Account Executive

Job description

Mercura (YC W25) helps the companies that build the real world move at software speed, automating the back-office work that runs the $12 trillion industry behind every hospital, school, and power plant. We started with one of their biggest bottlenecks - turning messy technical requests into accurate quotes - and grew to $2M ARR in our first year. With a team of 16, we're now targeting $10M by the end of 2026 as well as our expansion into the US. ABOUT THE ROLE As a Senior Account Executive, you'll be at the heart of our growth and own the process from first meeting to closed deal. This role is for someone who knows how to earn the trust of senior decision-makers in traditional industries and translate complex workflows into clear business value. Our co-founder Lukas built our first $2M ARR in just 12 months as the single seller entirely through outbound, with 2-8 weeks sales cycles and six-digit ACVs. We're now looking for someone ready to take that to the next level. You'll work alongside our high-performing BDR team and own the process from first meeting through close, with warm and outbound-sourced pipeline handed to you to convert. WHAT YOU WILL BE WORKING ON - New Business: Own your quota by qualifying and closing new customers - Customer Value: Guide prospects - often senior leaders in construction & supply chain - through their evaluation process and build compelling business cases that land - Sales Process: Run demos, handle negotiations, handle complex stakeholder landscape and close deals while continuously improving our playbook - Sales Strategy: Design and implement new strategies to win key accounts and expand into new markets. WHAT WE OFFER - Competitive compensation with uncapped commission - Equity (real shares, not VSOP) - Proven ARR engine: $2M ARR in just 12 months by a single seller, outbound, with 2-8 weeks sales cycles and six-digit ACVs - A steep growth path in a fast-scaling team where top performers move fast - An ambitious, tight-knit team that takes their work seriously and genuinely enjoys working together - An upcoming company-wide offsite in San Francisco - Free team dinners 4x per week - UrbanSportsClub membership and access to a company bike - Access to any AI or productivity tools you need (You'll have your own company card) WHAT WE’RE LOOKING FOR - You have 1-5 years of professional experience in mid-market/enterprise B2B SaaS/tech sales with a track record of exceeding quota - You can build credibility with senior, experienced stakeholders - You are strong in pipeline management, forecasting, and execution - resilient, gritty, and organised - You are confident leading product demos and translating complex workflows into clear business value - You are pragmatic, solution-oriented, and motivated to build something and grow with us - Initial experience with selling to traditional industries (e.g., construction, supply chain, the trades) is a plus - You want to work in-person in Munich, with occasional customer travel and a higher intensity than in a 9-5 job - Native-level German and fluent in English Note: Studies show that men often apply when they meet only part of the criteria, while women and marginalized groups tend to wait until they meet every requirement. If this role excites you and you believe you could grow into it, we’d love to hear from you. WHY MERCURA - In-office energy in an ambitious and caring team: Your future colleagues are experienced operators, ex-founders, Science Olympiad medallists, and top graduates from places such as Google, Bain, MIT, TUM, Harvard, CDTM, and Cambridge. We bring extraordinary people together and deeply invest in your growth as your mentors, teammates and friends. We care, trust, and support one another, and we make sure that fun is at the heart of everything we do. - Work with the latest tech: AI is at the core of our product, and use the latest tech across our product and processes to tackle meaningful challenges and shape how users interact with AI. - Thrive in a high-growth, high-commitment environment: We’re growing extremely fast because we always put our work and our customers first. If you excel in fast-paced settings and want to grow as part of something big from day one, Mercura is for you. - Build for a market most people underestimate: We automate work in a $12T+ industry that still runs on emails, PDFs, phone calls, and manual ERP processes. The pain is real, the market is huge, and modern software has barely touched it. - Own one of the highest-leverage