Enterprise Account Executive, Pactum
Germany
Artificial intelligence for automating repetitive negotiations
Open for applications
Artificial intelligence for automating repetitive negotiations
21-100 employees
Open for applications
21-100 employees
Company mission
To help client businesses to prosper, freeing them up to focus on what matters.
Role
Who you are
- Have 5-8 years maximum of proven track record in enterprise sales and/or experience selling complex software solutions
- Have a thorough understanding of negotiating and sales techniques
- Have a deep understanding of B2B procurement process and you've previously worked with procurement clients
- Have proven success with prospecting, developing leads, managing complex sales-cycles, and closing deals
- Have experience working with AI, tech, or startups (preferably) and/or are happy to work for a startup
- Experience in data analytics, strategic sourcing, procurement and contract management applications
- Perform in a fast-paced and constantly changing environment
- Are good at building business relationships with various stakeholders from some of the biggest companies in the world
- Have excellent verbal and written communication skills, including the ability to create and deliver presentations tailored to the audience's needs
- Are self-sufficient and flexible. You don’t wait for someone to tell you what to do - you are comfortable with figuring out what are the problems worth solving and how to solve them
- Are resilient - you can deal with rejection and don’t mind having difficult conversations with people
- Are well organized and love to get things done. Going beyond your responsibilities if needed is a norm to you, and you expect this also from your teammates
- Are reliable and hungry for success - you deliver what you say and keep promises. Punctuality and meeting deadlines are a must to you. However, if something prevents you from doing that, you are always honest and find ways how to make things work
- Have a strong analytical mindset and you are able to prioritize to meet deadlines and close sales in a timely manner
- Are willing to travel as necessary
- Feel excited about the mission of Pactum and cannot wait to help grow the company and the product
What the job involves
- We’re looking for a passionate and resourceful Account Executive whose daily job is "logo hunting" and driving incremental revenue among Global 2000 companies
- You will be responsible for closing sales deals by managing the whole sales cycle starting from developing the initial interest, running the sales discovery, creating the business case, contributing to the price negotiations, and ending with closing the deal
- However, our team works unitedly, and going beyond our official responsibilities is a norm that each member of our team follows
- Use creativity in approaching global enterprises. This might involve coordinating with the business development team on target accounts, setting up account-based marketing campaigns, presenting at trade events, etc
- Guide the lead through the sales process involving building relationships, running discovery meetings, working on the use case, building a stakeholder map, organizing signing of NDA, etc
- Organize a discovery call with a subject matter expert, mapping requirements, and brainstorming applicability in different sections of the organization
- Organize signing of the MSA and SOWs. Supporting the onboarding process
- Post sale - support the enterprise team on delivering value and taking steps for upsell and cross-sell
Our take
Contract negotiation is a time-consuming and complex process, although discussion points are usually relatively uniform. Contracts concern data such as contract length, cancellation terms, and growth rebates, resulting in the negotiating process often becoming repetitive.
Recognizing this challenge, Pactum integrates with SAP, offering cutting-edge AI chatbot negotiations on the SAP Store. The solution address under-managed spend by automating and simplifying both competitive and single-source negotiations, enabling organizations to achieve better pricing, streamline processes, and enhance collaboration between buyers and suppliers.
Pactum envisions a future where its autonomous negotiation technology becomes integral to shaping efficient and cost-effective procurement processes globally. Positioned at the forefront of revolutionizing supplier relationship management, Pactum is set to contribute significantly to the ongoing transformation of procurement practices, leveraging AI and Chat technologies to meet the evolving needs of businesses.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 5 rounds)
Jul 2024
$20m
SERIES B
Dec 2022
$20m
EARLY VC
Total funding: $55.2m
Company benefits
- Flexible Work Schedule: Work wherever, whenever!
- Team Bonding: Take some time away from the daily grind via happy hours, activity committees, and cross-functional coffee chats with your fellow Pactonians
- Generous National Holidays:
- Unlimited Vacation Time:
- Medical, Dental, and Vision Coverage: U.S. company program and EU / LATAM government programs.
- Company Equity: Have some skin in the game to share in our success
- Office Setup Stipend for Remote Employees: We cover what you need to do your best work
- Co-Working Allowance: Find a boost of inspiration with a change of scenery
- Off-Site Retreats: Get off the video chat and get into real life
- Paid Parental & Medical Leave: U.S. company program and EU / LATAM government programs
Company values
- Embrace uncertainty with resilience
- Practice blameless problem-solving
- Step out of your swim lane, roll up your sleeves, and strive for the win as a team
- Be authentic and transparent by speaking the truth with respect
- Share your passion and dare to be bold
Company HQ
Old Mountain View, Mountain View, CA
Articles
Leadership
Kaspar Korjus
(CPO)Having studied at Lancaster University, they worked for TeliSonera as a Business Manager for 3 years before joining e-Residency as MD. They co-founded Pactum in February 2019.
Kristjan Korjus
(CTO)After a Ph.D. in Computer Science, they spent almost 4 years at Starship Technologies. They left their position as Head of Data in August 2019 to co-found Pactum.
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