Enterprise Solutions Consultant (Pre-Sales)

commercetools

ABOUT COMMERCETOOLS Real innovation starts with a strong foundation, and at commercetools, that comes from the perfect balance of our product and our people. Behind every leap forward is a collective of builders, explorers, doers, makers, and problem-solvers.The kind of people who not only pioneered a more flexible approach to commerce architecture but also shaped the culture of experimentation that approach unlocked. Together they are the engine of commerce innovation today. At commercetools, we power the next era of commerce for our customers. Whether it’s AI-driven solutions that help enterprises make smarter business decisions, bridging digital and physical shopping experiences, or enabling entirely new ways for industries to connect with their customers, we help the world’s most ambitious companies experiment, scale, and grow without limits. Here the best idea wins, not the loudest voice. You will have the tools, trust, and space to not only build the future of commerce, but to build your own. YOUR IMPACT As our Senior Strategic Account Executive, you will be responsible for securing and expanding the largest and most transformative enterprise clients of commercetools in our core verticals including retail and B2B. You will lead C-suite engagements, navigate multi-year digital transformation initiatives, and close complex, multi-million dollar platform deals that define commercetools’ market leadership. This is a high impact, quota carrying role reserved for top-performing enterprise salespeople with the DNA for large scale clients, ensuring we delight our customers, retain and grow our business together with them. You are viewed as a market influencer, strategic advisor, and deal orchestrator - responsible not only for revenue generation, but for accelerating commercetools dominance in the enterprise commerce platform category.  * Own and grow a portfolio of the highest-value retail and CPG strategic enterprise accounts.  * Serve as the primary point of contact for these accounts from an sales and account management  perspective, and in tight collaboration with our CS (customer success) team and orchestrating the executive relationships as well as all of commercetools in the pursuit of maximizing the value of the relationship with these clients for both parties * Lead complex, multi-threaded sales cycles involving CIOs, CTOs, CDOs, CMOs, CFOs, and their teams. * Solution Differentiation & Technical Collaboration: Articulate commercetools' capabilities and differentiation clearly. Collaborate with solutions consultants to engage technical teams effectively. * Value: Partner tightly with the value engineering team to ensure we are focused on outcomes for our customers, and drive our top line growth with cross and up-sell campaigns. * Organizational sales orchestration: Manage the complex sales process inclusive of MEDDPICC, notably the relationships at these clients (Champions, EBs, influencers and others) * Partnering: Collaborate with our ISVs and SIs to ensure the successes noted above. * Develop tailored account plans for each client and manage the cadence for continuous execution. * Orchestrate internal and external resources including alliances, professional services, product leadership, and GSI’s to craft enterprise transformation roadmaps.  * Influence digital strategy at the board and executive level; position commercetools as an innovation partner rather than a vendor.  * Close multi-year, multi-solution platform agreements that drive long-term value realization across multiple lines of business, regions, and brands. Consistently meet or exceed quarterly and annual sales quotas. * Track, analyze, and report on key account metrics, such as revenue growth, customer satisfaction, and project delivery. WHAT SETS YOU APART You're a creative problem-solver who is wired to find solutions. You confidently dive into complex challenges and have a talent for making them simple for others. Your curiosity drives you to constantly grow and contribute to an environment of trust and teamwork. Great ideas come from many paths, and your unique perspective matters more than checking every box. What matters most is the mindset you bring to the work. * 10+ years of experience in Enterprise SaaS  * Fluent in German  * Elite-level enterprise sales experience, specializing in the highest-stakes, most complex global accounts. * Career history includes multiple instances of securing foundational, 7-figure ACV deals in net-new accounts. * Enterprise SaaS sales experience with a proven track record of annual quota achievement. Prefer commerce background or at minimum, mission critical applications software. * Demonstrated success closing multi-million dollar, multi-year contracts with large scale organizations.  * Exceptional executive presence with experience influencing C-suite stakeholders and board-level decision making. * Strategic mindset with the ability to design and executive large-scale transformation deals. * Recognized top-performer status in previous roles (Presidents Club/Top 5%/ Chairman’s Club, etc).  * AI Aptitude: A genuine curiosity for using AI tools to work smarter and more effectively, paired with a drive to learn and put them into practice in your role. OUR BENEFITS Because work and life are connected, our benefits are too. We’ve designed them to give you the security, flexibility, and opportunities you need to focus on what matters most. 🩺 Comprehensive health benefits for you and your dependents, including access to OpenUp for personalized mental health support 📚 Learning and development opportunities including an annual learning budget, access to self-paced learning platforms and language training, personalized coaching, mentorship, and leadership programs 🍼 Family Leave Plus gives you additional fully paid weeks of parental leave on top of government-provided leave, so you can spend more time with your new addition 📈 Our equity participation program allows you to share in our success  For more information on our benefits, visit this page.   Come as you are. Build with us. Your unique perspective is essential to our success. We are committed to building a team that reflects the world around us because we know it’s the only way to build the future. We celebrate our differences and have created a hiring process that’s fair, inclusive, and designed to let your talent shine. We proudly welcome applicants of every race, color, religion, gender identity, sexual orientation, age, and any other part of your identity that makes you who you are. As an equal opportunity employer, we believe that our strength lies in our diversity, and we invite you to be a part of our global community.    For more information on our diversity, equity, inclusion, and belonging practices, visit this page.

