Account Executive

HRtech is a full-cycle HR platform for companies that are tired of running HR across a messy stack of ATS, HRIS, performance tools, surveys, spreadsheets, and “where do we keep this again?” chaos.

We help HR teams manage the full employee lifecycle in one system: from hiring and employee data to performance reviews, surveys, goals, IDPs, and HR analytics.

We already have a strong product, paying customers, a clear ICP, and active sales into international IT and digital companies. Now we are growing the sales team and looking for a Full-Cycle Account Executive — someone who can create pipeline, run discovery, demo the product, manage the deal, and close.

This is not a role for someone waiting for warm leads. We need someone who can find the right companies, reach the right people, uncover real pain, and turn conversations into signed contracts.

What you’ll do

• Own the full sales cycle: from first touch to signed contract.

• Identify and reach out to ICP companies through LinkedIn, email, warm intros, events, communities, and other channels.

• Build your own pipeline and engage HRDs, Heads of Talent, People Ops leaders, COOs, CEOs, and other decision makers.

• Run discovery calls and product demos.

• Understand where the customer’s HR processes are breaking: hiring, employee data, performance, analytics, onboarding, engagement, and the usual “we’ll fix it in Excel” situation.

• Manage deals end to end: follow-ups, objections, pricing discussions, stakeholder alignment, negotiation, and closing.

• Work with the BDR team. BDRs help strengthen the pipeline and bring in additional leads, but the AE owns their deals and revenue outcome.

• Run demos that help customers see not just the product, but how HRtech can replace part of their current HR tech stack.

• Analyze competitor and replacement scenarios: HiBob, BambooHR, Personio, Huntflow, Greenhouse, Lever, Workable, PeopleForce, and others.

• Help improve our sales playbook: ICP segments, messaging, discovery questions, demo flow, objections, and winning arguments.

Who we’re looking for

• We’re looking for an AE who sells B2B SaaS through business understanding, customer pain, and clear communication — not memorized scripts.

• You might be a strong fit if you come from SaaS, IT products, HR tech, martech, sales tech, or another B2B software environment, and you know that full-cycle sales means more than joining a call with a warm lead.

• We need someone who can treat each deal like a small project: from first message to contract.

What we expect

• 3+ years of B2B sales experience, preferably in SaaS, IT, HR tech, or complex B2B software.

• Experience with outbound sales: LinkedIn, email, personalized messages, follow-up sequences, and cold or semi-warm leads.

• Ability to create pipeline, not just process inbound demand.

• Experience managing deals with multiple stakeholders on the customer side.

• Strong discovery skills. You should be able to uncover real business pain, not just run through a checklist.

• Ability to sell value, not discounts.

• Good English level for working with international customers.

• Ability to quickly understand a broad product and the customer’s business processes.

• Healthy persistence. Not “message every day until they block you,” but knowing where the deal is stuck and how to move it forward.

Nice to have

• Experience selling HR tech, ATS, HRIS, HCM, people analytics, performance management, or similar products.

• Experience selling to IT companies or international teams.

• Understanding of HR processes: recruiting, onboarding, performance reviews, engagement surveys, goals, IDPs, and HR analytics.

• Experience with tools like HubSpot, Pipedrive, Salesforce, Apollo, LinkedIn Sales Navigator, Clay, Notion, or Slack.

• Experience selling annual contracts of €20k+ ARR.

• Experience building your own outbound approach: segments, hypotheses, messaging, testing, and conversion tracking.

Who this role is not for

• Someone who is used to working only with warm inbound leads.

• Someone who thinks prospecting is “the BDR’s job” and the AE only closes.

• Someone who needs a large sales enablement team, a dedicated presales team, a scriptwriter, a separate follow-up person, and maybe a shaman just in case.

• Someone who does not like going deep into the product. HRtech is broad, the market is complex, and our customers are smart.

• Someone who says they can “sell anything.” We don’t need “anything.” We need someone who can sell a complex product into a specific market.

What success looks like

After 1 month: you understand the product, ICP, key customer pains, and can run your first discovery/demo calls with support.

After 2–3 months: you create your first opportunities, manage your own deals, work with your pipeline, and start closing contracts.

After 6 months: you consistently bring in new ARR, generate part of your own pipeline, and understand which segments, pains, and messages convert best.

After 12 months: you become one of the key AEs on the team and help shape how HRtech sells, not just how you sell.

Conditions

Format: full-time
Location: remote
Compensation: base salary + commission
Product: B2B SaaS / HR tech
Customers: international IT and digital companies, mid-market, growing teams

We’ll discuss the final compensation structure individually. The goal is simple: a strong AE should be able to earn well as the company grows.