The Role
Acquire and grow large enterprise shipper accounts across Europe’s full-truckload freight market. Responsibilities include lead generation, complex deal orchestration, RFP and tender leadership, pricing and margin management, pipeline ownership, executive relationship development, and cross-functional onboarding. The role requires frequent regional travel, strong logistics procurement expertise, German fluency, English proficiency, and effective use of digital and AI-enabled tools.
Summary Generated by Built In
sennder is Europe's Leading Digital Freight Forwarder. In a traditional industry, we're moving fast and focusing on the digitalization and automation of road logistics.
By leveraging our proprietary technology, we're building an ecosystem that is leading the industry into the 21st century.
We are looking for a Senior Strategic Sales Executive to join our Region West team and help us revolutionize road freight logistics. This role is based in Berlin, with remote work possible within Germany.
WHAT YOU WILL DO …
As a Senior Strategic Sales Executive, you’ll be responsible for acquiring large-scale enterprise accounts. You will operate at the intersection of logistics innovation and traditional freight, driving new business growth by securing high-volume partnerships with major shippers.
- Lead Generation: Prospect, create, and develop new leads through cold & warm outreach; generate new customer opportunities
- New Business Acquisition: Understand prospects’ needs and put in place the right support, enabling them to benefit from sennder’s technology and expertise, converting new opportunities into customers
- Strategic Qualifying: Execute comprehensive go-to-market strategy to penetrate the market, leveraging your existing relationships with large-scale shippers
- Complex Deal Orchestration: Navigate long-term, multi-stakeholder procurement cycles. Manage large-scale freight tenders, ensuring our commercial proposals are competitive, profitable, and aligned with operational capacity
- Commercial Ownership: Maintain end-to-end ownership of revenue targets, pricing strategies, and margin health
- Market Presence: Act as the face of the company and build deep, credible relationships with senior decisionmakers
- Cross-Functional Leadership: Partner with internal teams (Pricing, Account Management, Operations) to ensure seamless onboarding and long-term success for your new accounts. You will act as an executive sponsor for key wins even after the transition to the Account Management phase
- Data-Driven Autonomy: Utilize our internal data platforms and AI to make informed decisions regarding network density and customer prioritization, operating with high autonomy in a fast-paced environment
- Pipeline Ownership: Full ownership of pipeline from lead gen, prospecting, pitch, pricing, close
- Value Proposition: Communicate the capability, vision, and value proposition of sennder to logistics procurement leadership across multiple industries
- Customer Engagement: Regularly attend meetings (virtual & face to face) with prospects and active shippers
- Executive Relationships: Engage with a variety of external stakeholders, from transportation managers to senior level executives
- Customer Growth: Work closely with the account management & carrier teams to continually drive top-line growth for existing customers
- Performance Metrics: Own core metrics for your pipeline, frequently reporting on this internally
- RFP Leadership: Lead RFP process activities: RFI completion, documentation review, summary, and distribution to stakeholders across teams
- Pricing Strategy: Help to form pricing strategy based on overall business objectives and communicate goals to customers
WHAT WE ARE LOOKING FOR …
- Deep FTL Expertise: Proven, direct 8 years of experience in Full Truckload (FTL) in commercial sales across Europe. You understand the nuances of the FTL market, not just broader road freight
- Enterprise Book of Business: A credible network of relationships with large shippers and the proven ability to open doors at the enterprise level
- Proven Hunter Mindset: A demonstrable track record of new business generation. We are looking for a closer, not an account manager
- Strategic Thinking: Very focused on long term partnerships rather than a transactional business
- Operational Context: Experience working in a non-asset-based or similarly complex, high-velocity logistics environment
- Procurement Mastery: Extensive experience managing complex RFPs, large tenders, and enterprise-level negotiation cycles
- Commercial Acumen: A sharp eye for P&L. You know how to price to win without sacrificing sustainable margin, putting customers first and caring for a great customer experience
- Professional Presence: Ability to travel frequently for in-person meetings across your region
- Cultural Alignment: A collaborative spirit. You thrive in environments where data guides strategy, but human relationships drive the final decision
- Language: Fluency in German is a must. English is our company language
- Tools: Comfort working with digital tools, automation, and AI-enabled workflows
- AI literacy: ability to use AI tools responsibly and effectively to improve productivity, decision-making, or quality of work
WHY CHOOSE SENNDER…
We believe in empowering our people to grow beyond their limits, embrace challenges, and create solutions that drive our collective success. Our culture thrives on entrepreneurial spirit, resilience, and collaboration.
