Enterprise Account Executive (d/f/m) - Software Sales

doinstruct

Most enterprise buyers in industrial verticals have lived with the same frontline training problem for years because nothing they tried actually stuck. Sub-2% churn across nearly 500 customers in DACH is the evidence that changes that story. You walk into board conversations not as a vendor pitching a new idea, but with proof that similar companies have already committed and stayed. The role hunts and closes new enterprise accounts at 5,000+ employee organizations in manufacturing, logistics, construction and adjacent industrial verticals. You operate inside a vertical pod with a dedicated SDR — pipeline is a shared effort — but you're expected to contribute your own outbound on top as a matter of ownership. The deals are multi-year, multi-stakeholder, and reach C-suite level. You build business cases from scratch, navigate procurement and legal, and present at board level without a pre-sales overlay. 🎯 WHAT YOU'LL OWN * Hunt and close enterprise accounts (5,000+ employees) in manufacturing, logistics, construction and adjacent industrial verticals — from first contact to multi-year contract. * Map and advance buying committees that include procurement, IT, and the executive board simultaneously, without losing any thread. * Build business cases that reach board level: quantified in euros, grounded in operational reality, built from what you learned in discovery rather than from a template. * Run every stage of the deal cycle without a dedicated SE or pre-sales overlay — discovery, solution positioning, ROI modeling, legal and procurement navigation, close. * Navigate enterprise procurement processes and security reviews at companies that have done this with larger vendors before, and close them anyway. * Manage multi-year contract structures with ramp-up provisions and European subsidiary rollouts as deals grow. 🙋 WHO YOU ARE * Full-cycle enterprise AE experience selling to companies with 5,000+ employees, with complex deal cycles. * Built business cases that reached Managing Director or C-suite level and ran those presentations yourself, without a VP in the room to carry the conversation. * Navigated buying committees with four or more distinct stakeholders and can describe specifically how you managed each. * Sold at a company where the enterprise legal and procurement infrastructure wasn't yet complete, and know what it takes to keep a deal credible under those conditions. * Experience with accounts in manufacturing, logistics, Construction or other industrial enterprise environments. * Fluent German. 🤩 WHAT'S DIFFERENT HERE Most enterprise software categories are crowded with alternatives and at least one company that's burned the buyer before. This one isn't. Your prospects haven't seen a frontline training solution that actually sticks at their peers' organizations, which means the discovery conversation is about helping them understand the cost of an unsolved problem — not defending against a competitor's track record. The harder part is structural. doinstruct's enterprise infrastructure — legal templates, security certifications, procurement frameworks — is being built as the motion scales. You'll navigate procurement at 10,000-person industrial groups without complete pre-built responses. That requires a kind of credibility and problem-solving that doesn't come from a major brand behind you. For the right seller, building the enterprise playbook is part of what makes this role compelling. 🚀 WHY DOINSTRUCT * Nearly 500 customers in DACH, Series A funded, sub-2% churn. Verifiable before you walk into any boardroom. * Georg Wesinger coaches the methodology directly, in the deals you're working rather than through quarterly dashboards. * The sales team is senior. You'll get better at your craft by being in the room. * Vertical focus means you build genuine expertise in specific markets over time, not a generalist territory that resets every two years. 📈 WHAT SUCCESS LOOKS LIKE 3 months: You've already built a decent initial pipeline, identified the three to five accounts most likely to close in the next months, and run at least three full discovery-to-business-case sequence with Georg present. You understand the procurement and legal landscape for enterprise accounts in your verticals. 6 months: You have buit up a strong pipeline and closed your first deals already. You are showing a clear qualification status with next steps and plan to win on every account in your pipeline. Georg can look at it and know which are real, which need more time, and which should be dropped. 12 months: You hit you 1st year ARR target. Your pipeline management is predictable enough that the team's forecast is more accurate because you're in it. You've contributed something concrete to how doinstruct runs enterprise deals — a procurement approach, a legal framework, a C-suite presentation structure — that someone else on the team can use. ____ At doinstruct, you can make full use of your skills and play an active role in the further development of our start-up. And yes, we attach great importance to a positive working atmosphere, maximum transparency, communication at eye level, and support every step of your personal and professional development. Even if you don't tick all of the boxes, but you are motivated and want to work with us, you are very welcome to apply. We embrace diversity and hire people based on their ability to perform a job. People of any race, gender, gender expression, sexual orientation, religion, age, disability, political opinion, or marital status are welcome at doinstruct. _ For questions or remarks please reach out to our Talent Acquisition Manager, Leonard, at leonard.mielke@doinstruct.com.

