Pioneer Account Executive

About the role

Role: Pioneer AE
Location: Berlin-based
Language: German Native / English fluent
WFH policy: 3 days in the office (first 6 months) - more flexible afterwards
Industry: Energy/Sustainability
Product: AI Energy Procurement Optimisation Platform

Size and functions of local team: building the GTM team - company is with 15 people 

Role description: As Pioneer AE, you are the founding sales member, helping the CEO and Founder to replicate the sales success of the founders. You help build out strategy, process, tech stack, and create predictability in the sales motion while you execute and generate new business revenue and the blueprint for sales. 

ICP = Top 100.000 companies with the highest level of pollution. 
Buyerperonas: Category manager / Head of procurement 
Target / KPI: Team quota of 125K per quarter (first quarter is ramp)
In the first 9 months, you'll work on a team quota with the founder 
Deal size/cycle: 15-20K ARR with - 70 days cycle (7-8 deals per quarter)
PG % & support 95% self-generated + 1 SDR support + 2 working students
Company revenue ARR: 200K - projection to grow to 500-700K ARR (400% growth)
They commercialized the software in September ‘24
Total amount of people: 15 people

Unique about the company (that you don't read online):
There's a major shift in how the 100.000 top polluting companies acquire energy to become net zero and reduce costs/energy saving. Targeting polluting industries like Manufacturing, Agriculture, Food & Beverage, Pharma & Chemical, etc. 
This company has a unique platform that calculates via AI how companies can best save up on their energy procurement. 
They are competing with energy consultants who do everything manually 
There's a strong focus on personal growth - The founder helped many junior talent get into Head of positions at his previous companies and coached them into positions they needed to fulfill. 

Growth perspective:
This first salesperson has the opportunity to become a sales leader
There’s a big focus on developing and promoting people internally
People can grow with the company
Have a huge impact on founder-led sales transition to professional sales organisation
Work closely with the founder and learn a lot on GTM strategy and process

Must haves:
2 years AE experience - full cycle sales with similar velocity
Strong track record in pipeline creation 
Start/scale-up experience - can deal with little sales enablement 
Pragmatic & Entrepreneurial - happy with creating the playbook, building the blueprint, and making a strong impact

Nice to haves:
Sold into the energy sector, manufacturing, energy, or food & beverages. 

Hiring process: 2 steps
 
Salary range & secondary benefits: 120K OTE 50/50 split (open to 60/40)