Responsibilities
- You demonstrate mastery of clear communication. You ask questions with precision and can explain complex concepts in simple terms.
- 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 proactive in identifying and pursuing new business opportunities, and comfortable sourcing >50% of your own pipeline. You're both resourceful and innovative in finding new business opportunities.
- You can confidently deliver micro-demos before engaging your SE partners. You can't imagine not being fluent in the product you sell.
- 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're adept at competitive or evangelical selling in new or established markets.
- 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.
- Your peers describe you as action-oriented and persistent. You're always on the leaderboard for outbound effort and pipeline created.
- Your peers describe you as detail oriented. You write and send crisp follow-up emails, on time. You also take pride in internal operations, like real-time CRM updates. (We use HubSpot, Gong, Chili Piper and Apollo.)
- You are willing to travel at least 25% of the time for customer engagements and events.
Requirements
- You have 5+ years of full-cycle closing experience and have closed many >$100,000 ACV opportunities
- You have experience selling complex platform technologies in a sales-led GTM motion
- You are a new business hunter and are confident in your abilities to self-source >50% of your own pipeline
- You have sold to multiple regions within EMEA and have strong written and verbal fluency in both English and German
Nice to Have
- You have experience selling to Talent or People leaders
Additional Information
- You shouldn't apply if: You're more of a relationship builder who focuses on selling into the install base and aren't excited about a new business focused role.
- You shouldn't apply if: You expect Marketing or BDRs to source all of your pipeline for you. This is a hunting role.
- You shouldn't apply if: 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.
- You shouldn't apply if: You prefer to run established playbooks in well defined environments. This role requires creativity and a growth mindset.
- You shouldn't apply if: You're a lone wolf. You prefer to go it alone in your pursuit of new business. We believe in a team-selling sales model.
