Your 12-Month Journey: Structured. Strategic. Built to Expand a Market.

Phase 1: Strategic Foundation
Think like a Consultant. Learn like a Founder.

Market & Product Deep Dive: understand the procurement industry, market dynamics, the competitive landscape and our Agentic AI product from a strategic angle
Customer Discovery: analyse buying journeys, stakeholder structures and decision processes in complex B2B environments
Business Model Understanding: how do SaaS economics work, and what do CAC, LTV and payback period mean for our GTM strategy
Shadow senior AEs: sit in on deals and C-level negotiations and learn how value gets articulated
First analyses of your own: support target group analysis, competitive intelligence and messaging development

Your goal: build a holistic understanding of how strategic B2B software sales works, from market to product to customer.

Phase 2: Strategic Execution
Own your Pipeline. Drive your Strategy.

Take ownership: you get your own lead segment and develop data-driven account strategies
Strategic outbound and lead generation: identify target accounts, build messaging frameworks, systematically test outreach channels across LinkedIn, email and phone, and optimise conversion rates
Cold outreach excellence: learn to identify relevant decision-makers, build personalised multi-touch campaigns and open the first conversations with C-level stakeholders
Consultative selling: run discovery calls,identifypainpointsand qualify using MEDDIC and BANT
Data-driven optimisation: analyse outreach performance, A/B test messaging and build best practices for your segment
Cross-functional collaboration: work with Marketing, Product and Customer Success and learn how GTM teams operate strategically together
Structured training: sales methodologies including Solution Selling and Challenger Sale, stakeholder mapping, objection handling, CRM management in HubSpot, forecasting and pipeline analytics

Your goal: prove that you can systematically build pipeline, work outbound strategically, and develop and test your own GTM hypotheses.

Phase 3: Strategic Deal Management
Close Complex Deals. Think like a Business Leader.

Full-cycle ownership: you take complex deals from first cold outreach through to signature
Multi-stakeholder navigation: learn to navigate complex organisations, identify economic buyers and build champions
Value-based selling: develop business cases, ROI calculations and value arguments for C-level decision-makers
Deal strategy and forecasting: run systematic pipeline management, develop deal strategies and learn to mitigate risk
Advanced outbound strategies: scale successful outreach patterns,optimise response rates and build lasting relationships with key accounts
Preparing for the move: you already operate like a full Account Executive, with autonomy, mentoring, and a clear path ahead
Structured training: sales methodologies including Solution Selling and Challenger Sale, stakeholder mapping, objection handling, CRM management in HubSpot, forecasting and pipeline analytics

Your goal: close your first strategic deals, demonstrate senior-level business understanding, and get ready for the move to London.

Phase 4: You Move to London
Full territory. Strategic accounts. Very attractive compensation.

A full UK territory with strategic accounts
Full quota withvery attractivevariable compensation
Complete ownership of your own GTM strategy and outbound pipeline
You arrive already able to build pipeline and close, not as a beginner finding your feet
You have the founder team behind you as the territory opens, andyou'reone of the first people on the ground forMercanisUK

Mercanis GTM Scaling Program - UK Track (m/f/d)

Your application!

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