Sales & GTM Lead

At ellamind, we build evaluation-first AI infrastructure. Our platform elluminate turns AI evaluation from ad-hoc “vibe checks” into rigorous, repeatable engineering to enable teams to test, measure, and improve LLM applications with confidence.

We’re already working with demanding enterprise customers in Germany, including a DAX company, a major health insurer, and public sector institutions – and we’ve reached this traction with essentially no dedicated outbound sales yet.

Now we’re looking for a Sales & GTM Lead to build our commercial engine from the ground up: owning everything from first outreach to signed deal, while designing the GTM strategy and eventually building the team around you.

What you’ll do

Own our GTM strategy end-to-end: Define and execute the go-to-market plan for our AI evaluation platform across DACH and beyond, with an initial focus on enterprise and upper mid-market customers.

Be our “founding” seller: Run the full sales cycle yourself – from prospecting and outbound to discovery, solution design, demos, pilots, negotiation, and closing.

Build and qualify pipeline: Systematically identify and prioritize target accounts, orchestrate multi-threaded outreach, and create a repeatable playbook for meetings, POCs, and deals.

Shape our narrative: Translate a technically deep product into crisp, compelling messaging and ROI stories tailored to C-level, data/AI leaders, product, and IT/security stakeholders.

Design scalable sales processes: Set up our tools, CRM hygiene, forecasting, territories, and reporting from scratch so we can scale efficiently rather than reinventing the wheel later. Use AI at every step to automate what´s possible.,

Partner with product & founders: Bring structured, qualitative feedback from the field into roadmap discussions; influence pricing, packaging, and product strategy based on what you learn with customers.

Collaborate on GTM motions: Work closely with marketing and customer success (and initially, be part of all three) to run campaigns, events, and playbooks that drive adoption and expansion.

Build the commercial team: Over time, hire and develop A-player AEs/SDRs and potentially CS/solutions roles, and help define what “world-class enterprise sales” looks like at ellamind.

Act in “founder mode”: Do whatever it takes to win strategic lighthouse accounts, open new verticals, and prove out repeatable revenue motions in a fast-moving, ambiguous environment.

What we’re looking for
Must-haves

Proven B2B SaaS track record: 3+ years in B2B SaaS sales, with meaningful experience in startups/scaleups selling complex solutions to enterprise or upper mid-market customers.

Consistent overachievement: History of hitting and beating quota (think President’s Club, top-10% rep, or similar recognition) across multiple years and teams.

Full-cycle, founder-style seller: Comfortable doing cold outreach, running your own discovery, building the business case, navigating procurement/legal, and closing – without a big machine around you.

Enterprise sales excellence: Experience managing multi-stakeholder deals (C-level, IT/security, legal, data/AI teams) with deal sizes and sales cycles typical for enterprise software.

Builder of GTM systems: You’ve set up or materially improved sales processes, tooling, and reporting – not just followed someone else’s playbook.

High motivation & resilience: You genuinely enjoy the grind of early-stage sales: experimenting, getting “no” a lot, iterating fast, and still showing up with energy and optimism.

Customer-obsessed networker: You love spending time with customers and prospects, building trust-based relationships, and expanding networks inside and across accounts.

Strong communication skills: Able to explain a technical product clearly, tell a compelling commercial story, and write sharp outbound messages and proposals.

On-site collaboration: 3 days/week in Bremen or Berlin, including travel to our Bremen HQ for onboarding and key strategic sessions.

Language & work authorization: Native-level German and great English for customer and stakeholder communication.

Nice-to-haves

AI / data / infra experience: Sold AI/ML platforms, developer tools, infrastructure, data/analytics, or security/compliance solutions into enterprises.

Experience selling to regulated industries: Familiarity with buyers in sectors like finance, insurance, healthcare, or public sector, especially where data protection and on-prem/hybrid deployments matter.

Early-stage ramping: You’ve been one of the first sales hires and helped grow an organization from near-zero revenue to a scaled sales team.

GTM leadership: Experience as a Sales Lead, Head of Sales, VP Sales, or similar role – or you’ve acted as the de-facto GTM owner in a startup.

PLG & expansion motions: Exposure to product-led growth, land-and-expand strategies, and driving expansion through value-based conversations with existing customers.

Thought leadership & network: You regularly engage with the AI / data / SaaS ecosystem via events, content, or communities, and bring a relevant network in DACH or broader Europe.

Why this role is exciting

Build the commercial engine from day one
You’re not inheriting a legacy machine – you’re designing it. From territory and ICP definition to playbooks, pricing feedback, and hiring plan, you’ll shape how ellamind sells for years to come.

Compensation that matches the impact
We offer a competitive package with a strong upside: a mix of base salary, variable compensation, and significant equity and/or success-based bonuses, tailored to your preferences and seniority.

A product customers already love
elluminate is already in use with demanding enterprise customers and has reached strong early traction without dedicated outbound sales – you’ll be pouring fuel on a fire, not trying to spark one from scratch.

A “green slate” market opportunity
AI evaluation and reliability is a fast-emerging category with limited competition and huge greenfield potential. You’ll help define what “good” GTM even looks like in this space, instead of fighting through saturated channels.

Tight collaboration with world-class engineers & researchers
Work directly with our founders, engineering, and research teams at the center of AI evaluation and custom LLMs – your customer insights will meaningfully shape the roadmap.

Hands-on, low-ego culture
We care about ownership, curiosity, and doing the right thing for customers over titles or politics. You’ll have real autonomy and be trusted to run with big bets.

If you’re excited about building a sales & GTM function from the ground up, love working directly with enterprise customers, and want to help define how reliable AI gets built in Europe and beyond, we’d love to hear from you.

Even if you don’t check every single box, please apply – top people rarely do.

About us

We are a cash-flow-positive Germany-based AI startup building elluminate, the enterprise platform that turns AI evaluation from ad-hoc experiments into rigorous, repeatable workflows so teams can ship reliable AI with confidence. Teams use elluminate to design test suites, benchmark models, track regressions, and ship reliable AI with clear, measurable quality gates. We pair elluminate with custom large-language-model solutions and full on-prem deployment options. Our products have already earned the trust of renowned clients such as Deutsche Telekom, the German Federal Government, and leading health insurers like hkk.

Rooted in Bremen and collaborating with leading organizations, our team has a track record in advanced model and dataset development. We like owning problems end-to-end and shipping pragmatically, and contribute to the open-source community across initiatives like OpenEuroLLM, and regularly publish models and tools to accelerate the broader ecosystem.

Compensation Range: €120K - €180K