Account Executive - Enterprise

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 to telli’s growth. Your mission is to drive revenue by building trusted relationships with enterprise customers and closing complex, high-value deals (€100k+ land deal size). As one of the first Enterprise AEs at telli, you’ll play a key role in shaping how we win, navigate, and scale our enterprise sales motion. WHAT YOU'LL DO: - Own complex enterprise deals end-to-end: Lead €100k+ deals from first discovery through signature, including demos, business cases, security reviews, procurement, legal, contract negotiations, and executive alignment. You uncover where telli creates measurable value and build the case to make it a priority. - Build and own your pipeline: Our SDR team supports you, but you can generate own Enterprise pipeline. You identify the right accounts, develop account strategies, write outbound, make the calls, and create opportunities where none existed before. - Navigate complex buying committees: Build relationships across Sales, Operations, CX, IT, Security, Legal, Procurement, Finance, and the C-Suite at large organizations. You identify champions, understand internal politics, and create consensus across multiple stakeholders. - Run strategic, multi-threaded sales processes: You don't rely on a single champion. You map the organization, understand who influences the decision, and build relationships at multiple levels long before procurement enters the process. - Own a quota and close €100k+ deals: Drive meaningful new ARR and take full accountability for your forecast, pipeline coverage, and revenue target. - Build compelling business cases: Translate telli's product into measurable commercial impact for the customer and make the ROI clear enough to win internal budget and executive sponsorship. - Bring the customer into the company: Feed structured insights back into product, marketing, and strategy. You sit closest to some of our most important prospects and customers, and your signal helps shape what we build next. WHAT MAKES YOU A GREAT FIT: - You've successfully closed enterprise deals: You have proven experience owning complex €100k+ sales cycles and selling to senior and C-Suite economic buyers. - You know how to navigate complexity: You've worked through long sales cycles involving multiple departments, procurement, security, legal, and competing internal priorities, without losing control of the deal. - You're an elite relationship builder: You know the difference between a contact, a champion, and an economic buyer. You build trust quickly and have won deals because of the relationships you created across an organization. - You're a hunter: You know how to manufacture pipeline without relying on a warm inbound stream. You're comfortable breaking into large accounts and creating urgency from scratch. - You have executive presence: You can hold your own with C-Suite stakeholders from the first interaction. You communicate clearly, challenge thoughtfully, and earn credibility quickly. - You think strategically about accounts: You don't just run meetings, you map stakeholders, identify blockers, understand incentives, and continuously think about what needs to happen for the deal to move forward. - You're commercially sharp: You understand how to build a business case, quantify value, negotiate confidently, and protect deal quality while getting complex agreements across the line. - You're obsessively prepared: You know more about the prospect's business, priorities, and challenges than they expect you to. Every interaction has a purpose. - You're low ego and high accountability: You're not above doing the grunt work. You take ownership when things go wrong, act on feedback quickly, and share credit when things go right. - 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. Enterprise 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