Account Executive - AI & Enterprise Solutions

voize

🎤 WHY VOIZE? BECAUSE WE’RE MORE THAN JUST A JOB! At voize, we believe the greatest gift to frontline workers is time - time to care, connect, and be present. Today, that time is lost to busywork and complex systems that pull them away from what matters most: people. Our vision is to change that by building AI companions that seamlessly take over digital workflows. We don't replace humans with technology - we amplify their impact. Our mission is backed with a $50M Series A funding led by Balderton Capital, with support from HV Capital, Y Combinator and other leading VCs. Today, 2,000+ facilities trust voize, and over 200,000 users rely on our AI companion to ease their daily workload. As a dynamic team, we combine first-in-class technology with meaningful social impact. And now, we’re looking for you to join us on this mission! 💡 YOUR MISSION: WIN BIG AND SHAPE THE ENTERPRISE LANDSCAPE! We are looking for an Enterprise Account Executive to lead the charge in acquiring and closing strategic enterprise deals. You will be responsible for navigating complex sales cycles, managing multi-stakeholder relationships, and closing large-scale contracts. If you are passionate about SaaS sales, strategic selling, and making a significant impact on a fast-growing, AI-driven solution, this is the role for you! 🚀 YOUR DAILY BUSINESS – NO TWO DAYS ARE ALIKE * Strategic acquisition: Identify and engage with enterprise-level prospects, navigating long sales cycles with multiple decision-makers. * Relationship management: Build and maintain executive-level relationships, becoming a trusted advisor. * Complex negotiations: Lead high-stakes negotiations, managing legal and procurement processes to successful closures. * Tailored solutions: Collaborate with our product and tech teams to deliver customized solutions for enterprise clients. * Market leadership: Identify strategic opportunities and contribute to voize's go-to-market strategy. * Cross-functional teamwork: Work closely with marketing, product, and customer success teams to shape our enterprise sales approach. 🤝 YOUR SKILLSET – WHAT YOU BRING TO THE TABLE * Proven track record in Enterprise SaaS sales: You’ve independently managed complex, multi-stakeholder sales cycles and closed multi-six or seven-figure enterprise deals. * Strategic mindset: You can navigate complex organizational structures and have experience with long sales cycles. * Executive presence: You are comfortable engaging and negotiating with C-level executives. * Consultative selling: You excel at understanding enterprise customers' pain points and designing tailored solutions. * Willingness to travel: You thrive on face-to-face interactions with key stakeholders. * Communication talent: Fluent in German and proficient in English, able to communicate clearly and persuasively. * Technical affinity: Comfortable working with tools like HubSpot, Google Workspace, Slack, and Notion. 🌱 GROWING TOGETHER – WHAT YOU CAN EXPECT AT VOIZE * We are a fast-growing startup, that means you will tackle challenges, grow quickly, and make a real impact, giving healthcare professionals more time for real patient care * We foster an open, collaborative culture with regular team events, whether you work from our Berlin office or remotely from Germany * Become a co-creator of our success with stock options * Generous perks: 30 vacation days plus your birthday off, Germany Transport Ticket, Urban Sports Club, regular company off-sites, and access to learning platforms such as Blinkist and Audible * You decide when you work best, that means flexible working hours and a good hybrid set-up ✨ READY TO TALK? APPLY NOW! 🚀 We look forward to your application and can’t wait to meet you – no matter who you are or what background you have!

