Account executive in enterprise IT

Описание:

We are looking for an Account Executive who has already closed complex enterprise deals and wants to own a category before it is crowded. You run the cycle from qualified pipeline through multi-threaded enterprise discovery to signature, selling into IT organizations at companies like the ones above. You partner with our SDRs, you self-source the accounts that matter, and you help sharpen the sales motion and the organization you will grow within. This is demanding, high-trust and high-reward.

Задачи:

• Partner with our SDRs: join the demos they qualify, take clean handovers, and sharpen the outbound motion together.
• As a founding AE you also self-source the priority accounts that matter most.
• Run pain-led discovery: open on the customer's broken IT demand process, identify the dominant value driver, and map the politics, meaning who owns the process, who holds the budget and who can kill the deal.
• Build the business case: quantify the value in the customer's own numbers, from avoided software spend to demand-process efficiency, and make the cost of inaction concrete and undeniable.
• Qualify hard into pipeline with a disciplined MEDDIC approach: a real need, a budget path, a timeline and a named economic buyer before a deal counts as real.
• Multi-thread the full buying committee: IT Governance and Demand Management, Enterprise Architecture, IT Procurement, IT Security and the CISO, up to the CIO, plus the Works Council where relevant.
• Single-threaded deals are a risk, not a shortcut.
• Run the process workshop: facilitate the deep process-analysis session with the key IT stakeholders that becomes the blueprint for the trial.
• Own the trial and proof of concept end to end: configure a tailored test environment with Professional Services, run the hands-on kick-off workshop, support the evaluation, and drive the final business review against agreed success criteria.
• Close and hand over: confirm budget, bring in procurement, run the security and GDPR review in parallel so it never becomes the bottleneck, sign, and brief Professional Services for a clean implementation handover.
• Keep your pipeline honest in HubSpot and bring sharp, evidence-based updates to the weekly deal review.
• Feed what you learn in real deals back into product, pricing and our go-to-market, and help build the sales organization you will grow within.

Требования:

• You are ambitious, resilient and methodical.
• You have carried a quota, you have closed hard deals, and you treat a "no" as information, not defeat.
• A proven track record of closing complex B2B deals end to end, ideally enterprise software with multiple stakeholders, larger ACV and cycles of several months.
• Fluency in a structured sales methodology such as MEDDIC, including real Champion, Economic Buyer, Metrics and Decision Process work.
• A genuine self-sourcing instinct.
• A meaningful share of your pipeline has come from your own prospecting, not only inbound or an SDR.
• Native-level German and business-fluent English, because you sell to German enterprises and present to senior stakeholders.
• Self-starter energy, strong ownership and comfort with ambiguity in an early‑stage environment.
• Comfort with a modern sales stack: CRM (e.g. HubSpot), Sales Navigator and prospecting tools like Apollo, Cognism or Lusha.
• Будет плюсом: Hands-on experience selling into enterprise IT departments, our core ICP, is a strong advantage.

Условия:

• We keep it clear and we set realistic targets.
• You ramp alongside the founders over your first months, then own a quota built on closed enterprise ARR and the pipeline you self-source.
• When you beat it, we pay attractively on top.
• Serious, transparent, uncapped compensation.
• OTE €120,000 to €160,000 depending on experience.
• Your variable rewards closed enterprise ARR, and your upside is uncapped when you overperform.
• Real equity.
• Given proven performance, you are eligible to join our virtual share option program (VSOP) and own a genuine stake in what you help build.
• Your development is key for us: take the opportunity to grow in new roles (e.g., Senior Account Executive) or team lead positions.
• A modern and attractive office in the center of Hamburg (Stadthöfe, 20355 Hamburg) or Berlin (Prenzlauer Berg, 10435 Berlin).
• Home-Office allowance of 50 EUR gross / month.
• Free Deutschlandticket Gym-Pass or similar (up to 65 Euro / month).
• 30 days of vacation / pro rata temporis.
• Day off on your birthday.
• Days of learning & innovation (10% of your working hours).
• Quarterly Get-Together-Events.