Senior Enterprise Account Executive - DACH market

Giskard; Paris; Hybride; EUR 60 000 - 75 000; Plein temps

Résumé du poste

Giskard recherche un Enterprise Account Executive pour soutenir la croissance de sa startup dans le domaine de l'IA. Le rôle implique de travailler avec des décideurs tiers et d'évaluer des agents génératifs de l'IA, avec un accent sur des ventes ARR à des grandes entreprises du secteur DACH. En plus d'un bon salaire, des options d'équité et un package de santé complet sont offerts.

Prestations

Kit de bureau à distance

Plan de santé complet

Parts d'équité

Qualifications

• 5 ans d'expérience en vente de logiciels dans des entreprises B2B en forte croissance.
• Expérience avec des ventes ARR à des grandes entreprises du secteur DACH.
• Capacité à engager des discussions techniques avec des équipes d'ingénierie GenAI.

Responsabilités

• Générer des opportunités en construisant un pipeline et en prospectant des comptes stratégiques.
• Diriger des qualifications et des démonstrations de produits auprès des grandes entreprises.
• Gérer des cycles de vente complexes et fournir un retour d'information au produit.

Connaissances

Communication verbale et écrite

Vente consultative

Résolution de problèmes

Curiosité pour l'industrie de l'IA

Outils

Outils de prospection

Outils CRM

Description du poste

At Giskard, we champion the vision of Responsible AI—ensuring that AI enhances business performance while upholding citizens' rights. To fulfil this mission, we are building a comprehensive testing platform for AI professionals to evaluate the quality & security of Generative AI agents powered by Large Language Models (LLMs).

Since 2021, we've been building based on open-source foundations (4.6K stars on GitHub) and pushing the frontier of AI Safety & Security research, to help major customers secure their GenAI agents, including BPCE, SG, AXA, Michelin, and more.

Company track record

In 2022, we raised our first round of 1.5 million euros, led by Elaia, with notable angel investors including Hugging Face's CTO and Mistral AI's co-founder. To read more about this fundraising, you can read our announcement.

In 2023, we received a strategic investment from the European Commission to build a SaaS platform to automate compliance with the EU AI Act. You can read more here.

In 2024, we won a 3 M€ grant from Bpifrance to lead research in evaluation & mitigation for LLMs, in a collaborative consortium with Mistral AI, Artefact, INA and BnF. You can learn more here.

Role

As one of the Giskard's first Enterprise Account Executives, you will play a pivotal role in scaling our early-stage startup within large enterprises across diverse industries. We are looking for a seasoned sales professional with a strong history of closing high-value ARR deals with sophisticated IT, AI or Data Science teams.

You will be engaging with CDOs, CTOs, Heads of AI, AI/ML Engineers, and Compliance Leaders, guiding them through the business & technical challenges of LLMs agents evaluation.

Missions

Reporting to the Head of Sales, your key responsibilities will include (but are not limited to):

- to drive pipeline generation by building and maintaining pipeline coverage to meet revenue goals. This includes strategic account-based prospecting, working with inbound leads, collaborating creatively with partners and the ecosystem, and leveraging trade fair and events.

- to lead qualification and demos: deliver compelling product demonstrations and presentations tailored to the unique challenges of large enterprises while continuously educating them on the business value of Giskard's enterprise solution.

- to develop trusted advisor relationships with Gen AI leaders and experts ensuring they understand the depth of Giskard's value proposition.

- to manage complex deal cycles, often involving multi-stakeholder procurement processes, security reviews, and legal negotiations.

- to provide feedback to the product team, helping to shape the roadmap with insights from the field.

- to maintain visibility on pipeline health and revenue forecasts in our CRM

- in general, to take full ownership of the entire sales cycle while proactively leveraging top management’s support when needed.

• Fluent in German and in English.
• Minimum of 5 full years of experience in software sales at fast-growing B2B tech companies, focused on hunting, carrying quotas and with consistent performance.
• You must have sold high-value ARR deals to several large corporations headquartered in the DACH region, utilizing a consultative selling approach.
• Comfortable engaging in technical discussions with GenAI engineering teams.
• Excellent verbal and written communication skills
• Ability to learn & deliver fast, and to be a coachable sales professional.
• Creative mindset to stand out from the crowd in your prospection activities and problem-solver to unblock deals stuck in the pipeline.
• Experience in using prospection and CRM tools. Bonus points for experience with revenue intelligence or developer intent tools.
• Curious about the AI industry and its role in our society.

You can be based anywhere in Europe but must be able to travel to our Paris HQ at least once per month (1-3 days). You must hold a valid EU work permit.

Recruitment process :

• HR Fit interview: 15 minutes
• Manager Fit interview: 30 minutes
• Case study exercise : to be completed within 10 days
• Case study interview: 45 minutes
• Reference calls with 2 people
• Final interview: 45 minutes

We valuediversity, equity, and inclusivity. Giskard is an equal opportunity employer. We do not discriminate on the basis of race, religion, color, origin, gender, sexual orientation, age, marital status, veteran, or disability status.

We areremote-flex. We value productivity and work/life balance. We offer a remote office kit to all full-time employees: a MacBook computer, external monitor, keyboard, mouse, etc. We also offer a very completehealth insurance plan.

All full-time employees are granted an equity package. We want to include everyone in the adventure and make it a collective win.

Salary: €60K - €75K per year (gross) + an attractive variable component + 0.1% equity.