GTM Scaling Program Track; m​/f​/d

Your mission at Mercanis

Consulting or a fast-growing tech startup? Why choose one when you can have both. You ve just finished your degree, or you re about to, and you re still weighing up consulting and startup?

Welcome to the Mercanis GTM Scaling Program, UK Track. We give you twelve months of structured training with the strategic rigour of a top consultancy, combined with the speed, ownership and direct impact of a fast-growing B2B AI startup. And from day one, you are part of something bigger than a training programme. You are part of expanding Mercanis into an entirely new market.

Everything you learn and build in Berlin feeds directly into opening the UK, one of our most important international markets, and you are there for that expansion from the very start. You go through the whole go-to-market universe, learn to develop and execute complex B2B sales strategies at startup pace, and grow into an Account Executive who is ready to help lead a market expansion rather than simply inherit a territory someone else built.

Ideally, you already bring some first experience in B2B sales, whether from an internship, working student role, or a previous job. By the end, you won t just know how to sell. You will know why customers buy, how markets get built from scratch, and how to grow a business sustainably in a brand new country.

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: understandtheprocurementindustry,market dynamics, thecompetitivelandscapeandourAgenticAIproductfromastrategicangle
• Customer Discovery: analyse buying journeys, stakeholder structures and decision processes in complex B2B environments
• Business Model Understanding:howdo Saa Seconomicswork, andwhatdo CAC, LTV andpaybackperiodmeanforourGTMstrategy
• Shadow
  senior
  AEs: sitin ondealsand C-levelnegotiationsandlearnhowvaluegetsarticulated
• 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 Linked In,emailand phone, andoptimiseconversion rates
• Cold outreach excellence: learn toidentifyrelevant decision-makers, buildpersonalisedmulti-touchcampaignsand open the first conversations with C-level stakeholders
• Consultative selling: run discovery calls,identifypainspointsand 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 teamsoperatestrategically together
• Structured training: sales methodologies including Solution Selling and Challenger Sale, stakeholder mapping, objection handling, CRM management in Hub Spot, 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,identifyeconomicbuyersand build champions
• Value-based selling: develop business cases, ROIcalculationsand value arguments for C-level decision-makers
• Deal strategy and forecasting:run systematic pipeline management, develop dealstrategiesand 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 alreadyoperatelike 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 Hub Spot, 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…