Founding Account Executive at Thea Care

Job description

About the Role We’re looking for a Founding Account Executive (Sales and GTM) to help us run and scale our go to market engine. Day to day, it’s a mix of hands on prospecting, running sales cycles, closing deals, and building the processes behind it, with a strong bias for getting things done. You’ll work directly with the founders and take real ownership from day one. Details Start: Flexible from March Type: Full-time (40 hours/week) Location: Berlin (on-site 3+ days/week) Compensation: On Target Earnings (OTE) 100,000 to 120,000 EUR (50/50 split). Base 50,000 to 60,000 EUR, variable 50,000 to 60,000 EUR (uncapped) Why Thea Care? At Thea Care, we’re bringing the highest standard of dermatological skincare advice into every customer interaction. Thea Care is a B2B SaaS company for skincare brands. Our face scan and product recommendation engine helps consumers in over 160 countries understand their skin and find the right products. For our partners, we deliver measurable ROI by increasing conversion rates and average order value. Skincare shouldn’t be guesswork. We help users truly understand their skin so they can confidently choose products that work for them over time. We bring AI precision to customer interactions through a white label experience that brands embed in their e-commerce flow. Behind the scenes, our AI models are trained on 50,000+ images and run thousands of real world skin analyses every week. We’re already powering 7,000 skin scans per week Six figure ARR Customers including Weleda, Sebamed, NUXE Paris, Almirall, Cura Cosmetics Group, Klinge Pharma, and other leading e-commerce platforms We’re bootstrapped and profitable. No investor distractions, just a focus on building a great product and winning customers. Why now? Skincare brands are under pressure to improve onsite conversion while customers expect more personalization and trust. AI makes skin analysis and product matching possible at scale, and brands are actively looking for solutions that deliver clear ROI. We’re moving fast and expanding across markets. Team and Culture We’re lean, hands on, and focused on craftsmanship. We move quickly, communicate directly, and prefer progress over process. We’re based in a shared office in Berlin Schöneberg, right in a tech hub, with a second office in Potsdam. We work on site 3+ days per week and value collaborating in person. Sales Motion Target market: D2C skincare brands with a strong e-commerce focus Buyer personas: Brand Manager, Marketing Manager, Head of Marketing, CCO, CEO Sales cycle: 2 to 3 months Motion: Mostly outbound driven Tasks What you’ll do You’ll start off getting your hands-dirty with a primary focus on SDR work & deal sourcing You own deals from first touch to close (research, outreach, discovery, demo, follow ups, notes, proposals, negotiation) You work directly with the founders Nataniel (CEO) & Suzan (Chief Medical Officer) You build and iterate a repeatable outbound motion (segmentation, lists, research, testing, iteration) You create and run outbound sequences across email, LinkedIn, calls, and partner outreach You manage your pipeline end to end (CRM hygiene, forecasting, next steps, stakeholder mapping) You help shape our positioning and sales assets (outreach sequences, pitch deck, case studies, ROI narratives, business cases) You improve revenue operations (pipeline stages, dashboards, simple automations and data flows) You collaborate closely with product to turn customer feedback into shipped improvements You jump into new GTM projects and ship fast Requirements What makes you a great fit You have 2+ years of experience in a quota carrying B2B SaaS sales role You have consistently sourced your own pipeline in outbound driven motions You’re fluent in German and English (hard requirement) You’ve sold a product that required explanation, ROI framing, and multiple stakeholders You’ve experienced early-stage startup environments and went 0 to 1 before You have been successful selling SaaS into e-commerce, beauty, fashion, D2C, or consumer brands You’re comfortable being your own SDR early on and you enjoy building the playbook, not just following one You bring an ownership mindset (you take initiative, move fast, and follow through) You’re analytical and structured (you break down messy problems and execute from day one) You’re comfortable with ambiguity and changing priorities You’re low ego, collaborative, and willing to do operational work You’re excited about AI tools and automation and you use them pragmatically What might make this less of a match You strongly prefer working fully remotely (we’re mostly on-site in Berlin + Potsdam) You thrive in large teams with more structure, we’re still lean and hands-on You only want to do high level “strategic” work You prefer a role with lots of inbound demand and a warm pipeline handed to you, our motion is mostly outbound and you will build pipeline yourself You don’t enjoy hands-on prospecting, following up, and owning the full sales cycle You don’t enjoy working directly with customers or in dynamic environments Bonus points You have experience with Notion, Pipedrive, Clay, Lemlist or similar tools You care about CRM hygiene and simple reporting, but you’re here to sell, not to run RevOps You’ve built projects, shipped something, or started a side business you’re proud of You have experience selling conversion, personalization, analytics, or onsite optimization products You’re interested in skincare, beauty, dermatology and e-commerce Benefits Compensation & Perks On Target Earnings (OTE) 100,000 to 120,000 EUR (50/50 split). Base 50,000 to 60,000 EUR, variable 50,000 to 60,000 EUR (uncapped) Equity: 0.5% - 2.0% High impact role with real ownership and visibility across GTM Direct mentorship from the founders and fast feedback loops Office space in Berlin Schöneberg plus a second office in Potsdam Access to the tools you need to be productive Team events (summer party, Christmas party, and regular team events)