• Establish new contacts and excite potential customers about our products • Identify new business opportunities and actively acquire new customers through targeted (cold) prospecting • Research potential leads via CRM/databases, the internet, and social media • Use tender platforms, referrals, networks, and newsletters • Contact decision-makers by phone or through digital channels • Present solutions and build sustainable relationships • Work closely with colleagues from the technical team, field sales, and customer consulting • Document all activities in the CRM system and contribute to the development and improvement of sales processes

• Own the full sales cycle (with support). • Run discovery, demos, and closing conversations with mid-market and enterprise prospects. • Take inbound and founder-sourced leads and turn them into closed-won deals. • Partner closely with founders on early sales calls while ramping quickly to independence. • Qualify accounts, map stakeholders, and articulate ROI-driven business cases. • Move deals forward with clear next steps, urgency, and executive alignment. • Maintain accurate pipeline, forecasts, and deal notes. • Help refine messaging, ICP definitions, and qualification criteria based on real conversations. • Give tight feedback on objections, pricing, and why deals stall or close. • Collaborate with Product to relay customer needs and insights from the field. • Work with customers post-close to ensure a strong handoff and early value. • Identify expansion opportunities and help turn early customers into long-term accounts.

• As a Junior Account Executive (hybrid role), you will work closely with our Head of Sales and actively support the entire sales funnel, from market and target-customer analysis through outbound & inbound activities to pitches and proposal preparation. • Analyze new industries, target customers, and relevant stakeholders • Identify and prioritize target accounts (outbound & partner) • Independently conduct outreach in existing and new industries • Manage and qualify inbound leads • Prepare and, over time, independently conduct pitches • Maintain and develop our CRM (Pipedrive) • Collaborate closely with the product, science, and marketing teams • Support the development of sales processes and playbooks

• Generate, qualify, and close opportunities • Manage a full sales cycle • Deliver compelling demos • Engage executives and stakeholders to create urgency