Adyen

This is Adyen Adyen provides payments, data, and financial products in a single solution for customers like Meta, Uber, H&M, and Microsoft - making us the financial technology platform of choice. At Adyen, everything we do is engineered for ambition.  For our teams, we create an environment with opportunities for our people to succeed, backed by the culture and support to ensure they are enabled to truly own their careers. We are motivated individuals who tackle unique technical challenges at scale and solve them as a team. Together, we deliver innovative and ethical solutions that help businesses achieve their ambitions faster. The Team The Enterprise Business Representative team at Adyen is the frontline of the commercial engine—responsible for identifying high-potential prospects, shaping early conversations, and strategically supporting pipeline generation in partnership with our global sales, marketing, and partnership teams. This is not your typical BDR role. At Adyen, we’re evolving what Sales Development looks like: Our BDRs operate at the intersection of strategy and execution with a focus on strategic campaign orchestration and high-value pipeline generation across large addressable revenue merchants. The Role We’re looking for a high-potential Enterprise Business Representative (BDR) who is curious, creative, tech savvy, and excited to play a hands-on role in driving the continued growth of Adyen’s new business segment. You’ll partner with senior sellers, marketers, channel partner managers and various stakeholders to: * Strategically target accounts high-potential accounts by leveraging signal-driven insights and commercial strategy * Design and support campaigns that align to buyer needs, market trends, and strategic priorities, in tight partnership with Sales, Marketing & Partnerships.  * Execute multi-channel, creative prospecting with highly tailored messaging that aligns with the merchant's challenges and business level priorities.  * Collaborate closely with the commercial engine to shape strategic account plans and continuously refine outreach based on feedback and learnings * Leverage tools and AI-enabled workflows to optimize your prospecting and uncover insights that uncover and initiate early stage opportunities * Identify new business opportunities at industry events by facilitating targeted in-person prospect engagement. You’ll operate at the intersection of strategy, execution, and enablement—a builder and connector who helps shape how Adyen goes to market. Who You Are Must-Haves * Curiosity: You proactively seek to understand the customer, the product, and the signals that matter. You have an interest in payments and industry trends. * Adaptability: You adjust your tone, message, and motion based on the prospect, pillar, and opportunity * Resilience: You stay focused through ambiguity and rejection—long-cycle enterprise sales excite you * Ownership: You take accountability for results, learn fast, and never wait to be told what to do * Judgment: You make smart decisions on how and when to engage, and how to prioritize your pipeline * Sales Acumen: You understand qualification and the mechanics of an enterprise deal—this is not a handoff role * Communication & Collaboration: You clearly articulate value, can collaborate and influence stakeholders across Sales, Marketing, and Partnerships, and influence strategic account planning. You are comfortable communicating with senior level prospects. * Technical Aptitude: You’re excited by technology and use tools (including AI) to improve how you operate both professionally and personally * Strategic Thinking: You see the bigger picture—how your work supports long-term commercial goals, not just short-term KPIs * Language Skills: Fluent in both German and English (written and verbal). Nice-to-Haves * Experience in B2B sales, consulting, or a go-to-market function * Familiarity with CRM tools, sales engagement platforms * Fintech, payments experience or interest What We Offer * Be part of a global, diverse, and fast-growing team * Ownership of your impact, with room to grow into more senior roles * Exposure to complex enterprise deals and strategic sales motions * A culture that values speed, trust, collaboration, and personal growth Our Diversity, Equity and Inclusion commitments  Our unique approach is a product of our diverse perspectives. This diversity of backgrounds and cultures is essential in helping us maintain our momentum. Our business and technical challenges are unique, and we need as many different voices as possible to join us in solving them - voices like yours. No matter who you are or where you’re from, we welcome you to be your true self at Adyen.  Studies show that women and members of underrepresented communities apply for jobs only if they meet 100% of the qualifications. Does this sound like you? If so, Adyen encourages you to reconsider and apply. We look forward to your application! What’s next? Ensuring a smooth and enjoyable candidate experience is critical for us. We aim to get back to you regarding your application within 5 business days. Our interview process tends to take about 4 weeks to complete, but may fluctuate depending on the role. Learn more about our hiring process here. Don’t be afraid to let us know if you need more flexibility.   This role is based out of our Berlin office. We are an office-first company and value in-person collaboration; we do not offer remote-only roles.

