Department: Sales
Employment Type: Permanent - Full Time
Location: München
Description
Be the architect of osapiens’ AI-enabled GTM. Own the GTM tech stack, the revenue forecast, the sales methodology, and the operating cadences the entire revenue org runs on. Build the revenue operation of the future — not maintain the one that existed.
Your Responsibilities
▪ GTM tech stack architecture. HubSpot at the core, plus Clay, Apollo, ZoomInfo, Gong, ABM platforms, dialers, and the emerging AI tooling landscape. Evaluate, integrate, govern.
▪ Revenue forecast. Build and run the weekly, monthly, quarterly forecast the CRO and Board rely on — methodology, data quality, accuracy tracking.
▪ Pipeline generation and velocity. Design and drive the drumbeats — inbound, outbound, ABM, events — that keep pipeline coverage ahead of plan.
▪ Sales methodology and best practices. Own the playbook — qualification, stages, exit criteria, handoffs — and embed it in the stack so it’s lived, not slideware.
▪ Enablement and training. Design best-in-class onboarding and ongoing training: methodology, product, discovery, negotiation, AI-tooling fluency.
▪ AI-enabled GTM architecture. Rebuild the engine with AI agents and automation at the core — scoring, routing, enrichment, research, drafting, forecasting, coaching.
▪ CRO initiatives and Board comms. Run strategic projects alongside the CRO; prepare the revenue readouts that go in front of the Board.
What you'll bring
▪ 4–8 years in Revenue Operations, GTM Ops, or Sales Ops at a fast-growing B2B SaaS.
▪ Operator-level fluency with HubSpot and the modern GTM stack (Clay, Apollo, ZoomInfo, Gong, ABM, sequencers).
▪ AI-native. Claude Code, Claude Projects, and modern AI tools are your daily working environment — you build agents and automations, not just use them.
▪ Strong grip on sales cadences, pipeline motions, and forecast methodology. You can read a pipeline and know what’s real.
▪ Credible with reps and with the Board. You speak both languages.
▪ Ambitious, curious, allergic to “the way we’ve always done it.” English fluent; German or Spanish a plus.
What Success Looks Like (first 12 Months)
▪ A forecast the CRO trusts and the Board accepts — documented methodology, accuracy tracking, no surprises.
▪ The GTM stack consolidated, instrumented, and governed — tool map, data model, ownership matrix, all visible.
▪ Sales methodology shipped and lived — playbook, stages, exit criteria, qualification embedded in the stack.
▪ A first wave of AI-enabled GTM workflows in production and measurably moving the number.
