Enterprise Account Executive

About the role

Role: Enterprise Account Executive
Location: Munich area
Languages: German native + English fluent
WFH policy: Remote in Germany
Industry: Travel Expense Management
Product: Travel expense management/solution
Size and Functions of the Local Team:  21 AE’s (3 Ent. AEs + 4 Ent. SDRs + Sales Manager) 

Role Description:
As Enterprise AE you are part of a relatively new team, unlocking the Enterprise segment, where they see great success 
You run complex deal cycles with large customers and drive revenue growth 
Accurate forecasting and closing deals
You work closely with SDR, marketing, CS, and implementation consultants 
SDRS do 80% of the pipeline generation, 20% is self-generated 
Deal size: €750K+ in Travel Volume (GMV) equals 75 - 500K ARR deals (annually) 
Sales cycle: differs from 4 months up to 12 months 
Average customer tenure: 10 years.
Target: 230K ARR per quarter 
Working with modern tech stack: Cloudtalk, Hubspot, Slack, Notion, Planhat, Demodesk, Lusha, Linkedin, Sales navigator

Unique About the Company:
Competitive edge with a user-friendly interface integrated with accounting systems.
Servers located in Germany, providing security benefits and streamlined invoicing - often winning from Navan, etc.
With over 1000 German customers, they don't even own 1% of the market yet, huge growth potential. 
Financially strong, stable culture with €100M–€250M in travel volume revenue and B funding of €35M.
Unmatched Support: 24/7 by German travel management professionals - big USP in Germany 
Long-term growth potential in the vast, underserved German market.
Highly loved culture - they kept everyone on board during the pandemic, resulting in strong internal tenures. 

Growth Perspective:
Implementation of structured career paths using Leapsome, with feedback moments for leadership or expert track advancement.
Leadership development programs
Shadowing system for continuous peer-level improvement
Strong focus on ownership, development, and being your own manager (lot of freedom) 
Uncapped commission with kickers and accelerators (growth in earnings)

Must-Haves:
2 + years of Ent. AE closing experience in B2B tech sales (platform or SaaS) 
5+ years of experience in SaaS 
Strong in deal cycle management of 100-500K ARR deals and closing track record 
Strong hunting mentality and track record 
Team player (really not a lone wolf type)
Proven track record of individual contributor success.

Nice-to-Haves:
Good industry knowledge (Travel industry, Business Travel) → NO FTI, booking challenging (Booking for Business)
Degree in Tourism
3+ years of Ent. AE closing experience and 5+ years sales experience 

Hiring Process:
1. HR Interview 30 min
2. Skills Deep Dive 45 Min - Hiring Manager (Video) 
3. Onsite meetings + case presentation 

Salary Range & Benefits: €150-200K OTE uncapped (50/50)
2 month ramp up phase | 30 vacation days | coaching program | strong onboarding program | 30 day workation per year | workation with the team available