Lead Enterprise Account Executive, Culture Amp
Berlin
+ Employee Share Options Program
2 days a week in office
Platform for staff surveying & analytics
Be an early applicant
Platform for staff surveying & analytics
501-1000 employees
Be an early applicant
+ Employee Share Options Program
2 days a week in office
501-1000 employees
Company mission
To build a better world of work by making the power of people analytics accessible to everyone.
Role
Who you are
- 5-7+ years of sales experience (closing) with a focus on either new or expansion (or both) driven revenue targets
- Proven experience in the SaaS space, particularly within HR Tech or related fields
- Strong ability to identify and self-source both new and expansion opportunities, employing innovative strategies
- Exceptional executive presence with polished presentation and communication skills, particularly when engaging with VP and C-suite executives
- Experience building and navigating relationships within Enterprise environments
- Familiarity with sales methodologies, such as MEDDPICC, and a solid understanding of deal stage progression
- Proficiency in leveraging data for decision-making and influencing others
- Skilled in assessing business opportunities and understanding diverse buyer personas
- Proven track record in orchestrating the closure of business deals with a clear understanding of customer needs
- Experience coordinating cross-functional teams (Solution Consulting, Security, Legal) through complex sales cycles
- Fluency in German
- Research shows that candidates from underrepresented backgrounds often don't apply for roles if they don't meet all the criteria – unlike majority candidates meeting significantly fewer requirements
- We strongly encourage you to apply if you’re interested: we'd love to know how you can amplify our team with your unique experience!
What the job involves
- This role bridges the responsibilities of acquiring new customers and fostering growth within an existing book of business
- As a consultative, strategic advisor, the Enterprise Account Executive will leverage deep product knowledge, customer insights, and a results-driven approach to drive new business acquisition (70%) while ensuring customer retention and expansion (30%)
- The role amplifies Culture Amp’s mission by creating impactful partnerships and delivering measurable ROI to clients
- New Business Acquisition (70%)
- Proactively identify and engage potential customers through a mix of outbound calls, emails, LinkedIn, and attendance at marketing events (virtual and in-person)
- Creation of specific points of view (POV’s) on their identified ‘lighthouse accounts’
- Run tailored product demonstrations for People Leaders, establishing credibility and highlighting Culture Amp’s competitive differentiators
- Build and manage a robust sales pipeline, expertly guiding prospects through the sales process from discovery to close
- Develop and present compelling business cases for prospects to adopt Culture Amp’s platform, leveraging insights and ROI calculations
- Collaborate with internal stakeholders (e.g., legal, procurement, and security teams) to remove barriers and streamline deal closure
- Maintain accurate pipeline and forecasting data in Salesforce and other tools to meet quarterly new business quotas
- Customer Retention & Expansion (30%)
- Serve as a trusted advisor for existing customers, driving retention by proactively identifying risks and implementing tailored mitigation plans
- Creation of tailored Account Plans that help serve as a north star for the GTM functions
- Conduct regular strategic reviews, leveraging data-driven insights to uncover expansion opportunities and optimize customer engagement with the platform
- Build a sustainable pipeline of upsell and cross-sell opportunities, converting them into closed-won deals to achieve expansion targets across a rolling 6 month period
- Establish multi-threaded relationships with key stakeholders, fostering deeper connections to ensure long-term loyalty
Our take
The so-called ‘Great Resignation’ highlighted what top companies have understood for years - that perhaps even more important than technology or branding, a company’s most valuable asset is its people. Culture Amp is an HR tech startup helping companies protect and enhance that value.
From its start as a survey platform, Culture Amp has grown to encompass analytics for managers, like turnover prediction and team goal tracking. It differentiates itself through a team of “People Scientists" - organizational and behavioral psychologists who design surveys, work in its product team as analysts and serve as consultants for clients.
Culture Amp's unique insights have made major impacts inside boardrooms globally, but lately the company has seen slowing growth and persistent losses (as workplaces shift from culture and DEI). Despite this, the founder and former CEO insists the Unicorn is in a great place to continue pushing its mission, even in this more difficult economic environment.
Freddie
Company Specialist at Welcome to the Jungle
Insights
6% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Jul 2021
$100m
SERIES F
Sep 2019
$86.1m
SERIES E
Total funding: $283.4m
Company benefits
- MacBooks for you to do your best work
- Share Options - it’s important to us that everyone is an owner and can share in our success
- Medical insurance - for you and your family so you can feel safe in these uncertain times
- Excellent parental leave and in work support programme, - for those families to be
- Flexible working schedule - where we can, let’s make work, work for you
- Fun and inclusive digital, and (in the future) in-person events
- Work from home opportunities
Company HQ
London, UK
Leadership
Didier Elzinga
(Co-Founder & Executive Chairman)Former CEO of the company. Previously Advisor at Centor for 9 years and Non-Executive Director at Tourism Australia for 4 years.
Douglas English
(Co-Founder & CTO)Previously Solutions Architect at National Australia Bank for 5 years and Information Specialist at EDS for 1 years.
Rod Hamilton
(Co-Founder & Board Member)Former CPO of the company. Previously Principal Consultant at Unico for 4 years and Consultant at Accenture for 4 years.
Caroline Rawlinson
(CEO)Began as Chief Financial and Operational Officer in 2024, becoming CEO in 2026. Previously CFO then COO of MYOB, CFO at Trade Me and Formica Asia.
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