About the role
The role
You are a Senior Account Executive at Patterno. You own complex deals end-to-end, from discovery to closed-won, and you help turn a working motion into a predictable, scalable revenue engine.
You run sharp discovery, lead multi-stakeholder processes, and drive executive-level outcomes. You generate pipeline, build trust with senior stakeholders, and raise the bar on how we sell—especially for enterprise contracts.
What success looks like (first 90 days)
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
Aufgaben
What you’ll do
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. Turn 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 + inbound operating system as the team scales
Feed market insights back to the product team. Every deal is product input and competitive intelligence
Qualifikation
What you bring
Must-haves
German + English fluency
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
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
Benefits
What we offer
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 + 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
We’re past the demo stage. Patterno is live with large customers in one of Europe’s most critical and most underdigitized markets, and the motion is working. Demand is there; now it’s about scaling execution with speed and precision. Join at the scale-up moment, own high-stakes deals, and help turn a proven wedge into the go-to platform for winning public contracts.
We envision a world where every relevant tender reaches the right company at the right time, where procurement intelligence is no longer locked behind manual research and outdated portals.
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