Your mission
As an Account Executive at Alice&Bob.Company, you play a key role in expanding our SaaS and Cloud Security business.We are looking for Playbook Sellers – AEs who know how to work with proven go-to-market frameworks from SaaS scaleups and public cloud providers, and who not only understand but actively use sales methodologies like MEDDICC and structured sales cycles.
You will drive new business, build a healthy sales pipeline, and consistently execute co-selling motions with partners like AWS, Okta, and Wiz.
Your responsibilities:
- Apply and evolve sales playbooks: Manage the full sales cycle using structured frameworks.
- Pipeline ownership: Build, manage, and forecast a healthy pipeline – from first outreach to closing.
- Partner co-selling: Work hand in hand with AWS, Okta, Wiz, Grafana and others to run joint go-to-market motions.
- Deal execution: Lead complex SaaS and Cloud Security deals (typical ACV €50k–250k) with C-level and technical stakeholders.
- Value selling: Translate customer needs into business cases, ROI models, and tailored proposals.
- Account expansion: Identify cross-sell and upsell opportunities beyond the initial project.
- Collaboration: Work closely with Pre-Sales, Delivery, Sales Ops, and Marketing to develop accounts strategically.
Your profile
- Playbook Seller: You are familiar with SaaS and hyperscaler methodologies, use tools like MEDDICC, and execute sales with discipline.
- Experience: 3–5 years in B2B sales, ideally in SaaS/Cloud, with exposure to hyperscaler or security partners.
- Proven success: Track record of closing mid-market/enterprise deals (ACV >€250k).
- Sales DNA: A hunter mindset combined with structured, strategic thinking – you consistently bring deals to closure.
- Communication skills: Confident with C-level stakeholders, technically fluent in Cloud & Security topics, fluent in German and English.
- Team player with ownership: You collaborate closely but take full responsibility for your pipeline and deals.
Why us?
- Proven playbooks: We work with SaaS and hyperscaler frameworks as our standard.
- Partner power: Direct access to AWS, Okta, Wiz, Grafana and more – co-selling is in our DNA.
- Impact & growth: Shape the sales engine of a fast-growing Cloud & Security player.
- Development: Access to partner certifications, trainings, enablement programs, and coaching.
- Flexibility: Hybrid working in Berlin with remote options.
- Team culture: Ambitious but supportive – flat hierarchies, open communication, and joint success.