Enterprise Account Executive

Juna AI

ÜBER JUNA AI Juna's AI Plattform orchestriert Agenten, die unterstützen industrielle Prozesse zu planen, steuern, und verbessern, um Output, Nachhaltigkeit and Profitabilität zu maximieren. Sie verbindet Datensilos aus MES, ERP, LIMS, CMMS, und abstrahiert die Anlagenstruktur in einem semantischen Factory Knowledge Graph und stellt Engineering-Teams spezialisierte AI-Agenten als Werkzeuge zur Seite: für Root-Cause-Analyse, Reporting und Setpoint-Empfehlungen in den Bereichen Prozess, Energie, Qualität und Instandhaltung. Das Ergebnis: +5% Durchsatz, -10% Energieverbrauch und +30%  Ingenieurskapazität. ARBEITEN BEI JUNA AI Bei Juna löst du anspruchsvolle Herausforderungen dort, wo sie wirklich entstehen: in Chemieanlagen, Papierfabriken, Zementwerken und anderen energieintensiven Industrien. Mit unserer Technologie helfen wir einigen der größten Emittenten weltweit, ihre Produktion effizienter zu gestalten und ihren CO₂-Ausstoß zu reduzieren. Wir handeln schnell, arbeiten eng zusammen und konzentrieren uns auf das, was zählt: echte Ergebnisse für unsere Kunden. Wenn du etwas bewegen möchtest, findest du bei Juna die Möglichkeit, einen spürbaren Beitrag zu leisten und beruflich über dich hinauszuwachsen. WAS WIR BIETEN Sinnstiftende Arbeit Unterstütze Industrieunternehmen dabei, mit Hilfe von KI ihre Produktion zu optimieren und energieintensive Prozesse nachhaltiger zu gestalten – von der Zement- und Papierindustrie bis hin zur Lebensmittelproduktion. Verantwortung von Anfang an Übernimm früh Verantwortung, gestalte zentrale Vertriebsprozesse mit und trage aktiv zum Wachstum von Juna bei. Zusammenarbeit auf höchstem Niveau Arbeite eng mit erfahrenen Unternehmern, exzellenten Softwareentwicklern und führenden Forschern im Bereich Applied AI zusammen. Persönliche Weiterentwicklung Hilf dabei, unsere Vertriebsorganisation aufzubauen und weiterzuentwickeln – in einem stark wachsenden, technisch anspruchsvollen Umfeld. Offene und inklusive Unternehmenskultur Wir schätzen unterschiedliche Perspektiven, transparente Kommunikation und ein respektvolles Miteinander. ABOUT THE ROLE Als Enterprise Account Executive bei Juna arbeitest du eng mit unserem CEO zusammen und übernimmst Verantwortung für den gesamten Vertriebsprozess – von der Identifikation neuer Kunden über die Angebots- und Verhandlungsphase bis hin zum erfolgreichen Projektabschluss und dem langfristigen Ausbau bestehender Kundenbeziehungen. Du gestaltest aktiv, wie wir mit Industrieunternehmen zusammenarbeiten und die Einführung unserer KI-basierten Lösungen zur Produktionsoptimierung vorantreiben. Wir suchen eine Persönlichkeit, die bereits komplexe Enterprise-Deals erfolgreich abgeschlossen hat, sich in dynamischen Umfeldern wohlfühlt und Freude daran hat, Prozesse, Strukturen und Kundenbeziehungen nachhaltig aufzubauen. Deine Aufgaben Verantwortung für den gesamten Sales Funnel – von Outbound-Aktivitäten und Qualifizierung über technische Discovery-Gespräche bis hin zu Verhandlung, Abschluss und Account Development Entwicklung überzeugender Vertriebsunterlagen, Business Cases und ROI-Modelle gemeinsam mit unseren Produkt- und Technikteams Aufbau und kontinuierliche Weiterentwicklung unserer Vertriebsprozesse, CRM-Strukturen und Sales Playbooks Betreuung und Ausbau strategischer Kundenbeziehungen mit Fokus auf langfristigen Erfolg und hohe Kundenzufriedenheit Repräsentation von Juna auf Branchenveranstaltungen, Messen und bei Vor-Ort-Terminen mit Kunden DEIN PROFIL * 5–10 Jahre Erfahrung im Enterprise-B2B-Vertrieb, idealerweise im Umfeld von Manufacturing, Automation oder Industrial Software * Von Vorteil: Erfahrung mit Advanced Planning & Scheduling (APS), Manufacturing Execution Systems (MES) oder industriellen KI-Lösungen * Nachweisbare Erfolge beim Abschluss komplexer Deals im sechsstelligen Bereich – von Pilotprojekten bis zum produktiven Rollout * Souveränes Auftreten gegenüber Entscheidern auf C-Level- und VP-Ebene (z. B. Operations, Production, Digitalization) * Strukturierte und professionelle Arbeitsweise, idealerweise mit Erfahrung in Vertriebsframeworks wie MEDDICC sowie Value- und ROI-basiertem Selling * Technisches Verständnis, idealerweise mit Hintergrund in Maschinenbau, Verfahrenstechnik oder einem vergleichbaren Bereich * Eigeninitiative, Hands-on-Mentalität und Freude an der Arbeit in einem schnell wachsenden Startup * Bereitschaft zu regelmäßigen Reisen zu Kundenstandorten innerhalb Europas * Wohnsitz in Berlin oder Bereitschaft, nach Berlin umzuziehen * Verhandlungssichere Deutschkenntnisse

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!

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 an Emerging Enterprise Account Executive to join our team of high performing Account Executives in the DACH region. Figma is growing and moving fast. Our next team member will have an agile, dynamic mindset, be comfortable embracing change and a true team-player. You won’t be alone! Figma has an incredible team and you’ll work closely with other groups including Support, Design, Engineering, Product Marketing, Customer Success, and Community. You will report directly to our Commercial Sales Manager who is also based in Berlin, Germany. This is a full time role in our Berlin office within a hybrid environment or remote.  WHAT YOU’LL DO AT FIGMA: * Build a strong sales pipeline while exceeding quarterly and annual sales targets * Work closely with cross functional teams to ensure sales effectiveness  * Establish and maintain relationships with key stakeholders within Enterprise accounts * Be part of a team dedicated to promoting Figma to existing and new customers * Help build the foundation and processes for all customer facing teams at Figma * Work with a dedicated set of customers, each with up to 5,000 employees WE'D LOVE TO HEAR FROM YOU IF YOU HAVE: * 3+ years of closing experience working with customers, ideally with a SaaS product * Excited about working in a fast-paced environment and helping improve business processes as we grow * Desire to learn a technical product and effectively communicate Figma’s value to potential customers * Ambitious self-starter who’s eager to learn while being a core part of building our business from the ground up  * High attention to detail with excellent written and verbal communication * Fluency in German WHILE IT’S NOT REQUIRED, IT’S AN ADDED PLUS IF YOU ALSO HAVE: * Experience selling to technical audiences * Experience with UX/UI design principles and collaboration tools * Proven experience using a sales methodology, ideally Command of the Message or MEDDICC 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.