Growth Account Executive, Startups
Owns a high-volume sales portfolio of AI-native startups across EMEA, guiding founders and technical leaders through Claude adoption, expansion, and responsible deployment. Requires 5+ years of SaaS or cloud sales experience, strong quota performance, and credible fluency in APIs and AI/ML use cases.
About the job
Responsibilities
- Own a high-volume book of startup accounts, managing the full sales cycle from prospecting and qualification through close and expansion.
- Build trusted relationships with founders, technical leads, and early go-to-market teams, acting as a strategic advisor on AI adoption.
- Drive rapid time-to-value by helping startups identify and execute high-impact AI use cases with Claude.
- Develop and execute territory and account plans that prioritize high-potential startups within the EMEA ecosystem.
- Collaborate with Solutions Engineering, Developer Relations, and Customer Success to deliver a seamless customer experience.
- Partner with the venture capital and accelerator ecosystem to source pipeline and build presence within the startup community.
- Identify product feedback and emerging trends across the startup customer portfolio, advocating internally for the startup segment.
- Manage accurate forecasting and pipeline hygiene, using data to optimize the sales motion.
Requirements
- 5+ years of experience in SaaS or cloud/infrastructure sales, with a strong track record of meeting or exceeding quota.
- Experience managing a high-velocity sales cycle with multiple concurrent opportunities.
- Experience engaging founders and technical decision-makers at early-stage and growth-stage companies.
- Strong commercial instincts and ability to assess startup potential and tailor sales approaches.
- Technical understanding sufficient for credible conversations about APIs, integrations, and AI/ML use cases.
- Excellent written and verbal communication skills.
- Self-starter mentality with a bias toward action, experimentation, and continuous improvement.
- Bachelor's degree or equivalent combination of education, training, and experience.
Nice-to-haves
- Experience selling developer tools, APIs, cloud infrastructure, or AI/ML platforms.
- Familiarity with consumption-based or usage-based pricing models.
- Relationships within the EMEA startup and venture capital ecosystem.
- Understanding of AI/ML, large language models, and generative AI trends.
- Experience working at or selling into high-growth startups.
- Experience partnering with accelerators, incubators, or VC portfolio programs.
Compensation and benefits
- Annual OTE compensation: €155.000–€205.000 EUR.
- Hybrid policy: staff are expected to work from an office at least 25% of the time; some roles may require more.
- Visa sponsorship may be available.
- Benefits include competitive compensation, optional equity donation matching, generous vacation and parental leave, flexible working hours, and office collaboration space.
Skills
SaaS, Cloud Infrastructure, APIs, AI/ML, Generative AI, LLMs, Developer Tools, Consumption-Based Pricing, Sales Forecasting, Pipeline Management
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