About this role
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We are Elephant and are building the AI training & knowledge platform for the people who repair what is broken, keep our cities running and form the backbone of our future: frontline workers, i.e. technicians, fitters and workers in production. Our mission: give these frontline teams superpowers. With AI in your pocket, training, knowledge, step-by-step instructions and real-time support are instantly available.
Tasks are completed faster, productivity increases and frontline teams come home earlier. 90+ customers already trust us. From climate tech scale-ups such as Enpal or 1Komma5, to medium-sized industrial companies (Hörmann, Wanzl, Schmidbauer) to large corporates (Dekra, TÜV Süd, Daimler Trucks, GEA).
Fast-growing SaaS start-up, ~30 people, offices in Berlin and Hamburg, hybrid. We value feature velocity, clear communication and no 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 - a matter of honor).
You work alongside a great team of SDRs and AEs. Tasks You are responsible for the entire sales cycle: own prospecting, discovery, demo, multi-stakeholder management, negotiation, closing. You independently build your own pipeline (approx.
70% outbound, 30% inbound) and lead it safely through to signature. This is your challenge: We sell an innovative AI product to German medium-sized businesses - this is not a quick-win business. Sales cycles last several months, many stakeholders (management, departments, IT, data protection, sometimes works council), and organizations that are just developing their AI strategy.
You don't convince with a single pitch, but with perseverance, strategic thinking and real stakeholder management. That's exactly what makes the role exciting: you negotiate with different personas and help shape how AI changes traditional companies. If you like crisp sales cycles and high velocity sales, this will frustrate you.
If you are interested in complex deals with real impact, you have come to the right place. 🔎 You identify and qualify target customers, build your own lead lists and outbound campaigns. 🧭 You conduct discovery calls and demos yourself - from initial contact to the decision-making committee. 🧩 You orchestrate complex buying centers: build a champion, pick up IT and data protection early, maintain momentum for months. 📄 You conduct negotiations, create offers and close your deals yourself. ⚙️ You actively 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, i.e. h. Your learnings flow directly into the product and strategy.
Qualifications
You know both ends of the sales cycle first hand: your own sourcing and your own closing. Whether you did this as a full-cycle AE or developed the foundation over SDR and AE years is secondary to us. Experience with complex sales processes: Deals over 3+ months, multiple stakeholders, procurement, IT and data protection processes don't scare you - you know them and know how to manage them.
Track record you can show: quota attenuation, deal sizes, logos won. We will ask specifically about this. True outbound DNA: You pick up the phone yourself, every week, without anyone telling you to.
Tech & AI affinity: You understand our product technically, can speak to IT managers on an equal level and of course use AI tools in your own workflow. Ownership & early stage mentality: No ready-made playbook, no fixed structures. You make decisions, make mistakes, learn quickly and don't need anyone to tell you what to do.
Fluent German, very good English.
Benefits
Unique product that solves real problems for real people and delights customers. Design instead of processing: You shape how Elephant sells. Your sequences, your processes, your handwriting.
High Impact: Direct line to the founders, no layer in between, no bureaucracy. Huge market: 80% of the world population works in frontline jobs. The market is largely untapped.
Best Stack: Latest tools and complete freedom to test new things. The right time: 90+ customers, growing pipeline, transition from Founder-Led Sales to scaling GTM team. Exactly the phase in which an AE makes the biggest difference.
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