Senior Enterprise Account Executive

Why this role exists

The product works. Customers are in production. The first defining deals are still unclosed, and we intend to close them — with someone who wants to own the outcome, not share it.

We build with AI, we sell with it, and it’s fast here. We sign contracts, not pilots. Kill a bad deal in week one, not in month six.

The charter

• Hunt your own pipeline alongside the SDRs

  Their meetings become your pipeline, so make them better. You don’t wait for qualified meetings — you help create them.

• Lead your two SDRs

  Run disciplined discovery: scope, constraints, success criteria, deal-killers. Qualify hard. Say no before a bad deal takes your calendar.

• Handle objections, pricing, and negotiations yourself

  No presales, no solutions engineering on most calls. You know the product deeply enough to sell it to a CFO and to IT.

• Explain the product to a CFO in their language and to IT in theirs

  Regulatory, financial, and technical objections — you handle all of them without escalating every call.

• Align delivery with the technical team before you sign

  Deals deliver cleanly because you qualified them honestly. No over-promising, no surprises at implementation.

The scorecard

The profile

• You have closed 10+ enterprise B2B deals at early-stage companies (Seed to Series B)Not late-stage accounts. You know what it’s like to sell before product-market fit is fully declared, and you have the closed contracts to show for it.
• You have sold technical products to CTOs, VP Ops, Heads of Data or ContractsYou’re comfortable in both the technical room and the budget conversation — and you know which one you’re in.
• You are at home in consultative deals: scoping, pricing, deliveryComplex deals with multiple stakeholders, long cycles, and real procurement. You know how to navigate them without losing momentum.
• You have sold an evolving product and set expectations honestlyThe product is real and in production. It will keep evolving. You know how to scope honestly and still close.
• You learn products deeply. It wins you deals.You read the docs, you understand the architecture at a level that matters in the room, and you use that to build credibility.
• Killing a bad deal feels as good to you as closing a real oneYou protect your calendar and the team’s time. Bad deals out early is discipline, not failure.

• You are used to finished playbooks and mature enablement orgsThere is no playbook yet. You help write it.
• You sell without AI and plan to keep it that wayWe build with AI, we sell with it. It’s part of how we work.
• You expect presales or solutions engineering on most callsYou handle the technical and commercial conversation. You escalate when genuinely needed, not by default.
• You chase every opportunity. This role rewards saying no.Qualification is the job. A clean pipeline of real deals beats a full funnel of maybes.
• You need close management, heavy structure, or constant validationHigh trust, high ownership. You set your own priorities and you deliver.

The operating model

Small team, high trust, context over control. Real ownership from week one, and a weekly heartbeat everyone ships to.

We build with AI, we sell with it. You use tooling to research accounts, prepare for calls, and move deals faster — it’s how you do the work, not a nice-to-have.

We help write the rules of this category

• We co-authored DIN SPEC 91491, the German standard for AI-based document data extraction, with Fraunhofer IIS, Humboldt-Innovation and DIN e.V. In regulated enterprise, that’s a door-opener.
• NVIDIA Inception member, with roots in research affiliated with Humboldt University of Berlin, and backed by leading European deep-tech investors.
• A real product in regulated enterprise — energy, logistics, procurement. The first defining deals are still yours to close. That’s the opportunity.

What we offer

• Location
  Berlin, hybrid.
• Base salary
  €70,000–€90,000 calibrated to experience.
• Commission
  Uncapped, tied to closed revenue.
• OTE
  €150,000–€200,000+ depending on performance and deal size.
• Equity
  Meaningful early-stage ownership.
• Scope
  Two SDRs, a real product, and the first defining deals still to close. Full cycle ownership from first meeting to signature.

The process

1. Intro with the Head of Business. Meet Donita: the role, the market, your questions. Come ready to walk through a deal you closed at an early-stage company — how you qualified it, what objections you handled, and how delivery went.
2. Paid co-working session. Spend a paid day building alongside the team — reviewing active pipeline, getting into the product, running a mock discovery — so both sides can judge real fit.
3. Culture-fit meeting with the team. Meet the people you’d build with. Mutual fit, no trick questions.
4. References. Including the ones you didn’t put on the list.