EnterpriseSolutions Lead

Pentimenti builds AI for bid and tender work. Our platform, Atlas, runs the proposal workflow rather than assisting around the edges of it: it reads the tender, retrieves a team's own approved content, drafts structured responses, and keeps win themes consistent across a submission. We also run TenderScout, a free tender search tool covering Denmark, Norway, Sweden and the wider EU, which is how a lot of teams meet us.

The company was founded by people who spent fifteen years on the buyer side, in procurement at Maersk, Carlsberg and CRH. That is not decoration on a slide. It is the reason we understand what an evaluator actually rewards, and it is the credibility our customers respond to when we sit down with them.

Across customers, teams using Pentimenti see on average 40% less time per proposal, a 30% higher win rate, and 85% of content automated, with a first usable draft in about two days.

Headquarters: Copenhagen. Customers across the Nordics, DACH and the UK.

Two things shaped this job description, and we would rather share the reasoning than have you guess at it.

Enterprise buying has moved from persuasion to validation. Serious buyers no longer need to be convinced that AI can help with proposals. They have already tried something. What they need is to establish whether a specific tool works on their real tenders, survives their security and procurement review, and holds up when the model underneath it changes four to eight times a year. The seller who wins that conversation is the one who can run the validation, not the one with the best narrative.

AI-native companies staff differently. Companies like ours consistently end up hiring more technical and implementation-shaped people and fewer traditional quota-carrying sellers, because the bottleneck is proving fit and getting to value, not generating awareness. This role reflects that.

It also reflects our own origin. Our founding team came from procurement, on the buy side, at Maersk, Carlsberg and CRH. The commercial credibility we have with customers comes from having sat in their chair. We are looking for someone who can mirror that, who is taken seriously by a bid director in the first fifteen minutes because they clearly understand the work.

• Around eight or more years in enterprise software, with a meaningful part of it in a consultative or pre-sales shaped role, solutions consulting, solution architecture, value engineering, professional services that grew into commercial ownership, or a management-consulting background that moved into software.

• You have run discovery workshops with senior stakeholders and enjoyed it more than you enjoy demoing.

• Technical fluency without needing to be an engineer: you can talk credibly about what retrieval over a customer's content does and does not guarantee, why model updates require regression testing, how integrations and permissions work, and what a security review will ask for.

• Procurement credibility. You understand tenders, evaluation criteria, frameworks and formal buying processes from the inside, whether from the buy side, from bid and proposal work, or from selling into public-sector and heavily regulated buyers.

• Comfortable telling a prospect that we are not the right fit yet, and confident that doing so builds more pipeline than it costs.

• Fluent professional English. A Nordic language, German, or public-sector procurement experience in those markets is a real advantage.

• You can operate without support infrastructure and still bring a rigorous process of your own.

There are two of us on the commercial side today, and we are adding people carefully rather than quickly. You should know what that means in practice before you apply.

• There is no SDR team feeding you meetings. Pipeline comes from founder-led conversations, our event and webinar program, TenderScout users, existing customer expansion, and your own outbound. You will need to be comfortable creating some of your own.

• There is no established enterprise playbook to inherit. You will write a good part of it, and we will expect you to.

• You will do work that is technically below your level, because there is nobody else to do it. Some weeks that means building your own comparison material or cleaning up a data set.

In exchange: direct access to the founder, real influence over product and positioning, and the chance to define how this company sells enterprise before the pattern is set.

• You need a steady flow of qualified inbound to hit a number.

• You want a defined territory, a set playbook and a manager who runs your pipeline reviews.

• Your track record rests mainly on relationships and persuasion rather than on getting hard things validated and approved.

• You would rather not get into the technical detail of how the product works.

• You are uncomfortable with the ambiguity of an early commercial function.

1. Weeks 1–4

   Learn the domain deeply. Read real tenders and real submissions. Sit in on customer conversations. Get to the point where you can walk a bid director through their own workflow and be recognised as someone who understands it.

2. Weeks 5–8

   Run your first discovery workshops independently. Produce a defensible baseline model and a build-versus-buy comparison you would put your own name on.

3. Weeks 9–12

   Own a set of enterprise opportunities end to end, with at least one structured pilot running on live tenders and written success criteria. A first version of the enterprise playbook exists because you wrote it.

1. 01

   A 45-minute conversation with the founder, mostly about how you think, and how you have handled validation-heavy deals.

2. 02

   A working session: we give you a realistic customer situation, and you run discovery on us. We are watching how you ask questions, not whether you reach the right answer.

3. 03

   A conversation with an existing customer, likely a bid director, so both sides can test the fit honestly.

4. 04

   Commercial and terms discussion with the founders, then references and an offer.

No take-home assignment that we could use as free work. No panel of eight people. We will give you a decision either way, and we will tell you what we decided and why.

Compensation

Base salary plus a commission structure, split roughly 65 / 35.

Equity

Warrant programme.

Location

Copenhagen, with regular customer travel.

Travel

Expect 2 days a month across the Nordics, DACH and the UK.

Start date

When the right candidate is found.

Eligibility

You must be eligible to work in Denmark.

Send a short note and your CV or LinkedIn to

Put “Enterprise Solutions Lead” in the subject line.

In the note, tell us about one thing you have run end to end and what you would do differently a second time. That is more useful to us than a cover letter.

We read every application ourselves. There is no ATS filter between you and us.