Account Executive
Plato
Seniority
Midweight
Model
In-Office
Sector
Salary
Undisclosed
Contract
Full-Time
About the role
As an Account Executive, you take full ownership of customer relationships and revenue. You guide wholesalers through complex, consultative buying journeys, translate operational pain into clear ROI, and close deals that fundamentally change how these businesses operate.
What you'll do
- Own your pipeline end-to-end: from first discovery call to contract signature
- Close new business across all deal sizes, from fast-moving SMBs to larger, more complex accounts
- Run discovery, product demos, negotiations, and pricing discussions with owners and executives in wholesale distribution
- Act as a trusted advisor by deeply understanding customers' operational workflows, data, and decision-making processes
- Translate customer pain into compelling business cases and ROI narratives that clearly demonstrate Plato's value
- Manage multi-stakeholder buying processes, handle objections, and drive deals to close with structure and urgency
- Build and maintain a healthy, predictable pipeline in close collaboration with SDRs
- Collect and structure feedback from prospects and customers to inform product development and GTM strategy
What you'll need
- 2+ years of experience closing B2B SaaS deals as an Account Executive or in a hybrid Growth role
- Proven track record of owning pipeline and consistently closing new business
- Strong consultative selling skills with confidence in executive-level conversations
- Experience working with CRM systems and structured sales processes
- Entrepreneurial mindset: you take ownership, move fast, and thrive in ambiguity
- Native German (non-negotiable) and fluent English
Nice to have
- Experience selling into industrial, wholesale, or operationally complex SMB environments
- Exposure to longer, non-transactional sales cycles
- Interest in AI-driven products and data-heavy workflows
What they offer
- A senior, revenue-critical role in a top-tier VC-backed AI startup defining a new software category
- High autonomy and close collaboration with leadership and the founders on GTM, pricing, and strategy
- Clear progression path into Senior AE or Growth Leadership roles
- Competitive compensation with strong commission upside
- A collaborative, ambitious in-office culture in Berlin with regular team events