Founding Head of Sales

way people plan and book travel is changing fundamentally. Fragmented, search-based booking flows are being replaced by fully personalized, AI-driven experiences. Most travel companies are not built for this shift. Their systems are complex, disconnected, and not designed to support modern AI capabilities. YGO provides the infrastructure to bridge that gap. Our modular AI platform, covering AI Search, Recommendations, Packaging, Content Automation, Customer Service, and AI Assistant Integration, enables travel companies to transform their customer experience without rebuilding their core systems. We already work with leading travel brands across Europe, including Condor, DER Touristik, Secret Escapes, and Kurzurlaub. Backed by Caesar Ventures and the founders of FlixBus, HomeToGo, and GetAway Group, we have just closed our Series A and are now entering the next phase: building a scalable GTM engine for enterprise growth. Tasks The Role: This is our first dedicated senior GTM hire. Today, sales is founder-led. The founders build lead lists, run outreach, lead discovery, give demos, shape the product in customer conversations, create sales materials, and close enterprise deals. That has proven highly effective in closing complex enterprise customers and building strong traction. Your job is to turn what already works into a repeatable enterprise GTM motion, while continuing to sell personally. You will work directly with the founders on strategic accounts, reverse-engineer successful deals, sharpen ICP and messaging, build the funnel, professionalize the sales process, and hire the first GTM team. This is a player-coach role. In the beginning, you will be deeply hands-on across calls, outbound, and deal execution. Over time, you will build and lead the team. What you will own: Step 1 Join founder-led sales calls and understand how we sell todayReverse-engineer won and active deals: buyers, triggers, blockersDefine ICP, personas, qualification criteria, and account prioritizationBuild a structured enterprise sales process with clear stages and forecastingImprove discovery, demo, follow-up, and proposal qualityStart owning selected opportunitiesBuild the first structured outbound motion for target accounts Step 2 Create Sales Playbook v1: discovery, messaging, objections, demo, POC, pricing, procurementBuild repeatable motions across key segments (Tour Operators, OTAs, Airlines, Agencies)Work closely with Product to translate customer feedback into positioning and roadmapDrive outbound beyond founder networksHelp define and hire next roles (Sales Engineer, SDR, PMM, AE)Continue closing strategic deals Step 3 Hire and ramp the first GTM teamDefine territories, quotas, onboarding, and performance structureTransition to a scalable enterprise GTM organizationOwn pipeline, conversion, forecasting, and new ARR Who you are 8+ years in B2B SaaS sales, ideally enterprise or complex mid-marketEarly sales or GTM hire experience at Series A or B stageBuilt or rebuilt a sales motion, not just operated within oneClosed six-figure or seven-figure enterprise dealsYou are fluent in English and German.Comfortable selling to C-level, Product, IT, E-Commerce, Marketing, ProcurementAble to build structure without slowing executionStrong in writing, discovery, demos, negotiation, and closingHands-on and not above doing the work yourselfMotivated to build and lead a GTM function from the ground up What this role is not This is not a classic VP Sales role with an existing team, pipeline, and playbook. This is also not a pure AE role focused only on closing inbound or pre-qualified leads. We are looking for someone who can sell, structure, build, hire, and lead, in that order. Benefits Founding GTM seat at a Series A company in a large global marketReal enterprise traction and access to leading travel brandsDirect work with founders on strategic accountsFull ownership of building the GTM organizationCompetitive compensation and equityHybrid setup, ideally based in Berlin but open to candidates elsewhere in Europe, with travel across the region.Opportunity to help define the AI infrastructure for travelThe standard stuff, done properly: top-tier hardware (MacBook Pro or equivalent), home office setup allowance, Urban Sports Club membership, Deutschlandticket, a learning and development budget you actually use, and a straightforward travel and expense policy. Hiring process Intro callDeep dive with the founding teamWorking sessionReferences, both sidesFinal conversation We aim to make a decision within 3–4 weeks. If this role sounds like you we are really looking forward to receiving your application. Find Jobs in Germany on Arbeitnow Skills: GTM