This role is located in Munich, Germany - We are a hybrid work environment and are in the office 3+ days/per week.
Tulip brings modern technology and AI into manufacturing. Manufacturing accounts for almost 20% of the global economy and one in every seven workers on Earth, yet remains among the least digitized. More than a decade ago, we created the category to close that gap: AI-native software that puts cutting-edge tools directly in the hands of the people on the manufacturing front lines. Because we are human-centered and tech-obsessed, we are building a future of work where human ingenuity is amplified with the latest technology.
In January 2026 we became one of Boston's few new AI unicorns, reaching a $1.3B valuation. We're growing double digits in revenue year over year. The world's best manufacturers run on Tulip - turning inventory 10x faster, releasing gene therapies in hours instead of weeks, and training master craftspeople to forge engagement rings 5x more rapidly. Headquartered in Somerville, MA with offices in Germany, Hungary, Singapore, Japan, and Israel, we've been consistently named a World Economic Forum Global Innovator, a Gartner leader, and one of Built In Boston's "Best Places to Work."
We run the way we build: AI-forward, humanistic, and high ownership. We're looking for builders who are energized by complex problems, rapid cycles, and the unique opportunity to see their impact on a global scale.
About You:
- You have experience in manufacturing or industrial operations and a deep understanding of the shop floor
- You're energized by complex technical sales: translating operational problems into compelling platform narratives and owning the technical evaluation from discovery to close
- You are always looking at ways to improve systems at scale, implement best practices, and improve our methodology and quality of execution within the team
- You are a natural team player that understands what it is to work in an agile environment
- You operate with commercial awareness: you understand what moves deals, how to engage champions, and how to create urgency around technical decisions
- You speak fluently about SaaS, IIoT, cloud, and AI, and you actively use modern AI-assisted tools to work more effectively
- You live in the Munich Area and can speak, write and comprehend the German language fluently
What skills do I need?
- 5-10+ years of enterprise SaaS pre sales experience (Solutions Engineer, Solutions Consultant or equivalent)
- Experience in selling to or working with manufacturing companies to help them with their digital transformation journey
- Experience with systems such as MES/MoM, LES/LIMS, WMS, QMS, ERP, SPC, IIoT, etc
- Strong written and verbal communication — comfortable presenting to audiences from the shop floor to the C-suite
- Actively uses AI tools in your daily workflow (RFx drafting, demo building, requirements synthesis, AI coding assistants a plus).
- Detail-oriented individual with the ability to quickly assimilate and apply new concepts, business models, and technologies.
- Travel: Please note this role will involve some travel between 10-30% depending on demand.
- BS degree in Engineering (Mechanical, Industrial, Computer Science). MS/MBA degree is a plus
- Fluency in English and German is required
Key Responsibilities:
- Work closely with Account Executives to progress opportunities through the pipeline and secure the technical win — from early discovery through close, with a shared evaluation plan and clear success criteria in place before the evaluation starts
- Perform deep discovery and requirements analysis. Understand the prospect's operational pain points, the business impact of solving them, and what a successful outcome actually looks like for that customer
- Develop, present, and deliver high-impact technical demonstrations tailored to the prospect's environment — demos, technical presentations, architectural discussions, and proof of concept work
- Clearly articulate the value of Tulip to all levels: line of business managers, C-level executives, and IT
- Build Business Value Assessments (BVAs) that connect operational improvements to financial outcomes and give economic buyers something concrete to act on
- Develop proposals and responses to RFx (RFI, RFP, RFQ), technical assessments, and security questionnaires
- Lead scoping and estimation of implementation projects in partnership with Tulip's Professional Services team
- Bring structured feedback back to Product and Engineering — prospect requests, capability gaps, competitive patterns
- Build and improve team assets: playbooks, demo environments, evaluation frameworks, and Tulip’s internal AI tooling
Key Collaborators:
- Pre-Sales Engineering
- Sales Team: Account Executives, Channel Partner Team
- Post-Sales Teams: Professional Services, Customer Success Managers, Technical Account Managers
- Marketing: Product Marketing, Event Marketing
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
Please note that we may use AI-based tools to support parts of our hiring process. All data processing is carried out in compliance with local data protection laws, ensuring all personal candidate information is handled securely and ethically.
