Institutional Partnership Manager

About us

Publishing Gateway builds publisher-neutral infrastructure for open access publishing — giving academic libraries and research offices real control and transparency over the full publication process: from submission through peer review to managing APC (Article Processing Charge) budgets. We're an early-stage, Berlin-based team, and we're building the foundation for something that doesn't yet exist in this form in scholarly publishing.

The role

As Institutional Sales, you'll join our sales team as the second person, working closely with our Head of Institutional Sales. You'll own your own accounts and parts of the sales cycle — from outreach through demos to proposal support — while learning how consultative, relationship-led sales work in the institutional/academic context: multiple stakeholders, longer decision paths. This isn't a high-volume role with short cycles — it's a position where you take on responsibility step by step, with close guidance along the way.

What you'd do

• Own individual accounts through parts of the sales cycle: prospecting, discovery, demos, proposal support — in close coordination with the Head of Institutional Sales
• Build relationships with contacts at libraries, research offices, and OA / scholarly-communication teams
• Support institutional and public procurement processes, including formal tenders
• Help communicate our value proposition (stewardship, budget visibility, quality assurance) to each institution — with support shaping the message and positioning
• Keep CRM, pipeline, and follow-ups organized so nothing falls through the cracks
• Attend industry conferences and events as part of the sales team

What you bring

• Early to mid-level B2B sales experience, ideally with longer, consultative sales cycles
• Interest in the academic/scholarly publishing ecosystem — or a close adjacency (research infrastructure, library systems, edtech, scientific software)
• Enthusiasm for learning and growing in an early-stage environment where not every step is mapped out yet
• Fluent English; German a plus
• Willingness to travel within Europe

Nice to have

• Some existing exposure to European university libraries / research offices
• Experience with public procurement / institutional tenders
• Understanding of open access models and APC economics

What we offer

• Real responsibility from day one, with direct guidance from the Head of Institutional Sales rather than being thrown in cold
• Close collaboration with the wider founding team, short decision paths
• Equity participation (VSOP) on top of base salary
• Flexible, hybrid work based in Berlin
• The chance to grow into a market niche that doesn't yet exist in this form

Location

• Base salary: approx. €48,000–62,000 gross/year
• OTE (incl. variable): approx. €70,000–90,000

If you're excited to learn and grow in institutional sales, working closely with an experienced sales lead and the founding team — let's talk.

Compensation

📍 Berlin (hybrid) or remote-in-Europe with travel 🔗

Apply via publishing-gateway.com or reach out directly to [email protected]

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