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.
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.
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.
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.
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.
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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.
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For questions or remarks please reach out to our Talent Acquisition Manager, Leonard, at [email protected].
