GTM Academy (Greentech) (m/f/d)

telli

ABOUT US Every 10 minutes, 18 million conversations happen between businesses and consumers around the world. For decades, the consumer side of those conversations sucked: long queues, robotic menus, repeated explanations, and advice that is often unhelpful. Most people today still cannot simply say what their problem is in natural language when communicating with businesses. AI changes that. For the first time, companies can have natural conversations with customers at massive scale. Every B2C company - from energy providers to telcos to insurers - will use AI agents to talk to their customers. The number of conversations businesses will handle is going to explode in the coming years. At telli, we are solving the challenges that come with that shift. Today, leading B2C companies like Sky are already using telli to deploy thousands of voice agents to provide their customers with a new experience. But building a first voice agent is easy, getting it to drive real outcomes for customers and businesses is the hard part. telli helps companies build, deploy, and improve consumer-facing AI voice agents at scale. This will become one of the most important software categories of the next decade, and we intend to win it. We are a small, AI-pilled team that likes to solve hard problems. Be it engineering, product, or GTM - we build, experiment, and move fast, while heavily leveraging the capabilities of AI models. All of us like to challenge ourselves and take real ownership over what we do, all while still staying humble and keeping a low-ego culture. Check out our principles to see how we work. YOUR MISSION As the Founding GTM Engineer you build the foundation to scale telli's go-to-market. You shape the telli playbook and turn it into a scalable, automated system. As the GTM counterpart to the founding team and GTM lead, you power the sales function to help telli grow. WHAT YOU'LL DO * Build our GTM system: you build and scale the infrastructure our sales team needs to achieve their targets by building a signal & prospecting infrastructure that the sales team can convert into opportunites * Automate processes: you build scalable, automated processes for our go-to-market motion * Sales enablement: you own what we show customers. Demos, sales decks, materials, and assets stay sharp and up to date because of you * Own the CRM: you make sure our data is clean, structured, and reliable. The team trusts the numbers because you keep them honest * Track performance and build dashboards: you work with the founding team and GTM lead to track the right metrics and make sure we are hitting our targets * Shape the playbook: you shape telli’s gtm playbook learning from customer interactions and data WHAT MAKES YOU A GREAT FIT * 1+ years of experience in Revenue Operations, Sales Automation, or Go-to-Market Engineering * You're analytical: you think in systems and numbers, you approach problems based on facts and data * You're automation-first: you have demonstrated success using AI tools (e.g. Claude Code, Clay, n8n) to enhance processes * You understand products fast:** you pick up technical concepts fast and know how to use the product to make customers successful * You are passionate about gtm tech: you live and breathe the GTM space and stay on top of the latest tools, systems, and influencers * You have business sense: you understand how sales works and build systems that move deals forward, not just clean tooling * You're hands-on and technical: you're comfortable with tools like CRMs (Hubspot expert) and other automation or gtm tools * You have high agency: you don't get blocked by outside factors but find ways to unblock yourself and ship * You speak business-level German and English * You want to work on-site 5 days a week in Berlin YOU MAY NOT BE A GOOD FIT IF… * You wait for detailed briefs and shy away from owning a function end-to-end * You like building systems in theory but don't understand how sales actually works * You automate for the sake of it instead of fixing the underlying process first * You only want the "strategic" parts and skip manual work * You want to work remotely. We're an in-person team * You think this role looks like a 9-to-5 job

telli

ABOUT US Every 10 minutes, 18 million conversations happen between businesses and consumers around the world. For decades, the consumer side of those conversations sucked: long queues, robotic menus, repeated explanations, and advice that is often unhelpful. Most people today still cannot simply say what their problem is in natural language when communicating with businesses. AI changes that. For the first time, companies can have natural conversations with customers at massive scale. Every B2C company - from energy providers to telcos to insurers - will use AI agents to talk to their customers. The number of conversations businesses will handle is going to explode in the coming years. At telli, we are solving the challenges that come with that shift. Today, leading B2C companies like Sky are already using telli to deploy thousands of voice agents to provide their customers with a new experience. But building a first voice agent is easy, getting it to drive real outcomes for customers and businesses is the hard part. telli helps companies build, deploy, and improve consumer-facing AI voice agents at scale. This will become one of the most important software categories of the next decade, and we intend to win it. We are a small, AI-pilled team that likes to solve hard problems. Be it engineering, product, or GTM - we build, experiment, and move fast, while heavily leveraging the capabilities of AI models. All of us like to challenge ourselves and take real ownership over what we do, all while still staying humble and keeping a low-ego culture. Check out our principles to see how we work. YOUR MISSION You are telli’s gtm owner for the UK. Your mission is to make telli win in the UK and start our gtm from the ground up - generate your own pipeline, close deals of every size end-to-end, and build the playbook the UK team will run on. Once the motion is proven, you'll build out a dedicated team. WHAT YOU'LL DO * Win key logos in the UK market * Generate your own pipeline: you build your pipeline from scratch, do outbound, and build a network * Own deals end-to-end: you lead deals of all sizes from first touch to signature and during deployment * Build out and lead the team: once the motion is validated, you hire, onboard, and lead the first UK reps * Work closely with the founder team: you are telli’s anchor in the UK and work closely with the founding team to build an expansion playbook * Feed structured signal back into product, marketing, and strategy: you sit closest to the UK customer. Your input shapes what we build next WHAT MAKES YOU A GREAT FIT: * You have 2+ years in a fast-paced environment: startup, tech sales or similar. You've thrived where things move fast and the path isn't laid out for you * You're entrepreneurial: you operate like a founder. You figure things out with no playbook and you create your own path * You're a hunter: you know how to build pipeline without warm inbound * You can sell: you build trust with buyers, run a full cycle, and close - from first touch to signature * You can lead: your job is to validate the market and then build a team, so you have the potential and the appetite to hire, develop, and lead people * You're extremely hands-on and high agency: you do the work yourself, you unblock yourself, you make things happen * You are a native English speaker or have near-native English skills * You can be in Berlin 5 days a week and happy to travel often YOU MAY NOT BE A GOOD FIT IF… * You wait for pipeline to be handed to you. Founding GTM means you generate * You need detailed instructions and shy away from taking responsibility * You only want the "strategic" parts and skip the prospecting, procurement, and security-review grunt work * You've never carried a quota or closed deals end-to-end * You're not interested in eventually building and leading a team * You are looking for a 9-to-5 job

