Team Lead Sales – SME / SMB (m/f/d) | B2B SaaS Fintech, Berlin

Do you want to build up a sales team as a Team Lead Sales in Berlin and at the same time help shape how Pennylane wins SMEs (small and medium-sized enterprises) in Germany? As Sales Team Lead for our German SME segment, you will build a newly created team of regional Account Executives: you will coach in customer conversations – in the Berlin office and on-site at your AEs' and customers' locations – manage sales performance, and, together with our Head of Sales, develop the approach for the German market – with the tailwind of one of Europe's fastest-growing fintechs.

Our Vision

We want to become the most popular financial operating system for SMEs (small and medium-sized enterprises) and tax firms.

We help entrepreneurs free themselves from time-consuming tasks related to accounting and finance, while simultaneously giving them access to important financial information to make the best decisions for their business. We provide SMEs with the platform to manage accounting, invoices, payments, and financial planning in one place – in close cooperation with their tax firm.

About Us

Pennylane is one of Europe's fastest-growing fintechs – and has been in Germany since 2025. Here's what we've achieved since our founding in 2020:

• 💻 We have established ourselves as an all-in-one platform for accounting, finance, and collaboration between companies and their tax advisors – AI-powered, cloud-based, with open interfaces.

• 💰 We have raised around €360 million in capital – most recently €175 million in our Series E in January 2026, led by TCV and Blackstone Growth, alongside investors like Sequoia, CapitalG (Alphabet), and DST Global. Our valuation is €3.5 billion.

• 👨‍👩‍👧‍👦 We have grown from 7 co-founders to over 900 Pennylaners, with more than 400 in Tech, Data, and Product – with a rating of 4.6/5 on Glassdoor.

• 🚀 Over 900,000 SMEs and over 5,000 tax firms already use Pennylane in France – in the SME segment, we have become the leading financial platform there in five years.

• 🇩🇪 Germany is our most important growth market: Led by Managing Director Tobias Janiesch, the German team in Berlin and Munich will grow to around 100 colleagues in 2026. You will join us in the founding phase and shape how Pennylane is sold here.

Your Mission

You will be the Team Lead Sales (m/f/d) – SME in Germany and will build our newly created SME team from the ground up. Your mission is to win SMEs across Germany for Pennylane with your team of Account Executives – you will lead, coach, and build the team.

In France, over 900,000 SMEs use Pennylane. You will take over the proven playbook and adapt it, together with our Head of Sales, to whom you report, to the German SME market. You will work closely with Tobias Janiesch, Managing Director Germany. Our process: initial interview, interview with the Head of Sales, case study, closing interview with the Managing Director in Berlin.

Your Team

Full-Cycle Sales: Your Account Executives are responsible for the entire process – from qualification, product demo, and closing to onboarding and account management of their SME customers.

Under Development: In the coming months, we may build a dedicated team for onboarding and account management – you will help shape how new customer acquisition, onboarding, and existing customer support interact to ensure your AEs use their time effectively.

Regionally Organized: Each Account Executive is responsible for several regions, managed from Berlin – via inside sales and video demos, and on-site for key clients. Expect around ten trips per year to the respective regions.

Under Development: Two Account Executives are already on board in Germany, and an SDR will join in January for lead qualification. The team is to be further expanded: Together with our Talent Acquisition team, you will hire additional AEs, onboard them, and lead them to success – the team will grow with you.

Fast Sales: Classic SMB Sales: Your team will win over entrepreneurs and financial decision-makers in SMEs – short decision paths, high tempo, convincing demos. You will specifically show how Pennylane simplifies a company's financial day-to-day operations.

Location Berlin: The team will be led from our Berlin office – you will be on-site two days a week, with the rest being flexible. Presence is part of your leadership: You will coach your AEs side-by-side in the office and accompany them on-site for important clients – around ten trips per year to your team's regions.

You will be responsible for this team's performance by:

• You will be responsible for your team's sales performance – measured by MRR from German SMEs – and thus make a significant contribution to growth in the German SME market.

• You will create clear expectations, coach regularly based on actual customer conversations, and use pipeline and conversion data to develop your team specifically.

• You will further develop the go-to-market approach for SMEs (inside sales, demos, onboarding) together with the Head of Sales and implement it with your team.

