Most first management jobs hand you a broken team and a playbook that does not work. This one is the opposite problem, and it is a much better one to have: the motion is proven, the numbers are records, and your job is to keep it there while you build it bigger:

AI-enabled platform for quoting, booking and rate management in air and sea freight; digitising an industry still largely run on email and spreadsheets

SMB new business ARR up 8x in recent quarters, from €30K to €250K per quarter

Delivered with fewer reps, not more: the team went from 7 to 3 and all three hit quota last quarter

Major AI product launch shipping this quarter, with a direct impact on the SMB motion

A rare genuinely high-velocity SMB motion inside logistics tech, where most competitors are still running six month enterprise cycles

You succeed the current SMB lead, who is moving into a broader remit and is actively building his successor rather than backfilling a seat

What is expected

Run the existing playbook and hold record performance; this is not a rebuild

Carry a personal quota for roughly the first six months, then transition into full leadership as the team scales

1. 1s, pipeline reviews, enablement, and senior presence on the deals that need it

Prepare the team for the AI launch: positioning, objection handling, and how the product changes the pitch

Grow headcount gradually to 6 or 7 reps and set the hiring bar for everyone who follows





Bring your own view on how a team should use AI day to day, not just what the product does

What you get

A first management seat with the safety net of a working system underneath you

Clear succession path into broader commercial leadership as the team scales

Fully remote within approved European countries: UK, Ireland, Germany, Spain, Portugal, Poland and most of Eastern Europe

Around one week per month of travel

What you bring

3 to 5 years closing B2B SaaS, running deals end to end

Logistics or freight industry experience (ideally - if you don't have this - still apply!)

MEDDICC or a comparable methodology, trained and actually used, not just listed on a CV

High-velocity instinct: you know how to create urgency in a short cycle rather than manage a long one

Real motivation for your first management role, with a clear philosophy on servant leadership and empathy

English plus at least one of German, Italian or French

Nice to have: prior line management experience, a serious team sports background, and practical ideas for upskilling a team with AI tools.

Process:

Screen with the current SMB lead

team interview including a closed-deal walkthrough and a live pipe review on anonymised MEDDICC data

culture interview, then a final panel with the CCO plus product, marketing and GTM ops covering a 30-60-90 plan and an AI fluency check

You've read this far, you might as well apply

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📌 Remote Logistics SaaS Team Lead — AI-Driven Growth (Madrid)
🏢 Bluebird
📍 Madrid