Head of Sales – Custom Software & AI

• Take responsibility for the entire new-business pipeline, from lead generation and qualification through proposal development to closing
• Conduct customer conversations, understand business challenges, engage relevant decision-makers, and negotiate proposals
• Travel to customer meetings for pitches, workshops, and important decisions
• Lead two FTEs in Marketing and Sales, set priorities, allocate responsibilities, provide feedback, and further develop team capabilities
• Manage customer relationships directly, including personal selling and closing
• Develop compelling proposals together with the founding team and project leads
• Coordinate commercial responsibility for the solution, effort, and feasibility together with technical experts
• Identify upsell potential among existing customers and develop follow-on business
• Manage the pipeline, next steps, and forecast
• Identify stalled deals, make decisions, and improve collaboration within the team and with Adrelin

• Have personally sold and closed complex B2B software projects or IT services that require consultative selling
• Practical experience leading a small team, developing employees, and taking responsibility for results
• Ability to set priorities, delegate, and conduct difficult conversations clearly and constructively
• Strong commercial and technical understanding, with the ability to translate customer challenges into a compelling business case
• Ability to collaborate effectively with technical experts
• Demonstrated independence and accountability for decisions and results
• Confident communication with managing directors and functional leaders in mid-sized companies
• Residence in Germany
• Willingness to travel regularly for customer meetings
• Fluent German at a professional negotiating level
• Confident communication in English
• Experience with CRM systems and digital collaboration tools
• Practical use of AI in day-to-day work

• Entrepreneurial responsibility and direct collaboration with the founders
• Collaboration with the Ardelin Group and its expertise in software, data, cloud, and AI
• Remote work anywhere in Germany or work from the Cologne office
• Attractive base salary and strong performance-based compensation
• Opportunity to earn a total annual compensation well into six figures when targets are achieved
• Regular team events
• Modern working culture focused on AI, automation, clear responsibilities, quarterly goals, and EOS exchange