Mercanis

DEIN AUFGABENBEREICH Beratung oder Tech-Startup? Warum nicht das Beste aus beiden Welten.    Du hast gerade dein Studium abgeschlossen (oder stehst kurz davor) und überlegst noch zwischen Beratung, Corporate oder Tech-Startup? Willkommen beim Mercanis GTM Scaling Program.   Wir bieten dir 12 Monate strukturiertes Training mit dem strategischen Anspruch einer Top-Beratung, aber mit der Geschwindigkeit, Eigenverantwortung und dem direkten Impact eines stark wachsenden Tech-Scale-ups. Du durchläufst das gesamte Go-to-Market-Universum, lernst komplexe B2B-Sales-Strategien zu entwickeln und umzusetzen, und wirst zum Account Executive, den der Markt sucht.   Am Ende weißt du nicht nur, wie man verkauft, sondern warum Kunden kaufen, wie Märkte funktionieren, und wie man nachhaltiges Geschäftswachstum aufbaut.        Deine 12-Monats-Journey: Strukturiert. Strategisch. Mit Impact.        Phase 1: Strategic Foundation (Monate 1–3)    Think like a Consultant. Learn like a Founder.  * Market & Product Deep Dive: Verstehe die Procurement Industrie, Marktdynamiken, Wettbewerbslandschaft und unser Produktportfolio aus strategischer Perspektive * Customer Discovery: Analysiere Buying-Journeys, Stakeholderstrukturen und Entscheidungsprozesse in komplexen B2B-Umfeldern * Business-Model-Verständnis: Wie funktionieren SaaS-Economics? Was bedeuten CAC, LTV, Payback-Periodfür unsere GTM-Strategie? * Schatten-Modus mit Senior AEs: Begleite Deals, Verhandlungen auf C-Level und lerne, wie man Mehrwert artikuliert * Erste eigene Analysen: Unterstütze bei der Zielgruppenanalyse, Competitive Intelligence und der Entwicklung von Messaging-Strategien Dein Ziel: Entwickle ein ganzheitliches Verständnis dafür, wie strategischer B2B-Software-Vertrieb funktioniert, vom Markt über das Produkt bis zum Kunden.       Phase 2: Strategic Execution (Monate 4–8)   Own your Pipeline. Drive your Strategy.     * Ownership übernehmen: Du bekommst dein eigenes Lead-Segment und entwickelst datenbasierte Account-Strategien * Strategic Outbound & Lead Generation: Identifiziere Target-Accounts, entwickle Messaging-Frameworks, teste systematisch verschiedene Outreach-Kanäle (LinkedIn, E-Mail, Telefon) und optimiere Conversion-Rates * Cold Outreach Excellence: Lerne, wie man relevante Entscheider identifiziert, personalisierte Multi-Touch-Kampagnen entwickelt und erste Gespräche mit C-Level-Stakeholdern führt * Consultative Selling: Führe Discovery-Calls, identifiziere Pain Points und qualifiziere nach MEDDIC/BANT * Data-Driven Optimization: Analysiere Outreach-Performance, A/B-teste Messaging und entwickle Best Practices für dein Segment * Cross-funktionale Zusammenarbeit: Arbeite mit Marketing,Product und Customer Success zusammen und lerne, wie GTM-Teams strategisch zusammenwirken * Strukturierte Trainings: Sales-Methodiken (SolutionSelling, Challenger Sale), Stakeholder-Mapping, Objection Handling, CRM-Management (HubSpot), Forecasting & Pipeline-Analytics Dein Ziel: Beweise, dass du systematisch Pipeline aufbauen, strategisch outbound arbeiten und eigene GTM-Hypothesen entwickeln und testen kannst.       Phase 3: Strategic Deal Management (Monate 9–12)   Close Complex Deals. Think like a Business Leader.   * Full-Cycle-Ownership: Du übernimmst komplexe Deals von A bis Z, vom ersten Cold-Outreach bis zur Vertragsunterschrift * Multi-Stakeholder-Navigation:Lerne, in komplexen Organisationen zu navigieren, Economic Buyers zu identifizieren und Champions aufzubauen * Value-BasedSelling: Entwickle Business Cases, ROI-Berechnungen und Mehrwert-Argumentationen für C-Level-Entscheider * Deal-Strategie &Forecasting: Führe systematisches Pipeline-Management durch, entwickle Deal-Strategien und lerne, Risiken zu mitigieren * Advanced Outbound Strategies: Skaliere erfolgreiche Outreach-Patterns, optimiere Response-Rates und baue nachhaltige Beziehungen zu Key-Accounts auf * Vorbereitung auf die AE-Rolle: Du arbeitest bereits wie ein vollwertiger Account Executive, mit Autonomie, Mentoring und klarem Karrierepfad Dein Ziel: Schließe deine ersten strategischen Deals ab, demonstriere Business-Verständnis auf Senior-Level und bereite dich auf deine Beförderung vor.       