<h2><strong>About the Job</strong></h2>
<p>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.&nbsp;</p>
<p>We're looking for an experienced <strong>Senior Account Executive (m/f/d) </strong>to join and drive complex, enterprise-grade deals at one of our Ecosystem companies.</p>
<p>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.</p>
<p><strong>Join the A11 Ecosystem - </strong>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.</p>
<h2><strong>In this role, you’ll:</strong></h2>
<ul>
<li>Own the full sales cycle from discovery to closed-won across mid-market and enterprise-style buying committees</li>
<li>Navigate procurement, legal, and compliance-heavy processes and keep momentum through complex deal cycles</li>
<li>Drive clear next steps and timelines, manage mutual action plans, and keep momentum through complex sales processes</li>
<li>Lead late-stage deal strategy (qualification, value framing, negotiation, close plans) and drive clean execution</li>
<li>Partner with the founders on positioning, messaging, and pricing, turning what you learn in deals into better GTM materials</li>
<li>Keep a clean CRM, forecast accurately, and make performance visible through simple reporting</li>
<li>Generate your own pipeline and help define the outbound and inbound operating system as the team scales</li>
<li>Feed market insights back to the product team. Every deal is product input and competitive intelligence</li>
</ul>
<h2><em><strong>Typical tasks:</strong></em></h2>
<ul>
<li>Build a strong pipeline across inbound, partner signals, and outbound; run tight next steps and mutual action plans</li>
<li>Establish a repeatable cadence: CRM hygiene, pipeline reviews, and accurate forecasting you can defend</li>
<li>Turn deal learnings into scalable assets: ICP refinement, objection handling, competitive intel, and messaging that converts</li>
</ul>
<h2><strong>Your Profile:&nbsp;</strong></h2>
<p>Must-haves:</p>
<ul>
<li>4–7+ years in B2B sales with measurable results (quota attainment, win rate, multi-stakeholder deal velocity, and enterprise deal size)</li>
<li>You've done both SDR work and full-cycle AE closing (you can prospect and you can close)</li>
<li>Strong track record selling enterprise / complex contracts and navigating procurement-heavy environments</li>
<li>Strong commercial judgment: you qualify hard, push for clarity, and can say no to bad-fit deals</li>
<li>Tool- and process-driven: you run a clean CRM, build repeatable workflows, and use modern tools (including AI) to automate busywork</li>
<li>Numbers-first operator: you manage your funnel by conversion, cycle length, and pipeline coverage</li>
<li>German and English fluency</li>
</ul>
<p>Nice-to-haves:</p>
<ul>
<li>B2B SaaS background (or similar high-velocity sales environment)</li>
<li>Experience selling into procurement-heavy or compliance-driven buying committees</li>
<li>Experience in an early-stage or fast-scaling environment (build while you sell)</li>
</ul>
<p>You might be a fit if you:</p>
<ul>
<li>Love turning a strong discovery call into a structured process that closes</li>
<li>Enjoy working in ambiguity and improving the system while executing on it</li>
<li>Want to be part of building a sales engine, not just inheriting someone else's playbook</li>
<li>Are hungry for ownership and not interested in waiting for permission</li>
<li>Care about winning but stay humble about what you don't know yet</li>
<li>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</li>
<li>Want to be a senior closer and help build a world-class sales machine</li>
</ul>
<p>Please note that this position is based in <strong>Hamburg</strong>.</p>
<h2><strong>Benefits and Perks:</strong></h2>
<ul>
<li>High ownership over pipeline, deals, and the way we sell</li>
<li>Direct exposure to the founders' deal strategy, product direction, and market positioning</li>
<li>Clear OTE structure and meaningful upside (uncapped), calibrated for top performance</li>
<li>AI-native sales stack. You'll work with the best tools from day one</li>
<li>A front-row seat to scaling a company in a massive, underdigitized market</li>
</ul>
<p><em>If you’re eager to join the A11 Ecosystem and shape what’s next, we want to hear from you!</em></p>
<h2>Our Commitment to Diversity and Inclusion</h2>
<p><em>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.</em></p>