Original listing text, shown exactly as published by the company.
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 PhilosophyHere 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. We hire and compensate accordingly.
- We care deeply about our customers and their challenges big and small. The clarity and nuance with which we understand their pains allows us to build high impact solutions.
Interview ProcessOur interview process is thorough — we aim to ensure each person that joins the team is the right fit for Ashby and will provide ample information for you to assess if Ashby is the right fit for you. The process for this role is as follows:
- Intro Call (30 min) - You'll meet with a Recruiter to discuss your fit for the role and address questions about our market and solution.
- Written Exercise - You'll complete a short take home assignment to showcase your outbound muscle.
- Experience Deep Dive (60 min) - You'll walk the Hiring Manager [Casper Bergmans] through your career journey in some detail to highlight your experience, achievements, and points of learning to understand how you've developed into the professional you are today.
- Challenge Interview (90 min) - This will be made up of two parts:
- Discovery and Demo Role Play (60 min)
- Deal Strategy Discussion (30 min)
