Senior Account Executive (m/f/d)

Job description

## **About the Job** As a key growth accelerator, A11 partners with Europe’s most ambitious startups and scaleups, corporates and SMBs to connect them with top-tier talent ready to make an impact. We're looking for an experienced **Senior Account Executive (m/f/d)** to join and drive complex, enterprise-grade deals at one of our Ecosystem companies. As a Senior Account Executive, you'll own complex deals end to end, from discovery to closed-won, and help turn a working motion into a predictable, scalable revenue engine. You'll run sharp discovery, lead multi-stakeholder processes, drive executive-level outcomes, generate pipeline, build trust with senior stakeholders, and raise the bar on how we sell, especially for enterprise contracts. **Join the A11 Ecosystem -** a next-generation procurement platform redefining how businesses discover, evaluate, and win public tenders across one of the world's largest yet most fragmented markets: €2 trillion in annual contract volume, scattered across 4,500+ portals in 29 countries. It harnesses qualified AI matching and agentic workflow automation to surface only the tenders that fit, analyze 100+ page documents in 30 seconds, and draft winning bids in minutes. Backed by leading investors, the company is scaling fast toward becoming the category-defining player in European public procurement. ## **In this role, you’ll:** - Own the full sales cycle from discovery to closed-won across mid-market and enterprise-style buying committees - Navigate procurement, legal, and compliance-heavy processes and keep momentum through complex deal cycles - Drive clear next steps and timelines, manage mutual action plans, and keep momentum through complex sales processes - Lead late-stage deal strategy (qualification, value framing, negotiation, close plans) and drive clean execution - Partner with the founders on positioning, messaging, and pricing, turning what you learn in deals into better GTM materials - Keep a clean CRM, forecast accurately, and make performance visible through simple reporting - Generate your own pipeline and help define the outbound and inbound operating system as the team scales - Feed market insights back to the product team. Every deal is product input and competitive intelligence ## ***Typical tasks:*** - Build a strong pipeline across inbound, partner signals, and outbound; run tight next steps and mutual action plans - Establish a repeatable cadence: CRM hygiene, pipeline reviews, and accurate forecasting you can defend - Turn deal learnings into scalable assets: ICP refinement, objection handling, competitive intel, and messaging that converts ## **Your Profile:** Must-haves: - 4–7+ years in B2B sales with measurable results (quota attainment, win rate, multi-stakeholder deal velocity, and enterprise deal size) - You've done both SDR work and full-cycle AE closing (you can prospect and you can close) - Strong track record selling enterprise / complex contracts and navigating procurement-heavy environments - Strong commercial judgment: you qualify hard, push for clarity, and can say no to bad-fit deals - Tool- and process-driven: you run a clean CRM, build repeatable workflows, and use modern tools (including AI) to automate busywork - Numbers-first operator: you manage your funnel by conversion, cycle length, and pipeline coverage - German and English fluency Nice-to-haves: - B2B SaaS background (or similar high-velocity sales environment) - Experience selling into procurement-heavy or compliance-driven buying committees - Experience in an early-stage or fast-scaling environment (build while you sell) You might be a fit if you: - Love turning a strong discovery call into a structured process that closes - Enjoy working in ambiguity and improving the system while executing on it - Want to be part of building a sales engine, not just inheriting someone else's playbook - Are hungry for ownership and not interested in waiting for permission - Care about winning but stay humble about what you don't know yet - Have something outside of work that shows you don't do things halfway, whether that's competitive sports, a side project, or something completely different - Want to be a senior closer and help build a world-class sales machine Please note that this position is based in **Hamburg**. ## **Benefits and Perks:** - High ownership over pipeline, deals, and the way we sell - Direct exposure to the founders' deal strategy, product direction, and market positioning - Clear OTE structure and meaningful upside (uncapped), calibrated for top performance - AI-native sales stack. You'll work with the best tools from day one - A front-row seat to scaling a company in a massive, underdigitized market *If you’re eager to join the A11 Ecosystem and shape what’s next, we want to hear from you!* ## Our Commitment to Diversity and Inclusion *A11 is committed to diverse and equal opportunities hiring for all – applicants, candidates, and employees alike. We value humans – with all our glorious multifaceted backgrounds, perspectives, and experiences – and look forward to your application.*