Sales Development Representative (SDR) (f/m/x)

doinstruct

If you've done outbound for a while, you know what most SDR roles actually look like: a number on a board, a script to follow, and meetings that get booked whether they're ready or not. We built this role differently. Our SDRs spend 15 to 30 minutes on a qualifying call. Not to pitch, but to actually understand what's broken in a prospect's business and whether it's worth an AE's time. We call it a pain chain: symptom, root cause, business cost. And: No chain, no meeting; the AE will send it back for further qualification. It keeps the quality honest and it means the work you do actually matters downstream. If you're ready to trade volume for something with more substance, it's worth a conversation. 🎯 WHAT YOU’LL OWN Your accounts are mid-market and enterprise (150-5,000 employees). You run the full qualification process before anything reaches an AE, which in practice looks like this: * Qualification calls that go long enough to build a real case, not just confirm that someone picked up * Re-engagement on accounts that have been approached before, with a genuine plan for how to get in differently * Follow-up calls with yourself when a first conversation doesn't go deep enough, rather than booking something that isn't ready * Finding your own contacts when the data isn't clean, because it often isn't * Keeping HubSpot honest so your pipeline reflects reality * Working closely enough with your AE that what you hand off actually lands 🙋 WHAT WE'RE LOOKING FOR You've done B2B outbound before and you have a real opinion on what makes a qualification call worth something. That's the baseline. * 1-2 years of outbound sales or SDR experience in B2B * You've worked accounts with no clean data, navigated gatekeepers, and made multi-touch sequences actually work * You think about pipeline quality, not just volume, and you can explain the difference to someone who disagrees * Fluent German, working English * You manage your own day well and take feedback seriously when it comes 🤩 WHAT'S DIFFERENT HERE The qualification bar here is genuinely high. A meeting without a clear pain chain doesn't move forward, and you're expected to know that before it reaches the AE. There's no hiding behind dial counts or activity metrics when the pipeline tells a different story. The accounts you'll work aren't easy. No clean contact data, gatekeepers who've heard every opener, prospects who need a few different approaches before they pick up. The job isn't to call more. It's to find the angle that works, and to keep looking until you do. When it clicks, you feel it. Your pipeline moves, your meetings convert, and the AE comes back wanting more. People here have moved to AE in around 24 months. That track is real, and it starts with the quality of what you build in this role. 🚀 WHY DOINSTRUCT * You'll get coaching from Jiri (one of Germany's top sales trainers) alongside day-to-day feedback from an SDR lead who's genuinely among the best in the country * The SDR team has real influence on how we approach markets. You're not just running someone else's sequences * We're honest about what's working and what isn't, in both directions * 400+ customers, Series A funded, below 2% churn. The product is a genuine must-have, which makes the conversation easier A LITTLE GLIMPSE INTO WHAT A GTM TEAM MEET-UP CAN LOOK LIKE: ____ At doinstruct, you can make full use of your skills and play an active role in the further development of our start-up. And yes, we attach great importance to a positive working atmosphere, maximum transparency, communication at eye level, and support every step of your personal and professional development. Even if you don't tick all of the boxes, but you are motivated and want to work with us, you are very welcome to apply. We embrace diversity and hire people based on their ability to perform a job. People of any race, gender, gender expression, sexual orientation, religion, age, disability, political opinion, or marital status are welcome at doinstruct. _ For questions or remarks please reach out to our Talent Acquisition Manager, Leonard, at leonard.mielke@doinstruct.com.

doinstruct

Most sales roles come with a category problem: you spend the first half of every call convincing someone the type of thing you sell is worth caring about. This one doesn't. Nearly 500 customers in DACH are running doinstruct on their factory floors and in their logistics operations because they had an operational problem they couldn't fix any other way. Sub-2% churn across those customers means they haven't found a reason to leave. The role sits inside a vertical pod with a dedicated SDR. Pipeline is a shared effort: SDR-generated leads plus your own outbound. The sales motion is consultative throughout, built on MEDDIC qualification and Command of the Message discovery. Deals don't reach a demo stage until they're qualified, which means the pipeline is smaller than most and the close rate is expected to reflect that. 🎯 WHAT YOU'LL OWN * Build pipeline in corporate and midmarket accounts (200-5,000 employees) across manufacturing, logistics, and construction in DACH, working your pod's SDR-generated leads and contributing your own outbound alongside. * Run discovery conversations that shift how prospects understand their frontline operations problem. Connect operational friction to euros before the product enters the conversation. * Qualify hard against MEDDIC criteria and kill deals early when the signal isn't there. Your forecast credibility depends on it. * Build business cases that reach Geschäftsführer or Operations Director level without a sales overlay. * Close multi-stakeholder deals, including multi-year contracts when the fit is there. 🙋 WHO YOU ARE * Full-cycle AE experience at a B2B SaaS company, preferably in manufacturing, logistics, or operational enterprise environments. * Track record of building your own outbound alongside SDR support, with specific accounts you personally initiated and moved forward. * Practiced use of MEDDIC or a comparable qualification framework across your full pipeline. * Experience selling to operations or line-of-business decision-makers in the 200-5,000 employee range, reaching the economic buyer independently. * Fluent German. 🤩 WHAT'S DIFFERENT HERE Most buyers in this space have tried to fix the frontline training problem with spreadsheets or manual workarounds, and they're still carrying it. There's no worn category here, no "we had a bad experience with something similar." You're selling a solution most prospects didn't know existed as a working option, backed by 500 customers who can confirm it does. The conversation starts from the premise that the problem is real. The work is getting prospects to put a number on what it's costing them, before you've mentioned a feature. The harder part is qualification discipline. The sales process is designed around a 70% close rate on qualified opportunities, and that's only achievable if the pipeline reflects actual deals. Carrying something that should be killed costs more than walking away early. For the right seller, that constraint is what makes the role worth doing. 🚀 WHY DOINSTRUCT * Nearly 500 customers in DACH, Series A funded, sub-2% churn. The market proof is real. * Georg Wesinger coaches the methodology directly, in the deals you're working rather than through quarterly dashboards. * The sales team is senior. You'll get better at your craft by being in the room. * Vertical focus means you build real expertise in specific markets over time, not a generalist territory that resets every two years. ____ At doinstruct, you can make full use of your skills and play an active role in the further development of our start-up. And yes, we attach great importance to a positive working atmosphere, maximum transparency, communication at eye level, and support every step of your personal and professional development. Even if you don't tick all of the boxes, but you are motivated and want to work with us, you are very welcome to apply. We embrace diversity and hire people based on their ability to perform a job. People of any race, gender, gender expression, sexual orientation, religion, age, disability, political opinion, or marital status are welcome at doinstruct. _ For questions or remarks please reach out to our Talent Acquisition Manager, Leonard, at leonard.mielke@doinstruct.com.

