(Senior) Full Cycle Account Executive – B2B SaaS (m/f/d)

🐘 About Elephant

We are Elephant, building the AI training & knowledge platform for the people who repair what's broken, keep our cities running and form the backbone of our future: frontline workers — technicians, field engineers and production workers.

Our mission: give these frontline teams superpowers. With AI in their pocket, trainings, knowledge, step-by-step instructions and real-time support are instantly available. Tasks get done faster, productivity rises and frontline teams get home earlier.

90+ customers already trust us — from climate-tech scale-ups like Enpal or 1Komma5, to the industrial Mittelstand (Hörmann, Wanzl, Schmidbauer), to large corporates (Dekra, TÜV Süd, Daimler Trucks, GEA).

💞 About our team

Fast-growing SaaS start-up, ~30 people, offices in Berlin and Hamburg, hybrid. We value feature velocity, clear communication and zero bureaucracy. Our sales team is small, hungry and works with a modern AI stack (HubSpot, Apollo, Nooks, Lemlist, our own enrichment — and yes, we use Claude every day, naturally). You'll be working alongside a great team of SDRs and AEs.

🎯 Your role

You’ll be responsible for the entire sales cycle: independent prospecting, discovery, demos, multi-stakeholder management, negotiations, and closing deals. You’ll independently build your own pipeline (approx. 70% outbound, 30% inbound) and guide it successfully to the signed contract.

Here’s your challenge: We’re selling an innovative AI product to German SMEs—this isn’t a quick-win business. Sales cycles span several months, involve many stakeholders (executive management, line of business, IT, data protection, and sometimes the works council), and organizations that are just beginning to develop their AI strategy. You won’t win them over with a single pitch, but rather with perseverance, strategic thinking, and genuine stakeholder management.

That’s exactly what makes this role exciting: You’ll negotiate with a variety of stakeholders and help shape how AI transforms traditional companies. If you’re into short sales cycles and high-velocity sales, this will frustrate you. But if complex deals with real impact appeal to you, you’ve come to the right place.

What you'll do

• 🔎 You identify and qualify target accounts, build your own lead lists and outbound campaigns.
• 🧭 You run discovery calls and demos yourself — from first contact to the decision committee.
• 🧩 You orchestrate complex buying centers: build champions, bring IT and data protection on board early, keep momentum over months.
• 📄 You lead negotiations, create proposals and close your deals yourself.
• ⚙️ You actively co-develop our GTM motion: sequences, ICPs, new segments, processes — test, learn, scale.
• 🎤 You represent us at trade fairs and events.
• 🤝 You work directly with the founders — your learnings feed straight into product and strategy.

🧠 What you bring

• You have firsthand experience with both ends of the sales cycle: sourcing and closing deals yourself. Whether you did this as a full-cycle account executive or built a solid foundation during your years as an SDR and account executive is of secondary importance to us.
• Experience with complex sales processes: deals running 3+ months, multiple stakeholders, procurement, IT and data-protection processes don't scare you — you know them and how to steer them.
• A track record you can show: quota attainment, deal sizes, logos won. We will ask specifically.
• True outbound DNA: you pick up the phone yourself, every week, without anyone telling you to.
• Tech & AI affinity: you understand our product technically, talk to IT leads at eye level and use AI tools in your own workflow as a matter of course.
• Ownership & early-stage mentality: no finished playbook, no fixed structures. You make decisions, make mistakes, learn fast and don't need anyone telling you what to do.
• Business-fluent German, very good English.

💞 Why you'll love this role

• 💡 A unique product that solves real problems for real people and delights customers.
• 🏗️ Shape instead of execute: you define how Elephant sells. Your sequences, your processes, your signature.
• 💥 High impact: direct line to the founders, no layer in between, no bureaucracy.
• 🌍 Huge market: 80% of the world's workforce works in frontline jobs. The market is largely untapped.
• ⚙️ Best stack: the latest tools and full freedom to test new ones.
• 🕓 The right moment: 90+ customers, a growing pipeline, the transition from founder-led sales to a scaling GTM team. Exactly the phase where an AE makes the biggest difference.