About the role
Your responsibilities
Plato is entering one of the largest untapped markets in B2B software and excellent selling is at the center of unlocking it. As Account Executive, you will drive and scale our go-to-market engine from the ground up, combining classic B2B sales excellence with modern growth tactics. In this role you will:
* Own and exceed your personal revenue target through a value-driven, consultative sales process from discovery to close. * Shape how great outreach, discovery, and deal execution look at Plato. Share your playbooks, call frameworks, and ICP definitions, and be the benchmark for the people around you. * Design, run, and evaluate experiments across channels (email, LinkedIn, events, targeted sequences). Test and refine ICPs, messaging, and commercial motions through rapid feedback loops. Partner with founders to shape our GTM model as we expand across Europe. * Join high-stakes conversations with executives and owners in the wholesale sector. Support negotiations, build business cases, remove deal risks, and increase win rates through structured sales play. * Drive long-term customer partnerships: Collaborate with customer success and product teams to guide pilot customers through onboarding, define measurable success criteria, achieve consistent value realization and convert pilots into multi-year commercial contracts. * Support Plato in expanding into new markets: Identify and prioritize new industries, geographies, and ERP ecosystems with strong product-market fit. Design and support executing go-to-market experiments to scale Plato’s presence and establish early market entry in key verticals.
Your qualifications
* 3+ years of experience in B2B SaaS sales, ideally in a closing AE or hybrid Growth role. * Track record of consistently exceeding quotas and building pipeline through experimentation and structured outbound. * Experience selling into mid-market or enterprise customers with non-transactional cycles. * Strong communicator with the ability to present value to C-level leaders and business owners. * Familiar with CRM systems, outreach tooling, and data/AI-enabled workflows. * Entrepreneurial mindset: you take ownership, thrive in ambiguity, and drive initiatives end-to-end. * Native German speaker (non-negotiable) and fluent in English.
Why us?
* Real ownership. You own your pipeline from discovery to close and help shape how Plato sells as we expand across Europe. * Work directly with our CEO on how we sell, from ICP and messaging to expanding into new markets across Europe. * Top-of-market compensation, plus meaningful equity. * Close to the founders at a fast-growing AI startup backed by Atomico and Cherry Ventures ($14.5M seed). * Great team, great perks. Weekly team lunches, dinner on us when we work late, a sports membership and regular team events.