Account Executive

About the role

Role: Enterprise Account Executive (x3)
Location: Berlin
Language: German native + English
WFH policy: No formal policy; office-first culture with daily presence expected during ramp-up. Flexibility possible later.
Industry: CleanTech / Industrial AI / Energy Optimisation
Product: AI-driven software platform that controls industrial hardware to optimise energy usage, reduce costs and CO₂ emissions.

Size and functions of local team: 2 AEs, 1 Sales Lead, 1 Lead Gen Specialist, 3 SDRs (provide high-quality research PDFs and ICP leads)

Role description:

New logo focus within industrial enterprise customers (initial land deals at 1–3 sites per account)

Pure hunter role: generate and close first €50–100K ARR deals, then hand off or expand

Supported by SDRs and lead gen with 50–300 high-quality accounts per AE

Buyer personas: Head of Sustainability (champion), Energy Managers, Central Procurement, CxOs

Deal size: €50–100K ARR (initial); potential to grow to €250K–1M ARR

Deal cycle: 6–9 months

Quota: 10 closed deals/year

Sales support: if technically feasible, ROI case closes the deal

Sales process: outbound-led, structured playbook, stakeholder mapping required

Sales methodology: value-based consultative selling; coached by former GTM leaders from unicorn SaaS scaleups

Responsibility to co-define ICP, iterate and build scalable sales structure

Unique about the company (that you don't read online):

AI directly controls industrial machines (e.g. refrigeration units, EV chargers, HVAC systems) in real-time to shift consumption patterns — not just visualising data but actively optimising it

Only CleanTech software startup backed by a Tier 1 global VC in this category — strong external validation of their technology and potential

Enables industrial users to match energy consumption with renewable production, contributing to grid stability and decarbonisation

Pure software model — delivers ROI without requiring investment in new hardware like batteries or IoT devices

Demonstrated cost savings of ~20% and CO₂ reduction of ~30% per site in year one

Strong land-and-expand potential — initial €50–100K ARR land deals can scale to €1M+ ARR per account

Proven product–market fit; early customers onboarded and measurable impact demonstrated

Strategic relevance: supports industrial decoupling from volatile global energy supply chains and centralised power infrastructure

Simple, high-impact customer proposition: no capex, immediate cost savings, environmental compliance

Active control of physical infrastructure via AI — operating in a high-barrier, high-impact niche few startups can enter

Deep technical team paired with a highly structured SDR and sales enablement function

Mission-driven culture with focus on energy transition, industrial decarbonisation, and climate impact

Growth perspective (for the candidate in the role/company):

Greenfield GTM opportunity — define and scale the ICP and sales motion

Direct access to founder, sales leadership, and experienced sales coach from SaaS unicorns

Equity upside at early stage with validated PMF

Upsell and expansion potential in every deal with strong bonus structure for long-term ARR growth

Must haves:

2+ years SaaS closing experience (mid-market or enterprise)

Experience with complex, multi-stakeholder sales (CxO level)

Stakeholder mapping, discovery, and value selling proficiency

Hunter mentality, resilience, and ability to build pipeline from provided targets

Adaptability to ambiguous, fast-moving startup environment

Alternate profiles also considered:

Ex-management consultants with strong commercial skills

Sellers from industrial energy, battery, or related fields

Nice to haves:

Engineering affinity or understanding of hardware/machine environments

Salary range & secondary benefits:

€140–200K OTE (split 50/50 or 60/40 depending on seniority)

Equity participation

Bonus model structured so first 50% of variable is realistically achievable

Breakdown:

Junior: €130–150K OTE (50/50 or 60/40 split)

Senior: €160–200K OTE (50/50 split, suitable for profiles with 4–5 years+ experience and €100K+ deal sizes)