Monat 13: Du bist GTM Associate oder Account Executive   * Volles Territorium mit strategischen Accounts * VolleQuotamit attraktivem Variable-Comp * Ownership über deine eigene GTM-Strategie und Outbound-Pipeline DEIN PROFIL * Einen überdurchschnittlichen Bachelor- oder Masterabschluss (BWL, VWL, Wirtschaftsinformatik, Ingenieurwesen, Psychologie, oder vergleichbar) * Analytisches & strategisches Denken: Du kannst komplexe Zusammenhänge schnell erfassen, strukturieren und ableiten * Erste Berührungspunkte mit anspruchsvollen Umfeldern (Top-Tier-Praktika in Beratung, Investment Banking, Startups, Corporate) * Intrinsische Motivation & Ownership-Mentalität: Du willst nicht nur "Aufgaben abhaken", sondern verstehen, wie Business funktioniert  * Exzellente Kommunikationsfähigkeiten: Du kannst komplexe Sachverhalte strukturiert und überzeugend präsentieren – auf Deutsch und Englisch * Resilienz & Growth Mindset: Du siehst Herausforderungen als Lernchancen, bleibst hartnäckig bei der Verfolgung deiner Ziele und lässt dich von Rückschlägen nicht entmutigen * Proaktive Persönlichkeit: Du gehst auf Menschen zu, baust Beziehungen auf und scheust dich nicht davor, neue Kontakte zu knüpfen * Neugier für Tech & Innovation: Du interessierst dich für AI, SaaS und digitale Geschäftsmodelle Nice-to-Have (aber kein Muss):  * Erste Erfahrung im Vertrieb, Business Development, Consulting oder Strategy * Affinität zu B2B-Software,Procurementoder Supply Chain Management * Ein Gespür dafür, wie man Vertrauen aufbaut und strategische Beziehungen entwickelt WARUM WIR? Wir gestalten die Zukunft einer €300Mrd.-Industrie   Die Procurement-Branche ist eine der letzten großen Industrien, die digitalisiert wird. Mit unserer $30M-Finanzierung schaffen wir den "iPhone-Moment", und du bist von Anfang an dabei.       Strategic Product in a Strategic Market   Unsere Agentic AI Procurement Suite automatisiert den gesamten Einkaufsprozess für industrielle Unternehmen, von der Bedarfsplanung über Lieferantenmanagement bis zur Vertragsverhandlung. Du verkaufst kein "nice-to-have", sondern ein business-critical System, das CFOs und CPOs direkt betrifft.       Wachstum, das du mitgestaltest   Series A abgeschlossen. Produkt validiert. Kunden in DACH und erste internationale Expansion. Jetzt skalieren wir die GTM-Organisation, und du baust sie mit auf. Deine strategischen Ideen und Analysen fließen direkt in unsere Go-to-Market-Strategie ein.       Learn from the Best   Arbeite direkt mit unserem Gründerteam und erfahrenen Sales-Leaders zusammen, die selbst bei Top-Tier-SaaS-Companies und Tier-1-Beratungen gelernt haben.       Was wir dir bieten   * Konkurrenzfähiges Gehalt mit attraktiver Performance-Vergütung * Garantierter Karrierepfad: Trainee (12 Mo.) → AE / GTM-Scaler →  Team Lead * Intensives Coaching-Programm: 90+ Trainings zu Sales-Strategie, Outbound-Excellence, Produktwissen, Soft Skills + individuelles Mentoring durch Founders& Senior AEs * Strategic Exposure: Arbeite an komplexen Deals, präsentiere vor C-Level, entwickle GTM-Strategien mit * Exklusive Networking-Events mit Berlins Tech- & VC-Szene * Equity-Optionen – Wachse mit uns und profitiere vom Unternehmenserfolg Ready to build your strategic career in Tech?   Wenn du den analytischen Anspruch einer Beratung mit dem Impact und der Geschwindigkeit eines Tech-Scale-ups verbinden willst, dann ist das Mercanis GTM Scaling Program dein nächster Move.