Build and execute a territory/account plan: target accounts, stakeholders, sequencing, and multi-threading strategy.
Create net-new pipeline through outbound prospecting, partner motion, events, and customer referrals.
Maintain disciplined pipeline hygiene and forecasting; operate a repeatable, metrics-driven cadence.
Practice insight selling: challenge the customer's initial framing and introduce a sharper point of view on where value is trapped.
Run executive discovery to uncover operational bottlenecks and decision friction—and translate it into a crisp target-state narrative, urgency, and mutual action plan.
Build internal alignment across CFO/CIO-led buying committees, including champions, economic buyers, IT/security, and process owners.
Own the business case, pricing strategy, proposals, negotiation, and contracting.
Quantify and communicate value and tie it to executive priorities and budget.
Drive the deal to closure with clear next steps, strong deal governance, and accurate forecasting.
Partner with Solutions Engineers to run workshops/demos and de-risk technical concerns.
Align with Customer Success on implementation readiness, success criteria, and expansion paths.
Ensure clean handoffs from close→kickoff, maintaining continuity of value narrative and outcomes.

5–10+ years of enterprise B2B SaaS selling experience (or equivalent complex solution sales), with a consistent track record of hitting/exceeding targets.
Proven ability to run insight-led enterprise sales cycles: you can respectfully push back, quantify impact, and mobilize buying committees.
Strong executive presence with CFO/CIO/Head of Shared Services and comfort navigating enterprise procurement.
Ability to manage complex, multi-threaded deals: mutual action plans, MEDDICC-style qualification, forecasting discipline.
Strong collaboration with presales/SE and post-sales teams; you sell what can be delivered.
Fluent in English and German (or another major European language depending on territory).

Uncapped earnings: high, realistic OTEs with uncapped commission
Real ownership: employee-owned company; choose annually to take variable compensation in cash or shares
Growth and autonomy: build your path in a rapidly scaling, international company
Continuous learning: structured onboarding plus ongoing coaching
Exceptional team: ambitious, collaborative colleagues who push each other to excellence.

Enterprise Account Executive – AI Scale Up

Key skills