Enterprise Account Executive - DACH

ABOUT ASHBY - We’re building the next generation of enterprise software, starting with products that help talent leaders, recruiters, and managers unlock hiring excellence - Series D raised in 2025, and growing ARR >100% YoY - Over 4,000 amazing customers including OpenAI, Ramp, Deliveroo, Notion and Reddit - Multiple products to win both land-and-expand and material new business deals - Rapidly moving up-market with no signs of slowing down - Implemented AI https://www.ashbyhq.com/blog/recruiting/ai-assisted-application-review-in-practice throughout the platform - Known for our pace of innovation and advanced analytics ABOUT THIS ROLE TA tools in the Enterprise represent a huge market opportunity, a $1B+ TAM, and the incumbents are legacy players. We are displacing a collection of tools (ATS, Sourcing & CRM, Scheduling, Analytics, Offers & Approvals) with a consolidated talent suite. This is a proven playbook that Workday used to win the HCM market as customers realize value in a multitude of ways. We are seeking a German-fluent Enterprise Account Executive to help us win Enterprise (1,000+ employees) accounts by managing the full sales cycle from pipeline generation through to closed-won. In this role, you'll focus on new logo acquisition. Our emphasis is on your ability to excel in the areas listed below and your appetite for continuous growth & improvement. YOU COULD BE A GREAT FIT IF: - 📣 You demonstrate mastery of clear communication. You ask questions with precision and can explain complex concepts in simple terms. - 💰 You have strong track record in Enterprise SaaS sales, having closed many $100k sales, and overachieved $1M+ quotas consistently. You have won competitive rip-and-replace opportunities of core/platform technologies. - 🎯 You are proactive in identifying and pursuing new business opportunities, and comfortable sourcing >50% of your own pipeline. You're both resourceful and innovative in finding new business opportunities. - 💻 You can confidently deliver micro-demos before engaging your SE partners. You can't imagine not being fluent in the product you sell. - 🎧 You are highly skilled at discovery. You believe in preparation to establish a point of view, and through discovery validate or refine your perspective to identify a project's business drivers aligned to executive priorities. - 🤝 You have strong business acumen. You quickly connect the dots between technical problems and their downstream business impacts. You craft compelling business cases with this context. - ⚔️ You're adept at competitive or evangelical selling in new or established markets. - 🏔️ You skillfully guide prospects through the evaluation—engaging the right stakeholders at the right time to create consensus for a strategic technology decision. - 🤓 You enjoy becoming an expert and tailoring discussions to address each prospect’s unique challenges. - ⚡️ Your peers describe you as action-oriented and persistent. You're always on the leaderboard for outbound effort and pipeline created. - 🔍 Your peers describe you as detail oriented. You write and send crisp follow-up emails, on time. You also take pride in internal operations, like real-time CRM updates. (We use HubSpot, Gong, Chili Piper and Apollo.) - ✈️ You are willing to travel at least 25% of the time for customer engagements and events. REQUIREMENTS: - 🤝 You have 5+ years of full-cycle closing experience and have closed many >$100,000 ACV opportunities - 📢 You have experience selling complex platform technologies in a sales-led GTM motion - 📈 You are a new business hunter and are confident in your abilities to self-source >50% of your own pipeline - 🌍 You have sold to multiple regions within EMEA and have strong written and verbal fluency in both English and German BONUS POINTS: - 🤝 You have experience selling to Talent or People leaders YOU SHOULDN'T APPLY IF: - 💼 You're more of a relationship builder who focuses on selling into the install base and aren't excited about a new business focused role. - 🎯 You expect Marketing or BDRs to source all of your pipeline for you. This is a hunting role. - 💻 You believe that "tech stuff" is the SE's job. Our AEs all develop product acumen while SEs are a partner in our team selling motion. - 📊 You prefer to run established playbooks in well defined environments. This role requires creativity and a growth mindset. - 🐺 You're a lone wolf. You prefer to go it alone in your pursuit of new business. We believe in a team-selling sales model. OUR PHILOSOPHY Here are a few key points that should give you an idea of what it is like to work with us: - We invest in building best-in-class products since we believe a highly differentiated product is easier to sell. - We strongly believe that small teams with talented and hard working people (and the right environment) deliver much better performance than teams with large headcount. W