Your responsibilities
This is not a classic sales leadership role. You'll take our existing sales team to the next level: turn what works into a real sales organization, lead it and still close key deals yourself.
Plato is entering one of the largest untapped markets in B2B software. We already have a team of Account Executives and BDRs winning customers. Now we need the structure to scale it across Germany, France and international markets. You'll report to our CEO, carry your own deals and turn the team into a sales organization that runs on clear processes.
In this role you will:
- Institutionalize how we sell: clear roles, processes, targets and career paths for AEs and BDRs across Germany, France and international markets.
- Grow the team where it counts, with a hiring and onboarding process that gets new reps productive fast.
- Coach AEs and BDRs, run pipeline and deal reviews, and set the standard for how we sell.
- Build and execute the sales plan with our CEO, through your own deals and your team's.
- Lead key deals with owners and C-level at mid-market distributors, from discovery to close.
- Define ICP, sales stages, playbooks and forecasting, and set them up in HubSpot with our GTM Engineer.
- Work closely with Customer Experience, Solution Engineering and Marketing to turn pilots into multi-year contracts.
- Bring customer feedback from the field straight back into product.
Your qualifications
There is no finished playbook. You'll build as much as you run. You'll fit right in if your former colleagues would call you one of the best sellers and leaders they've worked with.
In practice that looks like:
- 2+ years of experience leading a sales team, ideally one you scaled and professionalized.
- A real track record of closing complex mid-market or enterprise deals in B2B SaaS.
- You've hit your number as an individual and as a team lead, and you can show it.
- You still love to sell. You run deals yourself, not just the forecast.
- You can sit with the owner of a family-run distributor and talk business, not features.
- You build pipeline reviews, forecasts and playbooks that people actually use.
- Native German speaker and fluent in English.
- Based in Berlin and in the office.
Why us?
- Real ownership. Shape how Plato sells across Germany, France and international markets.
- A team that's already winning. Turn early success into a sales organization that scales.
- Work directly with our CEO on the revenue plan and go-to-market.
- Top-of-market compensation, plus meaningful equity.
- Close to the founders at a fast-growing AI startup backed by Atomico and Cherry Ventures ($14.5M seed).
- Great team, great perks. Weekly team lunches, dinner on us when we work late, a sports membership and regular team events.