Enterprise Account Executive (m/f/d)

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.

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.