Enterprise Account Executive - Germany

## **Why Join Sales at Ashby** Sales at Ashby is a unique opportunity to sell a [product customers genuinely love](https://www.ashbyhq.com/customers) during an AI-fueled market expansion. Over 5,000 companies rely on Ashby, including OpenAI, Bolt, Statista, Neura Robotics and [](http://Monday.com), and our business is durably growing faster than 100% year-over-year. [We’re well funded](https://www.ashbyhq.com/blog/culture/series-d), and on a path to profitability. That's exceptionally rare for a company at our scale, and puts us in the top 10% of benchmarks. Nearly 1 in 3 of Ashby’s globally distributed team call Europe home! We’ve landed over 1000 customers in EMEA representing ~23% of our global revenue base*,* with well over 100 in the DACH region, clear evidence of strong product-market fit. We’re doubling down our investment in the region with in-market GTM, CS and Support resources. EU Data Residency and product localisation are committed and coming soon. We believe there is a meaningful opportunity to help modern teams move beyond legacy recruiting software. Ashby replaces 3-5 tools in a consolidation & efficiency play that’s equally loved by recruiters and CFOs. We’re known as a [clear AI-leader](https://www.ashbyhq.com/ai) in the recruiting space. We are rapidly extending from a best-in-class recruiting product toward a multi-product platform, expanding upmarket, into new industries, and internationally. For sales reps, that means a large market full of legacy tools, and a product portfolio that creates room for both new business and expansion. This is a chance to participate in how a category-defining company wins in its next phase of growth. We are equally intentional about how we build the business. We have established a remote-first, high-performing sales organization that rewards learning and accountability. We [use data to set achievable quotas](https://www.ashbyhq.com/blog/culture/how-we-think-about-sales-quotas-and-incentives-at-ashby), and reward sustained impact with competitive compensation and meaningful upside. We prioritize coaching and career development, with AEs advancing to Enterprise & Leadership roles in just a few years — 38% of the team who have been here more than a year have been promoted or taken on a new role! You will work with people who care about craft, customer outcomes, and winning together—without sacrificing the trust, autonomy, and balance required to do your best work over the long term. Don’t just take my word for it, [see what the team has to say](https://www.repvue.com/companies/Ashby) about working here.  ## **About this Role** TA tools in the Enterprise represent a huge market opportunity, a $1B+ TAM, and the incumbents are legacy players. We are displacing a collection of tools (ATS, Sourcing & CRM, Scheduling, Analytics, Offers & Approvals) with a consolidated talent suite. This is a proven playbook that Workday used to win the HCM market as customers realize value in a multitude of ways. We are seeking a German-fluent and Germany-based Enterprise Account Executive to help us win Enterprise (1,000+ employees) accounts by managing the full sales cycle from pipeline generation through to closed-won. In this role, you'll focus on new logo acquisition. Our emphasis is on your ability to excel in the areas listed below and your appetite for continuous growth & improvement. ### **You could be a great fit if:** - 📣 You demonstrate mastery of clear communication. You ask questions with precision and can explain complex concepts in simple terms. - 💰 You have strong track record in Enterprise SaaS sales, having closed many $100k sales, and overachieved $1M+ quotas consistently. You have won competitive rip-and-replace opportunities of core/platform technologies. - 🎯 You are proactive in identifying and pursuing new business opportunities, and comfortable sourcing >50% of your own pipeline. You're both resourceful and innovative in finding new business opportunities. - 💻 You can confidently deliver micro-demos before engaging your SE partners. You can't imagine not being fluent in the product you sell. - 🎧 You are highly skilled at discovery. You believe in preparation to establish a point of view, and through discovery validate or refine your perspective to identify a project's business drivers aligned to executive priorities. - 🤝 You have strong business acumen. You quickly connect the dots between technical problems and their downstream business impacts. You craft compelling business cases with this context. - ⚔️ You're adept at competitive or evangelical selling in new or established markets. - 🏔️ You skillfully guide prospects through the evaluation—engaging the right stakeholders at the right time to create consensus for a strategic technology decision. - 🤓 You enjoy becoming an expert and tailoring discussions to address each prospect’s unique challenges. - ⚡️ Your peers describe you as action-oriented and persistent. You're always on the leaderboard for outbound effort and pipeline created. - 🔍 Your peers describe you as detail oriented. You write and send crisp follow-up emails, on time. You also take pride in internal operations, like real-time CRM updates. (We use HubSpot, Gong, Chili Piper and Apollo.) - ✈️ You are willing to travel at least 25% of the time for customer engagements and events. ### **Requirements:** - 🤝 You have 5+ years of full-cycle closing experience and have closed many >$100,000 ACV opportunities - 📢 You have experience selling complex platform technologies in a sales-led GTM motion - 📈 You are a new business hunter and are confident in your abilities to self-source >50% of your own pipeline - 🌍 You have sold to multiple regions within EMEA and have strong written and verbal fluency in both English and German - 🇩🇪 You are based in Germany ### **Bonus Points:** - 🤝 You have experience selling to Talent or People leaders ### **You shouldn't apply if:** - 💼 You're more of a relationship builder who focuses on selling into the install base and aren't excited about a new business focused role. - 🎯 You expect Marketing or BDRs to source all of your pipeline for you. This is a hunting role. - 💻 You believe that "tech stuff" is the SE's job. Our AEs all develop product acumen while SEs are a partner in our team selling motion. - 📊 You prefer to run established playbooks in well defined environments. This role requires creativity and a growth mindset. - 🐺 You're a lone wolf. You prefer to go it alone in your pursuit of new business. We believe in a team-selling sales model. ## **Interview Process** Our interview process is thorough — we aim to ensure each person that joins the team is the right fit for Ashby and will provide ample information for you to assess if Ashby is the right fit for you. The process for this role is as follows: - **Intro Call** (30 min) - You'll meet with a Recruiter to discuss your fit for the role and address questions about our market and solution. - **Written Exercise -** You'll complete a short take home assignment to showcase your outbound muscle. - **Experience Deep Dive** (60 min) - You'll walk the Hiring Manager [[Casper Bergmans](https://www.linkedin.com/in/ashbyemea/)] through your career journey in some detail to highlight your experience, achievements, and points of learning to understand how you've developed into the professional you are today. - **Challenge Interview** (90 min) - This will be made up of two parts: - Discovery and Demo Role Play (60 min) - Deal Strategy Discussion (30 min) ## **Benefits** - Compelling benefits offerings, location dependent - *10-year exercise window for stock options*. You shouldn’t feel pressure to purchase stock options if you leave Ashby —do it when you feel financially comfortable. - Unlimited PTO with four weeks recommended per year. Expect “Vacation?” in our one-on-one agenda until you start taking it 😅. - Generous equipment, software, and office furniture budget. Get what you need to be happy and productive! - $100/month education budget with more expensive items (like conferences) covered with manager approval. *We're in the talent acquisition software business. We run the end-to-end hiring process through our own platform, and ensure a level playing field for all candidates. Reaching out to hiring managers or recruiters directly won't improve your odds of success. Please focus your energy on the quality of your application.* *Ashby provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetics, sexual orientation, gender identity, or gender expression. We are committed to a diverse and inclusive workforce and welcome people from all backgrounds, experiences, perspectives, and abilities.* *Ashby is committed to a fair and transparent hiring process. We confirm that this advertisement is for an active, existing vacancy within our organization. Please be advised that we may use artificial intelligence-driven tools to assist our recruitment team in screening, assessing, and selecting candidates for this position.*