Founding Go-to-Market (GTM) Lead (f/m/x)

Pactos is an early-stage, venture-backed start-up based in Munich. We’re building the next-generation Vendor Management System for contingent workforces – used by companies like DHL and Bundesanzeiger to manage external workers (e.g., temps) and staffing providers in a compliant, scalable, and transparent way.

We’re at a pivotal moment: our product is validated, early traction is real, and we’re ready to scale our GTM motion. As our Founding Go-to-Market Lead, you won’t just "run campaigns" - you’ll architect the commercial engine from the ground up.

This role is for an elite operator who thrives with ownership, speed, and blank-canvas strategy.

• 🎯 Design and execute GTM strategy across sales, marketing & customer success
• 💥 Build and run growth experiments: outbound, content, partnerships, events
• 🧠 Develop Ideal Customer Profiles (ICPs), positioning, and pricing, as well as own the GTM stack (CRM, playbooks, workflows, reporting)
• 👤 Talk to users, prospects, and stakeholders to shape product direction and turn insights into messaging
• 🚀 Lay the foundation for future growth and hiring across commercial functions, incl. close sparring with the founders to drive growth from 0.5 → 1 → 100

• 2+ years in high-performing GTM / BizDev / Growth roles at B2B SaaS companies
• You have built something from scratch and scaled an early-stage GTM machine
• Strong communicator – comfortable navigating both boardrooms and user calls (German is a must)
• Highly analytical, creative, and resourceful – you get things done fast and figure out what works
• Super high agency: you make things happen fast and thrive when given full ownership
• Bonus: You’ve sold to HR, Procurement, or Operations personas in mid-market/enterprise settings

• Fair comp + ESOP: Competitive salary plus meaningful equity
• True Ownership: You’ll be the first GTM hire. Everything is yours to shape. Define our GTM model from day one.
• Speed: We make decisions in hours, not weeks. No politics. No BS.
• Colleagues you’ll want to work with: Pragmatic, product-obsessed, and committed to winning - backed by great early customers & advisors
• Modern stack, flexible setup: hybrid, outcome-driven, and lots of fun (e.g., Oktoberfest)

Tell us why this role is exciting for you – and link 2–3 GTM wins you’re proud of. Let’s build something bold!