Senior Account Executive (m/w/d)

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.

Patterno is the operating system for public procurement in Europe. We aggregate every relevant tender from thousands of national, regional and municipal portals into one place, and our AI reads the full documentation to qualify each opportunity against a company's profile, so companies review a short list of realistic deals instead of hundreds of irrelevant hits. Public procurement is a €2 trillion market and one of Europe's most stable revenue channels, yet still one of the hardest to access, and Patterno is built to change that.