Airbnb

Airbnb was born in 2007 when two hosts welcomed three guests to their San Francisco home, and has since grown to over 5 million hosts who have welcomed over 2 billion guest arrivals in almost every country across the globe. Every day, hosts offer unique stays and experiences that make it possible for guests to connect with communities in a more authentic way. The Community You Will Join: The Airbnb Hotels team is a fun, fast-growing group leading Airbnb’s expansion into the hotel sector. Operating with an entrepreneurial spirit, this team combines the simplicity, product excellence, and guest-centered ethos that define Airbnb. This team’s mission is to deliver the smoothest, most intuitive hotel booking experience for guests, while helping hotels easily drive incremental bookings so they can focus on delivering the best hospitality. The ultimate aim is to help more people discover high-quality hotels, creating value for guests and our hotel partners. The Difference You will Make: As an Enterprise Accounts Associate, your core responsibilities will involve supporting the Enterprise Account Management team, overseeing assigned projects, and supporting the onboarding and day to day operations of an evolving portfolio of hotel groups located across the globe . You will also support strategic initiatives that drive hotel group partner success .. These initiatives will entail project management involving extensive collaboration with hotel group headquarter and regional stakeholders as well as cross-functional internal teams.  Projects will include designing and executing onboarding and rollout of hotel groups, portfolio level supply optimization, and platform education  Your self-starter, get it done attitude will be necessary to address the volume of opportunity planned to be tackled. A flexibility to move between client facing commercial conversations and operational  project work while upholding a strong level of partner  service will make an impact!  A Typical Day:  * Take actions with hotel groups and internal teams as needed to drive assigned projects forward * Create and maintain well organized and detailed tracking mechanisms relating to assigned projects  * Call, email, and Zoom with stakeholders to accomplish assigned project needs  * Manage relationships with hotel group stakeholders within assigned portfolio  * Support scaled strategies to effectively manage & optimize hotel partners in assigned portfolio  * Educate partners on how HotelTonight and Airbnb platforms function  * Develop strong and long lasting partnerships * Respond to and deliver exceptional service in a timely and efficient manner * Work will involve cross functional projects with teams/specialists in Hotel Connectivity, Product Management, Local Market Management, and various other departments at Airbnb.  * Implement strategies to effectively manage and optimize workflows * Act as the ‘front desk’ of HotelTonight and Airbnb to hotel group partners with many needs and triage appropriately Your Expertise:  * 5+ years of experience in client facing, cross functional regional or global commercial teams.  * 2+ years of hospitality/travel industry experience (preferred) * Proficiency in both English and the local language is required for the specific location/country. * Self-starter who is resourceful with a get it done attitude * Strong time management and prioritization skills * Strong organizational skills relating to project work with a large volume of inputs and moving parts  * Track record of being able to effectively work at scale with partners to achieve short and long term objectives  * Proven stakeholder management,  communication and presentation skills and ability to communicate effectively with various levels of roles within an organization in person or via phone, email, and zoom * Team player, willing to contribute what is needed for the success of the team * The ability to get things done with changing priorities, projects and deadlines * Passion for Airbnb, travel, and the sharing economy  * We are looking for someone that is goals-obsessed, is inputs-driven, and willing to take action (high volume of calls, meetings, etc.) Our Commitment To Inclusion & Belonging: Airbnb is committed to working with the broadest talent pool possible. We believe diverse ideas foster innovation and engagement, and allow us to attract creatively-led people, and to develop the best products, services and solutions. All qualified individuals are encouraged to apply. How We'll Take Care of You: Our job titles may span more than one career level. The actual base pay is dependent upon many factors, such as: training, transferable skills, work experience, business needs and market demands. The base pay range shown below is annualized, is subject to change and may be modified in the future. This role may also be eligible for bonus, equity, benefits, and Employee Travel Credits. Germany Annual Pay Range €71.000—€84.000 EUR