Account Executive, Enterprise

vor 1 Monat

Berlin, Deutschland Mural (Analytics) Vollzeit

**About Ashby**:

- We’re building the next generation of enterprise software, starting with products that help talent leaders, recruiters, and managers unlock hiring excellence
- Series C raised earlier this year, and growing ARR >100% YoY
- Over 1,500 amazing customers including OpenAI, Ramp, Deliveroo, Notion and Reddit
- Multiple products to win both land-and-expand and material new business deals
- Rapidly moving up-market with no signs of slowing down
- Implemented AI throughout the platform
- Known for our pace of innovation and advanced analytics

**About this Role**:
You will help us win Enterprise Accounts (750-10,000 employees) by managing the full sales cycle from pipeline generation through to closed-won. In this role, you'll primarily focus on new logo acquisition, while also covering a smaller number of existing business accounts for expansion and upsell. 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 are a new business hunter, who is comfortable sourcing >50% of your own pipeline. You're both persistent and creative in finding new business opportunities.
- 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 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 can confidently deliver micro-demos before engaging your SE partners. You can't imagine not being fluent in the product you sell.
- You demonstrate mastery of clear communication. You ask questions with precision and can explain complex concepts in simple terms.
- 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.

**Bonus**:

- You are fluent in German, French, or Spanish
- You have experience selling to Talent or People leaders

**Reasons you shouldn't apply**:

- You expect Marketing or BDRs to source all of your pipeline for you. This is a hunting role.
- You prefer to run established playbooks in well defined environments. This role requires creativity and a growth mindset.
- 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.

**Our Philosophy**:
Here are a few key points that should give you an idea of what it is like to work with us:

- We invest in building best-in-class products since we believe a highly differentiated product is easier to sell.
- We strongly believe that small teams with talented and hard working people (and the right environment) deliver much better performance than teams with large headcount. We hire and compensate accordingly.
- We care deeply about our customers and their challenges big and small. The clarity and nuance with which we understand their pains allows us to build high impact solutions.

**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:

- Recruiter Screen - 30 min
- Hiring Manager Interview - 60 min
- Sales Writing Take Home
- Role Play Exercise - 75 min
- Final Round - 60 min

**Benefits**:

- You get to sell a product that our prospects & customers are truly excited about
- Competitive compensation & fairly set quotas
- 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.

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.

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