Account executive in B2B

Urbify Technologies GmbH; Berlin; On-site; EUR 90,000 - 140,000; Full time

Benefits offered by this job

Office in Kreuzberg

Direct access to Management

Transparent targets & commission model

Job summary

Urbify Technologies GmbH ищет специалиста по B2B продажам для развития и закрытия крупномасштабных сделок в Берлине. Вы будете формировать стратегии и бизнес-кейсы, вести переговоры с руководством клиентов и координировать работу кросс-функциональных команд из Operations, Product и Management.

Кандидат должен иметь опыт работы на рынках логистики/техноллогий и подтвержденные результаты в продажах со сложными структурами закупок.

Qualifications

• Требуется несколько лет опыта в сложных B2B продажах и закрытии сделок с длительным циклом
• Умение общаться и вести переговоры на уровне руководства и лиц, принимающих решения
• Понимание buying centers, бюджетного утверждения и закупочных процедур

Responsibilities

• Вы отвечаете за стратегически важные и сложные B2B возможности.
• Вы выстраиваете прочные отношения с лицами, принимающими решения и другими заинтересованными участниками.
• Вы управляете циклами продаж с участием нескольких участников и долгим принятием решений.
• Вы проводите детальные discovery- беседы и формируете понимание бизнес-целей клиента.
• Вы разрабатываете бизнес-кейсы и индивидуальные концепции решений.
• Вы переводите сильные стороны Urbify в измеримую ценность для клиента.
• Вы координируете работу внутренних специалистов из Operations, Product и Management.

Skills

Complex B2B sales

Long sales cycles

Stakeholder negotiation

Strategic sales opportunities

Independent & accountable

Pipeline management

Forecasting clarity

German fluency

English negotiation

Job description

Описание

Urbify stands for ultra-fast, secure and convenient end-customer deliveries of particularly sensitive goods. With our own technology and operational delivery network, we enable our partners to make reliable same- and next-day deliveries in more than 120 cities in Germany and Austria. Our customers include established companies in pharma, food, fashion and e-commerce. They trust Urbify when speed, precision and a reliable customer experience are crucial.

Задачи

• You are responsible for strategically important and complex B2B opportunities.
• You develop strong relationships with decision-makers and other relevant stakeholders.
• You manage sales cycles involving multiple participants, dependencies and long decision-making processes.
• You conduct comprehensive discovery conversations and develop a thorough understanding of the customer’s business goals.
• You develop robust business cases and tailored solution concepts.
• You translate Urbify’s operational and technological strengths into measurable customer value.
• You coordinate internal specialists from Operations, Product and Management.
• You guide customers through procurement, legal, data protection and, where applicable, technical reviews.
• You negotiate scope of services, prices, contract terms and commercial conditions.
• You develop mutual closing plans with responsibilities, milestones and binding next steps.
• You manage your pipeline and provide realistic forecasts.
• You identify risks early and develop concrete measures to advance sales opportunities.
• You contribute your own ideas to the development of our go-to-market approach and sales processes.
• You support less experienced colleagues through sparring, feedback and sharing proven methods.
• You ensure a structured handover to the downstream teams after contract signing.
• You gain access to the relevant decision-makers at strategic target customers.
• Your opportunities have a well-founded need, a realistic decision-making process and clear next steps.
• You keep complex sales processes active and manageable over many months.
• Your forecasts are transparent and realistic.
• You win economically attractive customers who are a good long-term fit for Urbify.
• Your experience improves not only your own results but also the way the entire Commercial team works.

Требования

• You have several years of proven experience in complex B2B sales.
• You have successfully closed sales processes with longer sales cycles and multiple stakeholders.
• You can communicate and negotiate confidently at management and decision-maker level.
• You understand how buying centers, budget approvals and formal procurement processes work.
• You develop sales opportunities strategically and do not rely solely on a single point of contact.
• You can combine business, operational and technical requirements into a compelling business case.
• You work independently, take responsibility and create clarity even when structures are incomplete.
• You maintain your pipeline and forecast not as an administrative obligation, but as a basis for good decisions.
• You speak fluent German and are proficient in English at a negotiation level.

Будет плюсом

• Experience in logistics, retail, e-commerce, technology, SaaS or selling complex services is an advantage

Условия

• Responsibility for strategically relevant customers and sales processes
• Direct influence on the further development of our Commercial team
• A visible connection between your deals and the company’s development
• Transparent targets and an easy-to-understand commission model
• Direct access to Management
• Short decision-making processes and room for your own entrepreneurial decisions
• Close collaboration with Operations and Product
• The opportunity to help shape standards, processes and our go-to-market approach
• A strong office culture in our office in Kreuzberg
• Regular professional sparring in a small, ambitious team