• You will build your team's processes – from the sales playbook to forecasting and pipeline management.

• You will accompany your AEs on strategic demos and key deals – via video call and on-site.

• You will work closely with the French sales team and transfer what works from the playbook for Germany.

As Team Lead Sales – SME, your goals are diverse:

• You will achieve the team's sales targets and manage daily operations – with an activity level that makes individual and team goals achievable.

• You will be responsible for the sales enablement of your Account Executives: techniques, messaging, and the entire Pennylane sales process.

• You will guide new AEs through onboarding and ramp-up and lead them to their goals.

• You will build team spirit, engagement, and well-being – with challenges, team-building events, and formats that you design yourself.

• You will bring the SME sales perspective into Pennylane Germany's Sales OKRs.

• You will personally get involved in important deals – via video call or on-site at the customer's location.

Your Profile

• You have at least three years of experience as an Account Executive in B2B SaaS sales – ideally in the SMB segment with short deal cycles and high tempo – and have successfully led a sales team (AEs / Full-Cycle) for at least two years.

• A plus: You are familiar with the fintech or B2B SaaS ecosystem – or have sold to entrepreneurs and financial decision-makers in SMEs. If not, you bring the curiosity to learn quickly.

• You lead through coaching: You develop people based on real customer conversations, with data, clear feedback, and the courage to make and stick with decisions.

• You have an entrepreneurial mindset, feel comfortable in an environment that is not yet fully structured, and are eager to build things from scratch.

• You are open to self-reflection and feel comfortable giving and receiving feedback.

• You collaborate cross-functionally with other departments – Marketing, Customer Success, Product, and the French HQ.

• You are hands-on: You don't just lead from the dashboard, but also get involved in deals yourself – and you still enjoy selling yourself to know the market.

• Native-level German – your clients are German entrepreneurs – and fluent English for collaboration with Paris.

• You live in Berlin or are willing to move to Berlin – and you enjoy being on-site: two days a week in the Berlin office and around ten trips per year to AEs and customers in the regions.

What we do to make your working life better

• 🏢 Berlin, hybrid: two days a week in our Berlin office, the remaining days flexible.

• 🌴 30 vacation days per year.

• 💵 An attractive OTE package: fixed salary plus a variable component, tied to the MRR your team achieves.

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

• 🏡 You will receive a budget to transform your home into a more comfortable workspace.

• 🇫🇷 Onboarding at the Paris HQ, regular exchange with the French sales 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.

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

We also want to emphasize that we fully advocate for diversity, equality, and inclusion, and we 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.

🇫🇷 Données personnelles

Pennylane traite vos données pour gérer votre candidature et évaluer votre adéquation au poste. Si votre candidature n’aboutit pas, vos données peuvent être conservées 2 ans à compter de notre dernier échange ou de la clôture du recrutement afin de constituer & gérer un vivier de candidats. Vous pouvez vous opposer à tout moment et demander la suppression de vos données en écrivant à :
Notre data policy

🇬🇧 Personal Data

Pennylane processes your data to manage your application and assess your suitability for the position. If your application is unsuccessful, your data may be retained for 2 years from our last exchange or the closing of the recruitment process, in order to build and manage a candidate pool. You may object at any time and request the deletion of your data by writing to Learn more

🇩🇪 Personenbezogene Daten

Pennylane verarbeitet Ihre Daten, um Ihre Bewerbung zu bearbeiten und Ihre Eignung für die Stelle zu beurteilen. Sollte Ihre Bewerbung nicht erfolgreich sein, können Ihre Daten bis zu 2 Jahre ab unserem letzten Austausch oder dem Abschluss des Rekrutierungsverfahrens gespeichert werden, um einen Kandidatenpool aufzubauen und zu verwalten. Sie können jederzeit Widerspruch einlegen und die Löschung Ihrer Daten beantragen, indem Sie an Mehr erfahren

🇪🇸 Datos personales

Pennylane trata sus datos para gestionar su candidatura y evaluar su idoneidad para el puesto. En caso de que su candidatura no sea seleccionada, sus datos podrán conservarse hasta 2 años a partir de nuestro último contacto o de la finalización del proceso de selección, con el fin de constituir y gestionar una reserva de candidatos. Puede oponerse en cualquier momento y solicitar la eliminación de sus datos escribiendo a Más información

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