Account Executive – Tax Firms (m/f/d) | B2B SaaS Fintech, Berlin

As an Account Executive (m/f/d) – Tax Firms, you will win over tax firms in your region for Pennylane – from the initial conversation through the demo to the signing of the contract, often in person at the firm. You will be the owner of revenue in your region and make Pennylane the preferred platform for firms and their clients there.

In France, Pennylane has become the market leader in this segment within five years. You will take over the playbook proven in France, further develop it together with the team for the German tax firm market, and bring back what works in your region. You will report to the Team Lead Sales – Tax Firms in Berlin. Our process: initial conversation, interview with the hiring team, case study, conversation with your future AE colleagues, final interview with the Head of Sales – all remote, feedback after each round within 48 hours.

Location Berlin: You will work hybrid from our Berlin office – on customer days, you will be out and about in tax firms in Berlin and Brandenburg, and on the other days, you will work flexibly. Two Account Executives are already selling to tax firms in Germany; you will be the next to join. Approximately once a month, the entire German sales team will gather in Berlin for two days.

Your Tasks as an Account Executive – Tax Firms:

• You will build your pipeline: Around 50% will come from your own outbound efforts – cold outreach, LinkedIn, recommendations, industry events – the other half from qualified inbound leads. You will stay persistent, even if the initial responses are a 'no'.

• You will conduct consultative discovery calls with firm owners and partners, understand their workflows with clients, and question the status quo.

• You will showcase Pennylane in the daily life of a tax firm: demos that demonstrate the concrete benefits for the firm and the clients, not just a list of features.

• You will manage multi-stage deals with multiple decision-makers up to the signing of the contract – including objection handling and negotiation.

• You will hand over newly acquired firms to our Customer Success team in Berlin, who will handle onboarding and support, build promoter firms for referrals, and reliably keep Salesforce and forecasts up-to-date.

What You Will Be Measured On:

• You will be responsible for revenue from tax firms in your region – measured by newly acquired firms and the clients who actively use Pennylane through these firms.

• You will consistently achieve your sales targets and expand Pennylane's market share in the tax firm segment of your region.

• You will contribute your market knowledge to Pennylane Germany's playbook, product feedback, and go-to-market strategy.

Your Profile

• You have at least two years of experience in consultative B2B sales of complex solutions – multi-stage deals, multiple stakeholders – ideally with SaaS, tax firm software, or fintech, and preferably in a scale-up environment.

• You enjoy selling in person: customer appointments on-site, visits to tax firms, and industry events in your region are part of your work – not just phone and video calls.

• A plus: You are familiar with the tax firm market or the accounting/fintech ecosystem (e-invoicing, GoBD, daily life in a tax firm) – or you have the curiosity to quickly get up to speed.

• You think entrepreneurially, have the drive to build a new market, and take ownership of your numbers, your CRM, and your process.

• You actively listen, present yourself humbly, and build trust with traditionally operating tax firms – on an equal footing with partners and tax advisors.

• Native-level German, good English for collaboration with Paris – and you live in Berlin or the surrounding area and can start as soon as possible.

What We Do To Make Your Work Life Better

• 📍 Berlin, hybrid: Office in Berlin, home office, and customer appointments in your region.

• 🚀 Start as soon as possible – you will join Pennylane Germany during its founding phase.

• 🌴 30 vacation days per year.

• 💵 An attractive OTE package: base salary plus an uncapped variable component, paid quarterly.

• 📈 You will receive company shares to benefit from the success you help build with us.

• 🏡 You will receive a budget for your home office and a monthly allowance for a co-working space in your city.

• 🇫🇷 Onboarding at our Paris HQ, regular exchange with the French Firms team, and access to Busuu to perfect your English or French.

• 💻 You will receive the latest Apple equipment.

• 🎉 We value regular joint events such as our Tech Days (every 3 months) or our annual company seminar – plus team events in Berlin.

Diversity and Inclusion

We know that some people are more hesitant to apply if they feel they don't meet the entire list of criteria. If you are unsure, we encourage you to apply anyway: who knows, it might be the beginning of a meaningful and long-term collaboration.

We also want to emphasize that we fully support diversity, equality, and inclusion and do our best to create a safe and inclusive environment. We are committed to ensuring equal employment opportunities regardless of gender, sexual orientation, origin, disabilities, or other characteristics that make you who you are. On the contrary, diversity makes us an even better workplace.

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