Account Executive – Tax Firms
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Job Description
Account Executive winning German tax firms for Pennylane’s accounting platform. Building regional pipeline, conducting demos, and closing multi-stakeholder B2B deals.
Responsibilities:
- Win tax firms in the region for Pennylane—from the initial conversation and demo through to signature
- Take responsibility for revenue in your region
- Build a pipeline, approximately half through outbound activities such as cold outreach, LinkedIn, referrals, and industry events, and half through qualified inbound leads
- Conduct consultative discovery calls with firm owners and partners
- Deliver Pennylane demos focused on the specific benefits for firms and their clients
- Manage multi-stage deals involving multiple decision-makers through to signature
- Handle objections and lead negotiations
- Hand over newly won firms to the Customer Success team in Berlin
- Develop promoter firms that generate referrals
- Keep Salesforce and forecasts up to date
- Achieve sales targets and expand regional market share in the tax-firm segment
- Contribute market insights to the playbook, product feedback, and go-to-market strategy
- Attend monthly, two-day sales team meetings in Berlin
Requirements:
- At least two years of experience in consultative B2B sales of complex solutions
- Experience managing multi-stage deals with multiple stakeholders
- Ideally, experience with SaaS, practice management software, or fintech, preferably in a scale-up environment
- Willingness to attend in-person customer meetings, visit firms, and participate in industry events across the region
- Knowledge of the tax-firm market or the accounting/fintech ecosystem is a plus; alternatively, the ability to get up to speed quickly
- Entrepreneurial mindset and ownership of numbers, CRM, and processes
- Active listening skills and the ability to build trust with traditionally operated firms
- Native-level German
- Good English for collaboration with the Paris team
- Based in Berlin or the surrounding area
- Available to start at the earliest possible date
Benefits:
- 30 days of annual leave
- Uncapped variable compensation, paid quarterly
- Equity participation
- Home office budget
- Monthly coworking space allowance
- Onboarding at the Paris headquarters
- Regular collaboration with the French Firms team
- Access to Busuu to advance your English or French
- Latest Apple equipment
- Tech Days every three months
- Annual company seminar
- Team events in Berlin
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