Account Executive - Mid-market

About the role

ABOUT US Every 10 minutes, 18 million conversations happen between businesses and consumers around the world. For decades, the consumer side of those conversations sucked: long queues, robotic menus, repeated explanations, and advice that is often unhelpful. Most people today still cannot simply say what their problem is in natural language when communicating with businesses. AI changes that. For the first time, companies can have natural conversations with customers at massive scale. Every B2C company - from energy providers to telcos to insurers - will use AI agents to talk to their customers. The number of conversations businesses will handle is going to explode in the coming years. At telli, we are solving the challenges that come with that shift. Today, leading B2C companies like Sky are already using telli to deploy thousands of voice agents to provide their customers with a new experience. But building a first voice agent is easy, getting it to drive real outcomes for customers and businesses is the hard part. telli helps companies build, deploy, and improve consumer-facing AI voice agents at scale. This will become one of the most important software categories of the next decade, and we intend to win it. We are a small, AI-pilled team that likes to solve hard problems. Be it engineering, product, or GTM - we build, experiment, and move fast, while heavily leveraging the capabilities of AI models. All of us like to challenge ourselves and take real ownership over what we do, all while still staying humble and keeping a low-ego culture. Check out our principles https://principles.telli.com/ to see how we work. YOUR MISSION You will be pivotal for telli's growth. Your mission is to drive revenue by building trusted relationships with mid-market customers and closing deals (30k-60k land deal size). You are one of the first to join this team and will be pivotal to shape our mid-market motion WHAT YOU'LL DO: - Own large enterprise deals end-to-end: Discovery, demos, security review, procurement, contract redlines, you carry the deal from the first call through signature uncovering telli’s value for the customer - Generate the your own pipeline: Our BDR team supports you; they don't replace you. You target the accounts, you write the outbound, you make the calls - Multi-thread complex buying committees: Heads of Sales, Operations, CX, Legal, IT, Security, Procurement, and CFOs at companies of 500 to 10,000+ employees. You build the relationships before procurement comes in to test them - Own a quota and hit revenue targets: Close large deals that meaningfully contribute to telli’s growth - Shape telli's enterprise playbook: qualification, multi-thread strategy, executive engagement, pricing. What works for you becomes the team standard - Feed structured signal back into product, marketing, and strategy: You sit closest to the customer. Your input shapes what we build next WHAT MAKES YOU A GREAT FIT: - You have at least 1 year of experience closing mid-market deals: you’ve sold mid-five-figure contracts and consistently performed at the top of your team. - You're an elite relationship builder: you know the difference between a contact and a champion, and you've won deals because of that distinction. Buyers trust you before they trust your product - You're a hunter: you know how to manufacture pipeline without a warm inbound stream and you don't complain when it's hard - You have executive presence: you can hold a room with a C-Suite from the first interaction. Your credibility is immediate and natural, not earned over multiple meetings - You're obsessively prepared: you know more about the prospect's situation than they expect you to, every time - You're low ego and high accountability: you're not above doing the grunt work. You're competitive with yourself first. You take feedback, you act on it, and you share credit when you win - You speak business-level German and English - You want to work on-site 5 days a week in Berlin YOU MAY NOT BE A GOOD FIT IF: - You wait for pipeline to be handed to you. AE means you generate - You need detailed instructions and shy away from taking responsibility - You only show up for the "strategic" parts of the deal and skip the procurement/security-review grunt work - You've never personally carried a quota or closed deals end-to-end - You want to work remotely. We're an in-person team - You think this role looks like a 9-to-5 job