models. What We Offer • Attractive package with a fixed salary and a variable component that rewards good deals, not just more deals. • 31 vacation days per year: 30