doinstruct

Field Marketing Manager (f/m/x) Most field marketing roles are run as logistics: book the booth, ship the banners, scan the badges, hand a spreadsheet to sales, move on. This one is built differently. You own events as a pipeline channel, from the target you set before booking to the deals that close because you made the follow-up happen. It's a more strategic seat than field marketing usually gets, and it's yours to run. doinstruct builds software that helps organizations train and enable their frontline teams, the people in factories, logistics, and service environments who are hardest to reach with conventional L&D. Our customers are manufacturers, industrial operators, and traditional enterprises, which means our events aren't generic SaaS conferences. You'll be in the rooms where these buyers actually are, and you'll own what we get out of being there. This is also a solo seat. The trade-show calendar already exists, so you're not starting from zero, but there's no playbook yet for turning it into pipeline. If you're excited to own programs end to end, experiment with new approaches, and build the field marketing motion from the ground up, this role is for you. 🎯 What you'll own * Set a pipeline target for every event (owned, sponsored, in-person, virtual), and own what it returns. * Run events end to end: choose the right ones, negotiate vendor packages and speaker slots, handle the logistics, and catch what's about to go wrong. * Pull SDRs and managers into working the leads an event generates, and stay on it past the handoff. * Own the pipeline-driving webinar program, separate from our learning webinars, including partner co-runs where they make sense. * Run smaller local activations across DACH: regional meetups, community events, and customer visits that fit a non-digital-native frontline audience. * Manage the people around an event, from vendors to the SDRs and managers you need for follow-up to the CEO when you need a deck approved, including saying no to an internal favorite when you have to. * Grow into leading the field marketing function as doinstruct expands beyond one market. 🙋 Who you are * You've run events or webinars with real ownership of the moving parts, not just assisted on someone else's. * You've been measured on, or worked closely against, the pipeline events generated. You can tell us what a past event returned and why. * You've coordinated vendors, and you've pulled internal people, including senior ones, into making an event work. * You're based in Germany, fluent in German, and fine with regular travel to events around the country. This role can't be done remotely. * Bonus, not a requirement: B2B SaaS experience, and you already use AI tools in how you work. 🤩 What's different here You own the channel, not a slice of it. That's the upside and the hard part in one sentence. There's no senior field marketer above you setting the plan, which means more ownership than most people at your level get, and also more rope. The follow-up loop with sales is yours to make work, and our customer base means the events are more specific and more interesting than the usual SaaS circuit. 🚀 Why doinstruct * 400+ customers, Series A funded, below 2% churn. The product is a genuine must-have, which makes the conversation at an event easier. * The marketing team has just finished forming, so you're joining at a point where what you build sticks. * We're moving AI-first as a company and will actively help you get deeper into AI tooling, because that's the direction we're going. * A real path to lead field marketing as we expand beyond a single market. 📈 What success looks like 3 months You've taken over the existing event calendar, met the sales and CS people you depend on, and you can tell us what each upcoming event is supposed to return. The webinar program is yours. 6 months Events you've run have produced pipeline you can point to and explain. The follow-up loop with sales works because you made it work. You've already cut or changed something on the calendar based on what's actually generating opportunities. 12 months The way doinstruct runs events looks different than it did when you started, and you're the reason. There's a repeatable motion for turning an event into pipeline, and as the function expands, you're the obvious person to lead it. ____ At doinstruct, you can make full use of your skills and play an active role in the further development of our start-up. And yes, we attach great importance to a positive working atmosphere, maximum transparency, communication at eye level, and support every step of your personal and professional development. Even if you don't tick all of the boxes, but you are motivated and want to work with us, you are very welcome to apply. We embrace diversity and hire people based on their ability to perform a job. People of any race, gender, gender expression, sexual orientation, religion, age, disability, political opinion, or marital status are welcome at doinstruct. _ For questions or remarks please reach out to our Talent Acquisition Manager, Leonard, at leonard.mielke@doinstruct.com.