Account Executive

About the role

Role: Mid-Market Account Executive
Location: Major European capital (DACH hub)
Language: German native, English fluent
WFH policy: 4 days in-office (local hub)
Industry: Travel & spend management technology
Product: All-in-one travel, expense, and payment management platform

Size and functions of local team

~100 employees in the country office, including 6 Commercial AEs and 1 Mid-Market Director (Sales Manager).

Role description

100% new business sales role for the DACH market (not verticalized).

Typical deal size: €100K–€500K ARR.

Annual quota: €1.2M ARR.

Team performing at ~140–150% YTD 2025.

4–8 month deal cycles.

Uses MEDDPICC throughout the deal cycle; business cases built on hard ROI, often including RFPs (complex enterprise-style cycles).

Selling to C-level; CFO is typically the economic buyer.

Works closely with Sales leadership, SDRs, and Solution Architects as needed.

Outbound-driven motion: ~70% pipeline from SDR partnership (1:1 SDR:AE ratio), ~30% self-generated.

What’s unique about the company (internal view)

Best-in-class platform with significant growth runway remaining.

Strong internal talent density and mature processes; still substantial greenfield opportunity across Europe.

Leadership tenure is strong with proven internal promotion paths; culture is highly rated and loved.

High-quality, modern office environment in the local hub.

Final pre-IPO stage.

Growth perspective (for the candidate)

Organic EMEA growth with headcount expansion planned.

Strong alignment between Sales and Leadership.

Exposure to high-calibre commercial leaders and structured sales operations.

Fast-paced scale-up environment, with European leadership autonomy.

Must-haves

3+ years of B2B SaaS closing experience.

Experience closing upper mid-market deals (high 5-figure and some lower 6-figure ARR).

Demonstrated outbound pipeline generation.

Quota-carrying/achievement history of €600–€700K+ annually.

Track record in structured, playbook-driven sales orgs.

Strong tenure and consistency in previous AE roles.

Nice-to-haves

Experience in travel tech or T&E / spend-management sectors.

Experience selling to Finance / CFO buyer personas.

Salary range & secondary benefits

OTE range: €150K–€160K, uncapped with accelerators and kickers.

100% attainment = kickers

1.5x accelerators up to 150%

2.0x accelerators at 150%+

Equity/RSUs included (late-stage, pre-IPO; negotiable).

Large TAM and strong expansion potential.

Senior AE band up to ~€180K OTE (typically 5–6 years closing experience with consistent 6-figure deals).

Comprehensive benefits package: full medical/dental/vision coverage, paid leave, mental health support, commuter benefits, pet insurance, connectivity stipends.

Relocation support available for candidates moving to the hub city.

Hiring process timeline: ~2–3 weeks.

Hiring process

Initial recruiter screening (30 min).

Hiring Manager sales call (30 min) – company/role/vision overview + mutual fit.

Deeper interview(s) with Hiring Manager + regional leadership (90 min), ideally onsite.

VP Sales call (30 min) – strong MEDDPICC coach; offer typically includes a “pre-close” step.

Onsite challenge interview / role play (prep shared ~2 days prior).

References + offer.