Account Executive, Mid-Market

Job description

- **Location:** Berlin (On-site) - **Contract Type:** Full Time ## TL;DR Hey, I’m [Max](https://www.linkedin.com/in/max-schulz1/), Chief Growth Officer at Kombo. We're currently growing our sales team and looking for an entrepreneurial Account Executive not just to hit numbers, but to help us build and scale our European sales team. **This is a Berlin-based on-site role.** ## About Kombo Kombo is the unified API for HR, payroll, and recruiting systems. Instead of companies spending months integrating with dozens of different systems, they integrate once with Kombo and instantly connect to 250+ platforms. **Our traction since Y Combinator (end of 2022):** - 8-figures in revenue with hundreds of customers - **$30M+ raised** from YC, Volition Capital, Acadian Ventures, and top-tier angel investors - Scaled to 50+ team members across Berlin & NYC Your work will significantly impact our revenue growth. With new challenges rapidly arising (we're looking to scale our team and double the revenue next year!), you're assured of growth and progress. Overall, if you’re looking for an opportunity with asymmetric career growth, a fantastic team spirit, inspiring people ([details and fun pictures here!)](https://www.notion.so/Join-Kombo-05435d42f09a4b85b2083ae2266543af?pvs=21), and impactful work, Kombo could be a great match. ## About the role We can predictably create a more robust sales pipeline that we can close, and therefore, require more sales power to focus on closing those opportunities. That’s why we are seeking an Account Executive to join our team to help ~2x our revenue for 2027. You will own a big part of our revenue generation to hit our 2027 goals. You'll report to our CGO and work closely within a pod (an AE paired with a BDR), taking on a leading role in our Sales Team. You'll manage your pod's BDR to support pipeline generation. Historically, ~80% of pipeline created for an AE has come from our BD function, with a win rate of over 40%. Your success can be measured by your ability to hit your revenue targets (quarterly/yearly). Most of your time will be spent hunting and closing new business, but you will also be responsible for helping us improve our sales processes, and will have clear ownerships about managing your business development rep. If you are passionate about daily customer interactions, enjoy strategically thinking about go-to-market challenges, and value being part of an excellent team that empowers you to grow, we think you'll love this job! ## What you’ll do - **Own the full sales cycle:** you'll be running every deal from first touch through close; working pipeline generated by marketing and BDRs, while also hunting and prospecting new business of your own - **Act as a trusted advisor:** guide customers through our market, challenging and educating them at every stage of their buying journey - **Become an audience expert:** develop deep intuition for our audience - developers and product leaders at startups building product integrations - **Raise the bar:** lead by example and mentor new sales team members as the team grows, using your input to continually improve our sales process and company performance - **Collaborate cross-functionally:** partner with marketing, engineering, product, growth, and platform teams to share customer insights and help improve Kombo's offering across the board ## What we are looking for - 3–5+ years of experience as an Account Executive, with a consistent, demonstrated track record of overachieving against ~EUR 800K+ annual quotas - Proven full-cycle sales experience at Seed–Series C startups, from hunting and prospecting through to closing - Experience selling technical B2B SaaS with ACVs in the EUR 35k–80k+ range - Experience selling to technical buyers: CTOs, CPOs, Heads of Product, and similar technical/product-oriented stakeholders - Comfortable acting as a solution architect in conversations: able to cover a lot of technical ground during the sales cycle and speak credibly to product/integration details - Training in a structured sales methodology (we use MEDDPICC) - Ability to thrive in a fast-paced environment, with a hunger for rapid growth and pioneering a new market despite existing competition - Strong written and verbal communication skills, with the ability to negotiate, confidently close deals, and act as a bar-raiser on excellence within the team ## Why Kombo? - **Uncapped earning potential** — No cap on comp, and you're selling into a market that's doubling again next year. Your upside grows as the business does. - **Pipeline built for you** — You work closely with a dedicated BDR, with ~80% of your pipeline generated for you and a 40%+ win rate. Less time prospecting cold, more time closing. - **Full ownership of your territory** — Your accounts, your number, your plan. You run it. - **Proven motion, real traction** — 8-figure revenue, doubling year over year, $30M+ raised, and a team that consistently overperforms. You're not selling something unproven. - **A problem every prospect already has** — Every company in your CRM needs these integrations. They build them, suffer without them, or buy Kombo — the demand isn't going anywhere. - **Work alongside the best** — Today's top AEs shape the sales process and mentor the next wave of hires, with extremely high standards for craft and performance. - **A clear path forward** — Room to grow into an Enterprise Account Executive, with real support behind your career progression. ## Putting it differently, why you should not apply - You prefer remote work or traditional corporate environments - You're looking for a pure execution role without building/leadership responsibilities - You want a laid-back, low-pressure sales environment