About the role
Location: Munich / Frankfurt – hybrid
Type: Full-time
Level: Senior IC
Reporting to: Co-founder & CRO
Compensation: €200-240k OTE, 50/50 base variable + equity.
About Nebuly
Nebuly is a fast-growing, VC-backed startup building the platform that proves the ROI of enterprise AI.
Every enterprise function — sales, customer support, HR, finance — is deploying AI agents at scale, and budgets are following fast. But most companies can't answer a basic question: is this spend actually working? Every enterprise deploying AI agents is asking the same question: is this actually delivering value? Today, almost none of them can answer it. The signal that could answer it is right there — millions of conversations happening every day between employees, customers, and these agents — but it's unstructured, high-volume, and invisible without the right infrastructure. So the ROI question stays unanswered, not because the answer doesn't exist, but because no one can see it. Nebuly makes that signal visible. It sits on top of any enterprise AI deployment, turns those conversations into a clear answer — is this working, and where — and connects the dots back to ROI. Think of it as the accountability layer for enterprise AI: connect once, see the impact, prove the value — with no data ever leaving your environment.
Every new data category has created a new software category. CRM turned customer interactions into pipeline accountability. Product analytics turned user behavior into growth accountability. Nebuly is building that same layer for AI — turning millions of invisible conversations into a clear answer on value.
Our customers include Oura, CNH Industrial, Vodafone, and Moncler. Demand is accelerating fast, and we're building the team to match.
Your Role
As our Player-Coach for DACH, you will be the first commercial hire on the ground, carrying a personal quota and closing mid-to-high 6-figure enterprise deals yourself.
As the team grows, you will also act as player-coach, helping hire, onboard, and coach an additional AE, though depending on timing we may bring them on before or after you join.
This is primarily an individual contributor role: your personal pipeline and closing come first, coaching responsibilities grow alongside the team.
You will lead complex, consultative sales cycles - from sourcing deals to managing pilots, navigating multi-stakeholder conversations, and closing 6-digit contracts.
This is not a transactional or inbound-driven role. You're expected to generate pipeline autonomously through your network, industry knowledge, and presence on the ground.
What You’ll Do
Own a personal revenue quota, the primary measure of success.
Source and close new business opportunities with enterprise/mid-market customers (€100k+ ACV), with a clear path to expanding deal size as the product and market mature.
Act as player-coach for the DACH market, supporting and eventually managing an AE as they launch.
Run full-cycle consultative sales: sourcing → pilot → business case → negotiation → close.
Target mid-market and enterprise accounts with €100K+ ACV potential, navigating multi-stakeholder deals across product, AI, IT, legal, and procurement
Be the face of Nebuly in DACH - at events, in conversations, in the market.
Help hire, onboard, and coach an additional AE as the DACH team scales, whether they join before or after you. (new)
Who You Are
6+ years of enterprise or mid-market B2B SaaS sales experience in DACH
Proven track record of closing multiple 7-figure enterprise contracts
Comfortable being evaluated primarily on personal quota, with coaching responsibility growing as the team scales
Experience managing or mentoring AEs in a high-growth environment
Active network of prospects and decision-makers in the DACH enterprise space
Comfortable in technical sales conversations (with CTOs, ML teams, data leads)
You know how to win deals without inbound or SDRs - you drive your own pipeline
Experience working alongside system integrators and advisory firms - you know how to bring them into a deal, co-sell with them, and build the relationship that eventually generates referrals.
Comfortable with ambiguity, a lean process, and building as you go
Fluent in German and English
You do not need to have sold AI observability or conversational analytics before. You need to know the buyers and know how to sell.
Bonus Points
Experience as first sales manager or team lead in a Series A or B company
Background in data, analytics, ML infrastructure, or developer tools
What We Offer
White space. There is no incumbent AE in DACH to step around. The territory is yours.
Real earning potential. €200-240k OTE, 50/50 base variable. Compensation is flexible based on experience and fit.
Equity. You are early. That means something.
No bureaucracy. You will report directly to the Co-founder and have a sales engineer to handle technical discovery, and field marketing support to help with events. You will start by selling directly - but as you build the first logos in DACH, activating the first partner relationships is part of the job too. A dedicated Partnerships Manager joins once the market has been validated. Until then, the partner motion is yours.
Klingt das nach dir? Wir freuen uns auf deine Bewerbung.
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