Enterprise Sales Representative (gn)

WHY THIS ROLE MATTERS

The industry is at a turning point. Rising cost pressure, demand volatility, labor shortages, and increasing product complexity are exposing the limits of classical, hardware-centric automation. At the same time, software, AI, and IT–OT integration are redefining how factories operate and compete.

Wandelbots provides the Physical AI platform that enables OEMs and suppliers to leapfrog from rigid automation to software-defined, AI-driven production systems – using and upgrading their existing assets. Reporting to: Head of Sales.

As Enterprise Sales Representative, you will be at the front line of this transformation:

• Winning new enterprise customers

• Establishing Wandelbots as a strategic platform partner

• Turning Proofs of Value into long-term framework agreements

• Building trusted, executive-level relationships that scale over time

You own the end-to-end enterprise sales process for OEMs, Tier-1 suppliers, and selected Tier-2 organizations:

• Identify and win new strategic customers in manufacturing

• Position Wandelbots as a platform for competitiveness, not a point solution

• Lead complex sales cycles from first engagement to multi-year platform adoption

• Lay the foundation for long-term Customer Success–led expansion

WHAT YOU WILL DO

Enterprise New Business Development

• Prospect, qualify, and develop new enterprise accounts in manufacturing

• Engage with CxO, production, operations, IT, and digital manufacturing leaders

• Understand customer strategy, pain points, and competitive pressure

• Translate industry challenges into platform-level value narratives

Consultative, Platform-Led Selling

• Lead customers from first discussion to Proof of Value (PoV)

• Design PoVs with a clear path to scale and standardization

• Position Wandelbots as the IT–OT backbone for future automation

• Move customers from PoV to framework and platform agreements

Value & Business Case Ownership

• Build and defend business cases with clear P&L relevance

• Articulate impact on cost, efficiency, flexibility, and resilience as well as time-to-market, scalability, risk reduction, and asset utilization

• Ensure executive alignment around long-term platform value

Cross-Functional & Partner Collaboration

• Work closely with Head of Sales, Marketing, Customer Success, Project.Studio, and our ecosystem delivery partners

• Involve ecosystem partners when required to ensure customer success

• Maintain clear ownership and trust in co-selling situations

Experience & Background

• Proven enterprise sales experience in software, platform, and/or SaaS / PaaS solutions

• Strong exposure to IT and OT environments

• Track record of selling into manufacturing ecosystems

• Experience leading customers from Proof of Value to framework agreements and into long-term, value-driven relationships

• Ideally, you are based in one of the following regions: Rhine-Main, Berlin, Munich, Düsseldorf, Stuttgart or Cologne/Bonn

Industry & Domain Knowledge

• Deep understanding of manufacturing, production, and logistics processes

• Knowledge of OEM and supplier structures in general

• Understanding of OT realities on the shopfloor

• Ability to bridge business, IT, and OT conversations

Sales Skills & Mindset

• Comfortable with long, complex enterprise sales cycles

• Strong executive communication and storytelling skills

• Structured, disciplined, and value-oriented

• Curious, resilient, and motivated to sell change – not just software

What success looks like in this role

• New enterprise logos won

• High-quality PoVs with clear expansion potential

• Framework agreements and recurring platform revenue

• Strong executive sponsorship at customer side

• Seamless handover into Customer Success and long-term growth

• You sell platform relevance, not commodity automation

• You help shape the future of manufacturing

• Your deals matter at board and P&L level

• You work with leading OEMs, suppliers, and partners

• You grow with a company on a clear trajectory toward IPO