Account Executive - Enterprise

About Us

Every ten minutes, 18 million interactions occur worldwide between businesses and their consumers. Historically, consumer experiences have been frustrating with long waiting times, automated menus, repetitive explanations, and often unhelpful advice. Most customers cannot simply express their issues in natural language when interacting with companies. AI is revolutionizing this, enabling businesses to engage with customers in natural conversations on a vast scale. From energy providers to telecommunications and insurance companies, AI agents are rapidly becoming essential communication tools.

At telli, we address the challenges of this transformation. Leading B2C companies such as Sky already deploy thousands of our AI voice agents to elevate customer interactions. While creating a single voice agent is simple, driving significant outcomes for customers and enterprises is complex. We assist companies in building, launching, and optimizing scalable consumer-focused AI voice agents, a software category poised to be pivotal in the next decade.

Our compact, AI-driven team enjoys tackling challenging problems across engineering, product development, and go-to-market strategies. We build rapidly, experiment, and leverage AI model capabilities, embracing ownership with humility and a low-ego environment. Our working principles reflect this culture.

Your Mission

You will be critical to telli's expansion by fostering trusted enterprise customer relationships and closing large, sophisticated deals starting at €100,000 in contract value. As one of the pioneer Enterprise Account Executives, you'll help define, navigate, and scale our enterprise sales strategy.

Key Responsibilities

• Manage intricate enterprise deals end-to-end, leading contracts from initial discovery through demonstrations, business case development, security and procurement reviews, legal negotiations, to executive endorsements.
• Develop and maintain your sales pipeline. While supported by SDRs, you will independently identify target accounts, devise strategic approaches, conduct outbound outreach, and establish new opportunities where none previously existed.
• Effectively manage multi-stakeholder buying groups across diverse departments such as Sales, Operations, Customer Experience, IT, Security, Legal, Procurement, Finance, and C-suite executives. Foster champions, grasp internal company dynamics, and build consensus.
• Lead strategic, multi-threaded sales processes without depending solely on a single advocate, mapping organizational influences and cultivating relationships at multiple levels early in the sales cycle.
• Achieve sales quotas by closing deals exceeding €100,000, taking full responsibility for your sales forecast, pipeline management, and revenue targets.
• Construct compelling business cases by translating telli's solutions into tangible commercial benefits, clarifying ROI to secure budgets and executive sponsorship.
• Serve as a vital customer liaison by conveying structured insights to product, marketing, and strategy teams, helping to shape future development and offerings.

Ideal Candidate Profile

• Demonstrated success in managing and closing complex enterprise sales cycles with contract values over €100,000, engaging senior and C-suite economic buyers.
• Proficient in navigating prolonged, multifaceted sales processes involving procurement, security, legal, and internal competing priorities, maintaining control throughout.
• Exceptional relationship builder who distinguishes contacts from champions and economic buyers, able to establish trust quickly and close deals through extensive stakeholder connections.
• A proactive hunter skilled at generating pipeline independently by breaking into large accounts and creating urgency.
• Possess executive presence and confidence to engage C-suite stakeholders from the outset, communicating clearly, providing thoughtful challenges, and earning trust promptly.
• Strategic thinker regarding account management, adept at stakeholder mapping, identifying obstacles, understanding incentives, and planning deal progression steps thoroughly.
• Commercially astute with expertise in developing business cases, quantifying value propositions, negotiating effectively, and managing complex agreements without compromising deal quality.
• Meticulously prepared, demonstrating deep understanding of prospects’ businesses, priorities, and challenges to ensure purposeful interactions.
• Low ego with high accountability: willing to perform all levels of work, swiftly act on feedback, assume ownership, and share success with the team.
• Fluent in business-level German and English.
• Willingness to work on-site full time, five days a week, in Berlin.

What Might Make You Unsuitable

• Relying solely on handed-in pipeline rather than proactively generating your own.
• Needing precise instructions and avoiding responsibility.
• Neglecting essential procurement and security due diligence during sales cycles.
• Lacking personal quota ownership or experience closing deals end-to-end.
• Preference for remote work instead of on-site presence.
• Expecting a conventional 9-to-5 job approach.