Enterprise Account Executive - DACH

About this Role

TA tools in the Enterprise represent a huge market opportunity, a $1B+ TAM, and the incumbents are legacy players. We are displacing a collection of tools (ATS, Sourcing & CRM, Scheduling, Analytics, Offers & Approvals) with a consolidated talent suite. This is a proven playbook that Workday used to win the HCM market as customers realize value in a multitude of ways.

We are seeking a German-fluent Enterprise Account Executive to help us win Enterprise (1,000+ employees) accounts by managing the full sales cycle from pipeline generation through to closed-won.

In this role, you'll focus on new logo acquisition. Our emphasis is on your ability to excel in the areas listed below and your appetite for continuous growth & improvement.

• 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  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 leader board 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 Hub Spot, Gong, Chili Piper and Apollo.)
• You are willing to travel at least 25% of the time for customer engagements and events.

• 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

• You have experience selling to Talent or People leaders

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

• 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…