Commercial Account Executive

ABOUT US Every 10 minutes, 18 million conversations happen between businesses and consumers around the world. For decades, the consumer side of those conversations sucked: long queues, robotic menus, repeated explanations, and advice that is often unhelpful. Most people today still cannot simply say what their problem is in natural language when communicating with businesses. AI changes that. For the first time, companies can have natural conversations with customers at massive scale. Every B2C company - from energy providers to telcos to insurers - will use AI agents to talk to their customers. The number of conversations businesses will handle is going to explode in the coming years. At telli, we are solving the challenges that come with that shift. Today, leading B2C companies like Sky are already using telli to deploy thousands of voice agents to provide their customers with a new experience. But building a first voice agent is easy, getting it to drive real outcomes for customers and businesses is the hard part. telli helps companies build, deploy, and improve consumer-facing AI voice agents at scale. This will become one of the most important software categories of the next decade, and we intend to win it. We are a small, AI-pilled team that likes to solve hard problems. Be it engineering, product, or GTM - we build, experiment, and move fast, while heavily leveraging the capabilities of AI models. All of us like to challenge ourselves and take real ownership over what we do, all while still staying humble and keeping a low-ego culture. Check out our principles to see how we work. YOUR MISSION As Commercial Account Executive your job is to drive growth by building Small & Medium Company relationships (7k-30k ACV). You are joining as one of the early employees in sales and your mission is to help telli 10x over the next months. WHAT YOU'LL DO: * Run tight, high-velocity sales cycles end-to-end: Qualification, demo, technical evaluation, negotiation, close; you carry the deal from the first call through signature uncovering telli’s value for the customer * Generate your own pipeline. Inbound and our SDR team supports you, but they don’t replace your own pipeline generation. You generate your own pipeline through cold outreach, events, and your network * Shape telli's gtm playbook: your learnings help shape the telli gtm playbook to win in our small and medium company segment * Lay the foundation for expansion: telli’s product is ideal for land-and-expand. Initial deal sizes might be small, but you drive expansion by identifying stakeholders and opportunities and moving deals upmarket quickly * Hit an ambitious quota: Your output, conversion, and pipeline will meaningfully contribute to the telli’s growth * Shape telli's SMB playbook: What works for you becomes the team standard * Feed structured signal back into product, marketing, and strategy: You sit closest to the customer and your input shapes what we build next WHAT MAKES YOU A GREAT FIT: * 1+ years quota-carrying experience in a closing role in B2B SaaS/tech, ideally SMB or mid-market. You've hit or exceeded quota in a fast-paced environment * You move fast: SMB is a velocity game. * You're a hunter: you know how to manufacture pipeline when inbound runs dry — through cold outreach, events, your network — and you don't complain when it's hard * You know your product better than the buyer does: you take the time to understand how telli actually works, because you know it's the difference between "interesting demo" and "we want to buy" * You're low ego and high accountability: you're not above doing the grunt work. You take feedback, you act on it, and you share credit when you win. You don't blame the lead, the product, or the ICP * You speak business-level German and English * You want to work on-site 5 days a week in Berlin YOU MAY NOT BE A GOOD FIT IF: * You wait for inbound to hit your inbox. Founding AE means converting fast AND building pipeline * You think you're "too senior" for cold calls, sequencing, or back-to-back demos. * You need detailed instructions and shy away from taking responsibility * You've never personally carried a quota or closed deals end-to-end * You want to work remotely. We're an in-person team * You think a Founding role looks like a 9-to-5 job

Techary redefines the way customers procure, implement, and support their organisations' technology, providing an innovative alternative to the traditional Managed Service Provider (MSP) / Value-Added Reseller (VAR) approach.  Our concept, “Technology, done differently”, embodies our belief that the way our customers consume and utilize technology should innovate at the same pace as the technology itself. Our customers range from small start-ups to global enterprises. From designing, deploying and managing infrastructure stacks within low-latency financial trading environments, to relocating the headquarters of a global fintech firm, our operations span multiple markets, industries and geographies. Techary have helped customers scale their operations globally, gain an advantage in financial markets, enabled mission-critical projects and, most importantly, implemented technology that delivers alpha-accelerating business transformation.   THE ROLE   We are seeking a high-performing Commercial Account Executive (Hunter) to drive net-new logo acquisition within the Commercial and SMB sector. This role is focused on originating, qualifying, and closing new opportunities, owning the full sales lifecycle from initial engagement through to contract signature. You will be highly commercially driven, comfortable operating in complex enterprise environments, and motivated by building pipeline and winning new business. Success in this role will come from proactive outbound prospecting, relationship-led selling, and effectively leveraging partner ecosystems and vendor alliances. You will work closely with internal pre-sales, delivery, and vendor specialists to position Techary as the trusted partner for large-scale, transformational IT initiatives.   KEY RESPONSIBILITIES:   * Close outbound opportunities generated by SDRs, from discovery through to proposal and signature * Run a full-cycle sales process including qualification, stakeholder mapping, demos, commercial proposals, negotiation, and close * Lead customer conversations around IT strategy, security, cloud adoption, and managed services outcomes * Build strong relationships with decision makers including IT Managers, Heads of IT, Ops leaders, and Finance/Procurement * Collaborate with pre-sales/technical resources to scope solutions (e.g. M365, Azure, security, backup, networking, managed support) * Maintain accurate forecasting and pipeline hygiene in CRM (Salesforce) * Consistently hit monthly/quarterly targets for new business revenue and gross profit * Identify and drive upsell/cross-sell opportunities into existing accounts where relevant * Represent the company professionally across calls, meetings, events, and vendor engagements   ESSENTIAL SKILLS:   * Proven experience as an Account Executive / Sales Executive / New Business Sales professional * Strong track record of closing outbound leads, particularly those generated by SDRs * Experience selling within an MSP and/or VAR environment (or closely related IT services business) * Comfortable selling into commercial customers in the 50–1,000 user segment * Confident running discovery and positioning value around outcomes, not just products * Strong negotiation skills and ability to manage multi-stakeholder deals * Organised, self-motivated, and able to manage multiple opportunities at once * Familiarity with common sales tools (CRM, email sequencing, LinkedIn Sales Navigator, etc.) * Strong understanding of IT technologies, including software, cloud, hardware, networking, and data centre solutions * Excellent communication, presentation, and negotiation skills * Consistent history of exceeding new business revenue & gross profit targets   WHAT SUCCESS LOOKS LIKE:   * Consistently converting SDR-qualified meetings into qualified pipeline and closed revenue * Strong pipeline creation, forecasting accuracy, and deal progression * High activity levels paired with quality discovery and clean sales process execution * Building long-term customer relationships and identifying expansion opportunities   DESIRABLE SKILLS:   Experience selling into enterprise software organisations * Background in VAR, systems integrator, or modern MSP environments * Salesforce experience   BENEFITS   At Techary, we embrace a family culture and believe in working as a team to overcome any challenge we face.   Employee benefits include:   * Birthday as a free day holiday. * Social events run throughout the year. * Free breakfast, snacks and drinks. * Lunch provided Friday.   Job Type: Permanent EQUAL OPPORTUNITIES & DIVERSITY POLICY Techary is committed to promoting equality of opportunity for all staff and job applicants. We aim to create a working environment in which all individuals are able to make the best use of their skills, free from discrimination or harassment and in which all decisions are based on merit. Full details of Techary’s Equal Opportunity Policy are available upon request.