About the role
Most enterprise buyers in industrial verticals have lived with the same frontline training problem for years because nothing they tried actually stuck. Sub-2% churn across nearly 500 customers in DACH is the evidence that changes that story. You walk into board conversations not as a vendor pitching a new idea, but with proof that similar companies have already committed and stayed.
The role hunts and closes new enterprise accounts at 5,000+ employee organizations in manufacturing, logistics, and adjacent industrial verticals. You operate inside a vertical pod with a dedicated SDR — pipeline is a shared effort — but you're expected to contribute your own outbound on top as a matter of ownership. The deals are multi-year, multi-stakeholder, and reach C-suite level. You build business cases from scratch, navigate procurement and legal, and present at board level without a pre-sales overlay. 🎯
What you'll own Hunt and close enterprise accounts (5,000+ employees) in manufacturing, logistics, and adjacent industrial verticals — from first contact to multi-year contract. Map and advance buying committees that include procurement, IT, and the executive board simultaneously, without losing any thread. Build business cases that reach board level: quantified in euros, grounded in operational reality, built from what you learned in discovery rather than from a template. Run every stage of the deal cycle without a dedicated SE or pre-sales overlay — discovery, solution positioning, ROI modeling, legal and procurement navigation, close. Navigate enterprise procurement processes and security reviews at companies that have done this with larger vendors before, and close them anyway. Manage multi-year contract structures with ramp-up provisions and European subsidiary rollouts as deals grow. 🙋
Who you are Full-cycle enterprise AE experience selling to companies with 5,000+ employees, with deal cycles of 9 months or longer. Built business cases that reached Managing Director or C-suite level and ran those presentations yourself, without a VP in the room to carry the conversation. Navigated buying committees with four or more distinct stakeholders and can describe specifically how you managed each. Sold at a company where the enterprise legal and procurement infrastructure wasn't yet complete, and know what it takes to keep a deal credible under those conditions. Experience with accounts in manufacturing, logistics, or other industrial enterprise environments. Fluent German. 🤩 What's different here Most enterprise software categories are crowded with alternatives and at least one company that's burned the buyer before. This one isn't. Your prospects haven't seen a frontline training solution that actually sticks at their peers' organizations, which means the discovery conversation is about helping them understand the cost of an unsolved problem — not defending against a competitor's track record. The harder part is structural. doinstruct's enterprise infrastructure — legal templates, security certifications, procurement frameworks — is being built as the motion scales. You'll navigate procurement at 10,000-person industrial groups without complete pre-built responses. That requires a kind of credibility and problem-solving that doesn't come from a major brand behind you. For the right seller, building the enterprise playbook is part of what makes this role compelling. 🚀 Why doinstruct Nearly 500 customers in DACH, Series A funded, sub-2% churn. Verifiable before you walk into any boardroom. 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 genuine 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 [email protected].