roles in the company: Mercura has the potential to become a category-defining company, but only if we move really fast now. You’ll be directly responsible for turning early traction into scalable growth, and with that, securing our position as market leader for the future. YOUR TEAM & MENTORS You will work with - Lukas https://www.linkedin.com/in/lukas-bock/ (Co-Founder & CEO; prev. ML at Google X, Researcher in Cambridge) - Lars https://www.linkedin.com/in/lars-leinen/ (prev. Sales at Tacto, Consulting at OMMAX, FTE #2 at Econos) - Max https://www.linkedin.com/in/maximilian-kofler-0b29851bb/ (prev. Sales at RobCo, ex VC at XAnge) - Paul https://www.linkedin.com/in/paul-gabriel-wilnauer/ (prev. Senior Consultant at Capgemini Invent) Your mentors will be - Bernhard Metzger https://www.linkedin.com/in/bernhard-metzger-4737699a/ (VP B2B Sales FINN) - Christian Reichert https://www.linkedin.com/in/reichertchristian/ (CRO Shiftmove) ABOUT THE INTERVIEW Step 1: Intro Call A casual introductory meeting with one of the founders to get to know each other and introduce Mercura. Step 2: ICP Deep Dive & Personality Fit A deep dive into Mercura’s Ideal Customer Profile (ICP) with Lukas (Co-Founder & CEO), where we explore target customers, positioning, and value proposition in detail – and get to know you as a person: your background, how you work, and what drives you. Step 3: Discovery Call Simulation You will receive preparation materials in advance to conduct a discovery call simulation with a fictional customer – including objection handling and building a business case for Mercura. Step 4: On-Site Work alongside the entire team for half a day on-site from our Munich office to fully immerse yourself in our culture and collaboration style. This on-site will be paid. Step 5: Offer & Reference Checks If we see a great fit, you will get an offer. At the same time, we’ll ask you to provide 2–3 references so we can gather additional insights into your strengths and working style. ABOUT THE FOUNDERS We are Lukas, Stefan & Sean, the co-founders of Mercura. We share a deep commitment to excellence and the discipline to pursue what others might consider impossible. Two of us come from non-academic families, and we all know what it means to create our own paths and overcome barriers. This experience shapes our belief in equal opportunity and fuels our dedication to social mobility. Lukas (left) is responsible for business development at Mercura. With his background as a Data Scientist at Allianz and at Google in Silicon Valley, he brings extensive expertise in data and AI. Lukas’ family has been active in the construction industry for over 100 years, giving him a deep understanding and passion for the sector's specific needs. Sean (middle) is responsible for technical development at Mercura. As a top 0.01% physicist, Sean earned a Silver medal for Germany at the International Physics Olympiad (IPhO), began researching with the Max Planck Institute at the age of 16, and has since published at leading machine learning conferences. Stefan (right) leads product development at Mercura. Previously, he worked in management consulting at Bain & Company, where he helped manufacturers improve their operations. Stefan leverages his research experience at the Massachusetts Institute of Technology (MIT) and Harvard Business School to develop innovative solutions for the industry. At Mercura, we believe that the best ideas emerge when people from different backgrounds collaborate together. We hire based on ability, mindset, and values, and we live by one simple rule: the best idea wins. Beyond Mercura, we actively support initiatives that promote diversity and gender equity and commit a portion of our personal income each year to organizations expanding opportunity for others. [https://app.ashbyhq.com/api/images/user-content/aea8071f-e224-4680-b825-9d15c5a9df28/8836b971-88e3-4b84-bebc-66dc92a82ee7/founders-1-2%20(1).jpg] OUR COMPANY VALUES Customer first. We stay close to our customer’s reality and use their feedback to build what truly matters and earn their lasting trust. Ownership. We take responsibility end-to-end and act proactively to pursue the most ambitious goals. Enjoy the ride. We build a culture where people can be themselves, have fun doing meaningful work, and celebrate wins along the way. Let the best ideas win. We challenge each other respectfully and judge ideas by merit, not who said it. Down-to-earth. We are approachable, humble, and hands-on, bringing both heart and mind to everything we do.