Choco

Join Choco, where we build and own solutions that reshape a broken food system. The global food supply chain is inefficient by design. Waste is high, margins are thin, and most distributor order processes are done over the phone, tracked across broad spreadsheets, and based on intuition rather than strong data. At Choco, we’re changing that. We build software used daily by food distributors and their customers to run their business. It automates orders, reduces errors, and helps operations run faster and more reliably. Because it’s embedded in daily operations, our SaaS platform has immediate, real-world impact, on efficiency, margins, and how businesses run day to day. MISSION As an Enterprise Account Executive at Choco, you'll partner with some of the world's largest food distributors to solve complex operational challenges at the heart of the global food supply chain. Powered by Choco AI, our platform helps distributors automate critical workflows, eliminate manual processes, and modernize how they operate at scale. This is an opportunity to sell transformational technology into a massive industry that is only beginning its AI-driven evolution. WHAT YOU’LL DO * Own the full enterprise sales cycle in Germany, helping leading food distributors adopt AI-driven solutions that transform how they operate. * Develop and execute strategic account plans for some of the industry's largest and most complex organizations. * Build pipeline through thoughtful prospecting, executive engagement, and deep account planning. * Lead complex sales processes involving senior decision-makers, cross-functional stakeholders, and procurement teams. * Drive discovery, business case development, commercial negotiations, and deal execution with executive leaders. * Collaborate with Product, Solutions, Customer Success, Marketing, RevOps, and Sales Leadership to deliver successful customer outcomes. * Translate customer challenges and market feedback into insights that influence Choco's product strategy and go-to-market approach. WHAT YOU BRING * 5+ years of B2B SaaS sales experience, including a strong track record selling to enterprise organizations. * Proven success closing complex, high-value deals and consistently delivering against ambitious targets. * Experience navigating multi-stakeholder buying processes and building consensus across executive, operational, and technical teams. * Strong executive presence and the ability to engage senior leaders in strategic conversations around business transformation and operational improvement. * Native/C2 German and professional English, with a disciplined approach to pipeline management, forecasting, and deal execution. WHAT YOU GET * Work on digitalizing core operating systems for food distributors, automating orders, sales and payments in a system that still largely runs on calls and spreadsheets. * Work with an AI product with proven product–market fit, already embedded in distributor workflows and directly affecting order accuracy, speed, and margins. * Join a global team across 6 countries and 40+ nationalities, building a company that has raised $300M+ and reached unicorn status (~$1.2B valuation) with the ambition to define this category end-to-end. * In return, you get real ownership, equity, and the support to do your best work, including competitive compensation, health and wellbeing support, and long-term benefits like a sabbatical (all localized by office). * Collaborate with people who want to own outcomes in a messy, real-world system and make it work at scale. If you want to work on real problems, take ownership, and raise the bar, we should talk. Choco is an equal opportunity employer. We encourage people from all backgrounds to apply. We are committed to ensuring that our technology is available and accessible to everyone. All employment decisions are made without regard to race, color, national origin, ancestry, sex, gender, gender identity or expression, sexual orientation, age, genetic information, religion, disability, medical condition, pregnancy, marital status, family status, veteran status, or any other characteristic protected by law.

Figma

Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us! We are looking for a Enterprise Account Executive who will play a critical role driving sales and maximizing expansion opportunities with a defined list of Enterprise customers. You will be responsible for targeting, building and nurturing positive relationships with key C-level decision-makers, understanding complex business needs, and delivering innovative solutions across our product suite. This is an opportunity to accelerate your career, learn from leading sellers in the industry and build an incredible network of cross functional partners throughout Figma. This is a full time role that can be held from Berlin hub or remotely in Germany. WHAT YOU'LL DO AT FIGMA: * Manage a defined list of named enterprise accounts to consistently meet or exceed quarterly and annual sales targets * Apply effective discovery and value-selling techniques to build and strengthen C-level relationships for every account in your book * Align with executives on business challenges and gain sponsorship for enterprise wide deployments for a suite of products, identifying where Figma’s roadmap and innovations fit in the long term * Conduct thorough analysis to create strategic account plans that outline company priorities and initiatives, multi-threading at at senior level to build on expansion opportunities * Co-create with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success * Leverage opportunities to advance executive level relationships through in-person meetings and networking opportunities WE'D LOVE TO HEAR FROM YOU IF YOU HAVE: * Experience closing sales, over multiple years, for a software or SaaS business with the Enterprise customers (5000+ FTEs), selling to executives * Consistent performance meeting pipeline generation targets for net new business * Demonstrated experience successfully managing complex sales cycles (9 months+) * Proficiency in a sales methodology and process that creates value for customers * Fluency in German WHILE IT’S NOT REQUIRED, IT’S AN ADDED PLUS IF YOU ALSO HAVE: * Experience selling solutions to technical audiences at the highest level in Engineering, Product and Design teams * Demonstrated ability to succeed in a changing environment * Certified in deal qualification and prospect discovery At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles. At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to accommodations-ext@figma.com. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.  Examples of accommodations include but are not limited to:  * Holding interviews in an accessible location * Enabling closed captioning on video conferencing * Ensuring all written communication be compatible with screen readers * Changing the mode or format of interviews  To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice.