Account executive for Steuerkanzleien

As an Account Executive (m/f/d) – Tax Firms, you win tax firms in your region for Pennylane – from the first conversation through the demo to the signature, often in person at the firm. You own the revenue in your region and make Pennylane the preferred platform there for firms and their clients. In France, Pennylane became the market leader in this segment within five years. You take the proven French playbook, develop it with the team for the German tax-firm market, and share what works in your region.

• You build your pipeline: around 50% comes from your own outbound – cold outreach, LinkedIn, referrals, industry events – and the other half from qualified inbound leads. You keep going, even when the first answers are no.
• You lead consultative discovery conversations with firm owners and partners, understand their workflows with clients, and challenge the status quo.
• You showcase Pennylane in the day-to-day work of tax firms: demos that show the specific value for the firm and its clients, not the feature list.
• You manage multi-stage deals with several decision-makers through to signature – including objection handling and negotiation.
• You hand over won firms to our Customer Success team in Berlin, which takes over onboarding and support, build promoter firms that can provide referrals, and keep Salesforce and the forecast reliably up to date.
• You are responsible for revenue from tax firms in your region – measured by the number of firms won and the clients who actively use Pennylane through those firms.
• You consistently meet your sales targets and grow Pennylane's market share in the tax-firm segment in your region.
• You contribute your market knowledge to Pennylane Germany's playbook, product feedback, and go-to-market strategy.

• You have at least two years of experience in consultative B2B sales of complex solutions – multi-stage deals, multiple stakeholders – ideally with SaaS, tax-firm software, or fintech, and preferably in a scale-up environment.
• You enjoy selling in person: customer meetings on site, visits to tax firms, and industry events in your region are part of the role for you – not just phone and video calls.
• You think entrepreneurially, have the drive to build a new market, and take ownership of your numbers, your CRM, and your process.
• You listen actively, come across as humble, and build trust with traditionally minded tax firms – on an equal footing with partners and tax advisors.
• Native-level German, good English for working with Paris – and you live in Berlin or the surrounding area and can start as soon as possible.
• Будет плюсом: A plus: You know the tax-firm market or the accounting/fintech ecosystem (e-invoicing, GoBD, day-to-day work at tax firms) – or are curious and able to get up to speed quickly

• Berlin, hybrid: office in Berlin, work from home, and customer appointments in your region.
• Start as soon as possible – you will join during Pennylane Germany's founding phase.
• 30 days of vacation per year.
• An attractive OTE package: fixed salary plus uncapped variable compensation, paid quarterly.
• You receive company shares so you can benefit from the success you build together with us.
• You receive a budget for your home office and a monthly allowance for a coworking space in your city.
• Onboarding at the Paris HQ, regular exchanges with the French Firms team, and access to Busuu to perfect your English or French.
• You receive the latest Apple equipment.
• We value regular get-togethers such as our Tech Days (every 3 months) or our annual company seminar – plus team events in Berlin.