(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).

🎯 Your role

You own the complete sales cycle: your own prospecting, discovery, demos, multi-stakeholder management, negotiation, closing. No deal is handed to you — you build your pipeline yourself (roughly 70% outbound, 30% inbound) and drive it all the way to signature.

Because honesty wins: we sell an AI product to the German Mittelstand. That means long sales cycles (several months), many stakeholders — management, business units, IT, data protection, sometimes the works council — and persuasion inside organisations still developing their AI strategy. It's a tough nut. If you're after velocity sales with 4-week closes, this isn't for you. If exactly this complexity excites you: keep reading.

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

• 4+ years of B2B SaaS sales as a full-cycle AE — you have demonstrably sourced AND closed deals yourself, not just one of the two.
• 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 — that's exactly what you want. 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.