Prewave

WHAT WE BUILD Most companies find out about supplier insolvencies, cyber attacks, factory fires or floods that affect their supply chain when it's already a crisis. Prewave exists to change that. We're an AI-native company giving BMW Group, Hilti and Lufthansa real-time visibility into supply chain risks before they become headlines. We're looking for an Enterprise Account Executive – French Speaking (f/m/d) who takes ownership of driving enterprise revenue growth across French-speaking markets from day one. Someone who uses AI as a default part of how they work - and knows when to trust their own judgment. WHAT YOU'LL OWN As our Enterprise Account Executive (f/m/d) at Prewave, you will… * Present Prewave's AI risk platform to enterprise prospects and position Prewave as the go-to solution for  real-time supply chain visibility * Run the full sales cycle — from first lead to signed contract to handover — so that every deal closes cleanly and customers start strong * Translate customers' transformation vision into Prewave's value proposition, connecting their strategic goals to our platform * Drive your territory's sales strategy so that your pipeline consistently converts into revenue * Hit and exceed your revenue quota so that your team's growth targets stay on track * Keep our CRM sharp and current so that every opportunity is tracked and nothing falls through the cracks * Push consistently toward your team's quarterly and annual goals so that Prewave's growth trajectory keeps accelerating WHAT WE ARE LOOKING FOR You are the right fit if you: * Bring 5+ years of experience selling software or services into enterprise accounts * Have a proven track record with solution-selling methodologies * Consistently hit and exceed sales quotas * Communicate with excellent interpersonal, presentation and written skills * Bring a professional, confident, flexible and results-driven attitude to your work * Approach your work with self-motivation, proactivity and energy * Speak both English and French fluently at a professional level, written and spoken * Travel as required by the role * Are based in Vienna or willing to relocate * Have a valid wok permit for Austria Nice to have: * Experience working with supply chain or procurement departments * A genuine interest in AI, risk prediction and supply chains WHAT'S OUR WORKING STYLE We're a resilient AI-native team building an AI-native resilience product - and we hire for both. For us, AI-native has always meant humans and AI working together, not one replacing the other. We use tools like Claude and Gemini as a normal part of the job, to think faster, work smarter and spend less time on the repetitive stuff. We treat AI fluency as a skill like any other - something you build, experiment with and keep developing. What goes with that is real ownership. You'll have the space and the trust to figure things out your way - with a strong team around you and plenty of support when you need it. Things move fast here and the brief won't always be complete, but that's what makes the work interesting. The people who do best at Prewave are curious by default, go after things rather than wait to be handed them, and don't lose their footing when the plan changes. We score five values in every interview - creating positive impact through our successful customers, being an ambitious innovator, operating with urgency, doing things that make sense and collaborating with kindness - so you always know what we're looking for and can prepare accordingly. THE PACKAGE Minimum EUR 60.000 gross annually (this is the legally required minimum disclosure - our actual offer is based on your experience). Flexible hours and hybrid working. Your birthday off. MyClubs partnership. Mental health support. Regular health check-ups and initiatives. Company-wide training. Fun team events. Device of choice. Work from anywhere - up to 8 weeks a year.

AskUI

YOUR ROLE You'll be our first dedicated GTM hire, building the sales motion for agentic test automation. You'll own the full sales cycle — from prospecting to close — for enterprise customers in automotive, medical devices, industrial automation, and beyond. What you'll do: * Develop and execute outbound strategies targeting QA leaders, test managers, and engineering directors at enterprise accounts * Run technical demos showing how AI agents execute human-authored tests across any device with a screen — from infotainment systems to medical devices to industrial panels * Navigate complex enterprise sales cycles with multiple stakeholders * Build relationships at industry events and through strategic partnerships * Work directly with founders to shape positioning, pricing, and go-to-market strategy * Expand existing customer relationships into new opportunities and warm introductions YOUR PROFILE * 5+ years of B2B software sales experience, ideally selling dev tools, testing infrastructure, or technical software * Track record of closing €50k+ enterprise deals with multi-month sales cycles * Experience selling to technical buyers — engineering, QA, or R&D leaders * Fluent in German and English * Based in Germany * Comfortable running technical demos and having deep product conversations * Hunter mentality — you know how to open doors at enterprise accounts Bonus points: * Previous role at a testing, DevOps, or developer tools company * Experience in automotive, medical device, or industrial verticals * Existing relationships at large enterprise accounts * Familiarity with QA processes, compliance requirements, or embedded systems OUR OFFER * Ground-floor opportunity as first GTM hire at a VC-backed startup redefining enterprise test automation * Competitive base salary + uncapped commission + stock options * Meaningful equity package * Direct access to founders and influence over product, positioning, and company direction * Flexible work setup * Budget for industry events, travel, and professional development * The chance to sell a product that actually works — vision-based AI agents that test where traditional automation can't APPLY NOW! Join our mission!