Enterprise Account Executive

About Stackgini

Stackgini is developing an AI-driven operating system for Enterprise IT designed to revolutionize how IT leaders, demand managers, architects, and compliance teams handle IT demands and application portfolios. Currently dependent on spreadsheets and disconnected tools, enterprises face challenges such as excessive backlogs, redundant software, unchecked IT expenses, and reactive IT management. Stackgini’s platform emulates expert human reasoning at scale to provide a self-governing and self-optimizing IT environment, making IT a driver of innovation rather than a bottleneck. The company collaborates with industry leaders like Siemens Healthineers, REWE, and Grünenthal, is expanding its team of about 10, and is backed by top-tier venture capital and a closed Seed round.

Role Overview

The Enterprise Account Executive will manage the entire sales cycle, from generating qualified leads through discovery with multiple stakeholders to closing complex enterprise deals within IT organizations. Responsibilities include collaborating with Sales Development Representatives (SDRs), independently sourcing critical accounts, and contributing to refining the sales approach and organizational growth. This role demands high responsibility, trustworthiness, and offers substantial rewards.

Responsibilities

• Collaborate with SDRs on demos, handle qualified leads, and enhance outbound sales strategies.
• Independently identify and approach high-priority accounts.
• Conduct needs-based discovery focusing on uncovering issues in customers’ IT demand processes, recognizing key value drivers, and mapping decision-makers and budget owners.
• Develop business cases using customer data quantifying savings and efficiencies, emphasizing costs of inaction.
• Qualify sales opportunities rigorously using the MEDDIC framework, ensuring necessary need, budget, timeline, and decision makers are identified.
• Engage all key members of the buying committee, including governance, architecture, procurement, security, and executive stakeholders, ensuring multi-threaded engagement to mitigate risks.
• Lead process workshops with IT stakeholders to analyze and blueprint solutions for trials.
• Manage trials and proof-of-concepts end-to-end, including setting up customized test environments, facilitating workshops, supporting evaluations, and driving success reviews.
• Finalize deals by coordinating budget confirmation, procurement involvement, security and GDPR compliance, and ensuring smooth handover to Professional Services.
• Maintain accurate deal data within HubSpot CRM and provide evidence-based updates during weekly reviews.
• Provide market and customer insights to improve product offerings, pricing, and go-to-market strategies, and support the sales organization’s development.

Qualifications

• Demonstrated success closing complex B2B enterprise sales with multiple stakeholders and longer sales cycles.
• Experience selling into enterprise IT departments is highly advantageous.
• Proficiency with structured sales methodologies such as MEDDIC, including identifying champions, economic buyers, metrics, and decision processes.
• Strong self-sourcing capabilities contributing substantially to the sales pipeline beyond inbound leads or SDR referrals.
• Native-level German and professional English communication skills to engage with German enterprises and senior leaders.
• Self-driven with strong ownership mindset, comfortable operating in an early-stage, ambiguous environment.
• Familiarity with modern sales tools, including CRMs like HubSpot, Sales Navigator, and prospecting platforms such as Apollo, Cognism, or Lusha.

Compensation and Benefits

• Competitive, transparent, and uncapped OTE between €120,000 and €140,000, linked to closed enterprise annual recurring revenue, with significant upside for overachievement.
• Eligibility for virtual share option program offering real equity based on proven performance.
• Career development opportunities into senior sales or leadership roles.
• Modern offices located centrally in Hamburg (Stadthöfe) or Berlin (Prenzlauer Berg).
• Monthly home office allowance of €50 gross.
• Free public transportation ticket (Deutschlandticket).
• Gym membership contribution up to €65 monthly.
• 30 days paid vacation on a pro-rata basis plus a birthday holiday.
• Allocated time for learning and innovation at 10% of working hours.
• Quarterly team gatherings and social events.