Enterprise Account Executive (m/f/d)
A11 · Hamburg
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.
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