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Account Executive (m/f/x)

Germany, Bayern, MunichSales

Job description

About Tanso 🌍

One key barrier to move towards to a climate-neutral economy is the lack of data availability and transparency across companies. Aiming to remove this structural barrier, we leverage the power of data and machine learning to form the basis for a data-driven decarbonization of manufacturing companies. As a product-driven company, we’re using state-of-the-art technology and scientific research to tackle climate change the right way.

We’re developing a SaaS platform, which will make sustainability accounting as integrated, transparent, and verifiable as financial accounting and enable a low-carbon economy. If you are fascinated by developing technology that can help tackle climate change, we're the right place for you.

Your Mission 🚀

In your role, you help the founding team with building up the company from scratch. As one of the first employees of the company, you will experience the exciting phase from building our company from 10 to 30 people after closing our pre-seed round. This challenge requires prioritizing what to build when, preparing our company to scale to 30+ employees in the near future. We, therefore, are searching for an entrepreneurial generalist ready to tackle this challenge to assist our founding team. You are ideally someone who wants to start her/his own company in the future, ready to take over full responsibility for crucial projects on bringing Tanso to the next level.

Your Objectives 🎯

Join our team and take an active role in helping companies decarbonize effectively. Your main objective is to ensure that our sales processes scale with the demand we experience and that we hit our ambitious goals. After closing >10 enterprise customers, we now switch from founder-led sales to establishing an own Business Development & Sales team. You will be the first on the ground.

As the first fulltime Business Development manager, you together with the CEO and the Growth Team will build up and refine our sales and GTM strategy while working on the frontline of Enterprise Sales, interacting with C-level executives and other potential buyers for our software.

In your role, you own the whole process from opportunity identification to deal closing. As a key contributor to our commercial success, you work closely with our CEO on achieving our revenue targets. Your role development includes building up a team of SDRs, implementing best practices from other high-growth B2B SaaS ventures.

Your Responsibilities 💪🏼

Strategy & Business Development: Build up and lead our B2B sales organization ready for scaling

  • Develop a market- and product-based lead scoring model for prospects
  • Define and structure a proper data-driven / KPI-based sales funnel for leads
  • Build up, train, and lead a team of sales reps
  • Present our product at industry-related fairs and conferences
  • Establish partnerships and engage with industry influencers
  • Align with our Growth & Marketing team on how to generate more inbound leads
  • Explore customer needs and develop ways to address them with our product team

Sales Execution: Run and own our sales operations hands-on by convincing new customers to sail with us

  • Take responsibility for the whole sales pipeline from lead generation to closing
  • Test and implement ways to generate new outbound leads
  • Reach out to decision makers proactively via phone, mail, and social media
  • Prepare and develop sales and RFP material
  • Conduct demos, lead negotiations, close contracts, and support implementation
  • Prepare calling scripts and templates
  • Organize sales academies to teach sales members

What We Offer 👐

  • A highly motivated environment where you can grow and learn by working on ambitious challenges together in cross-functional teams
  • Work closely with our ambitious founding team who, among others, worked at Bain & Company, McKinsey, Amazon, Picus Capital, Project A and helped build up several startups ranging from Pre-Seed to Series C
  • Very competitive and entrepreneurial compensation package with relevant equity component
  • Subsidized sport subscription membership (gym, yoga, swimming etc.) membership via Qualitrain
  • A great, modern and sustainable office in the middle of Munich
  • Loads of fun with amazing colleagues and team events you will not forget

Our Values 💚

  • 🕊️ Trust in people: We trust that people are by default working for the right reasons and having good intentions. If our hiring process is strong, our team member will put in the work necessary to navigate around unknown territory (= growth mindset beats hard skill).
  • 🧠 Learning culture: Direct, actionable and frequent feedback (among each other, upwards, downwards). Embrace the unknown (if you ask a good question, it's likely this already makes you the person with the most knowledge about the topic).
  • 🧗‍♀️ Never let another person fail: We're always there for each other as a team. If it's urgent and important we make it a priority together.
  • 🗣️ Honesty and direct communication: Honesty isn't a one way street - it requires everyone to allow for a safe environment to grow together. Being bold but always humble and respectful.
  • 💯. We don't fill jobs, we hire great people: Transparent hiring process (Timeline, Process, Expectations, Reference Calls). Make every hire feel special (Job Offer, Communication, Onboarding Process).
  • 🤜 Ownership & At cause attitude: At cause culture - If it's broken, let's fix it. Embrace the things we're not good at yet and empower every team member to be best equipped to deliver at their best. We'll make (many) mistakes - Let's celebrate our f*ck ups but let's make sure that we flag issues early and offer full transparency on roadblocks.

Equal Opportunities for Everyone 🤍

Tanso is an equal opportunity employer. We embrace and celebrate diversity and are committed to creating an inclusive environment for all employees. We are open to all groups of people without regard to age, color, national origin, race, religion, gender, sex, sexual orientation, gender identity and/or expression, marital status, or any other legally protected characteristics.

Job requirements

Must haves:

  • You have several years (min. 2 years) of industry experience in customer facing roles and feel confident in complex stakeholder management including C-level executives
  • You are professional, persuasive and have great communication skills in German and English, with a natural ability to engage well with and adopt to different target audiences
  • You have a passion for automation opportunities and (B2B) software
  • You have a good understanding of or interest in industrial production processes
  • You are an ambitious goal getter who does not shy away from getting her/his hands dirty
  • You are analytical and love building up teams and processes from scratch
  • You are willing to occasionally travel for work to meet potential customers

Big plus if you:

  • You already have B2B(-SaaS) sales experience with demonstrated ability to close deals
  • You already worked in the broader sustainability space, e.g. as a sustainability consultant
  • You have worked with our target group before (Mittelstand, Automotive, Industrial Production)
  • You have a technical background (e.g. mechanical engineering)