Dynamic Scale-Up sennder is at a pivotal stage – transitioning from a scale-up to a sustainably growing company. This means we move fast and constantly push ourselves to improve. Joining us means being part of an ambitious, international team of talented individuals who value teamwork as much as bold thinking. Face-to-face connections across our offices remain central – it's not uncommon to travel to our offices across Europe to collaborate as we tackle challenges and celebrate wins, together.
Put Your Stamp on the Industry. We operate in a complex and ever-changing industry where your ideas and efforts have a tangible, transformative impact. This is your chance to be hands-on in creating sustainable, meaningful solutions that help businesses thrive.
Employee Well-Being We make mental wellbeing and engagement a priority through initiatives like our sennCare program, a partnership with nilo (global wellbeing platform), and regular satisfaction surveys via Culture Amp. And most importantly, work alongside people who truly care about you as a person. There is something special about the people at sennder that goes beyond just ‘work’.
Your Growth, Rewarded We believe in rewarding our team for their commitment and contributions to our long-term success. Our compensation package may include performance bonuses, referral rewards, or equity that align with our goal of building a thriving company together. We're excited to grow with you!
Vibrant Workspaces Our offices are equipped with healthy snacks, focus zones, and social areas to keep you energized and connected. When you walk into a sennder office, you immediately feel the sennder spirit: our shared culture paired with each location’s own unique character. Highlights include a slide in our Wroclaw office and a sunny rooftop terrace in Berlin, Amsterdam, and Milan! We also enjoy coming together regularly, from monthly aperitivos to spontaneous team moments.
We celebrate diversity and value your character just as much as your skills. If you don’t meet every requirement, don’t worry, we still encourage you to take a chance and apply. Bring your authentic self and help us shape the future of logistics in Europe.
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Learn more about us on our career website.
Skills Required
- 8 years of direct commercial sales experience in Full Truckload (FTL) across Europe
- Credible enterprise network and relationships with large shippers
- Demonstrated new business generation and closing experience
- Strategic, long-term partnership development experience
- Experience in a non-asset-based or similarly complex, high-velocity logistics environment
- Extensive experience managing complex RFPs, large tenders, and enterprise negotiations
- Commercial acumen, including pricing, P&L, and margin management
- Ability to travel frequently for in-person regional meetings
- Fluency in German
- English proficiency for the company’s working environment
- Comfort with digital tools, automation, and AI-enabled workflows
- Ability to use AI tools responsibly and effectively
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The Company
What We Do
sennder – Europe’s #1 digital freight-forwarder platform for Full Truck Loads. sennder is a leading digital road freight forwarder in continental Europe, linking large commercial shippers with small freight carriers. With its in-house-developed platform, sennder provides a new level of automation, transparency and efficiency to the European €300 billion road freight market, which until now has been dependent on paper, phone and fax and characterized by multi-layer subcontracting. sennder’s digital connection to over 40,000 trucks allows for almost unlimited capacities, no matter what time of the day. sennder digitalizes the truckload-shipping ecosystem by providing mobile apps to drivers, fleet management tools to carrier managers and logistics management solutions to shippers. Real-time booking, a designated contact person always on hand, as well as precise live tracking, bring full transparency to any logistics supply chain. By integrating directly with the shippers’ Transport Management and Freight Management Systems via APIs and by cutting the multiple middle men, sennder increases efficiency and reduces cost for all stakeholders
