Berlin-based · Full-time · m/f/d

🔥 Why You’ll Make a Difference

Plato is building the AI Operating System for Distributors - and sales is how this technology reaches the backbone of the global economy.

As an Account Executive, you take full ownership of customer relationships and revenue. You guide wholesalers through complex, consultative buying journeys, translate operational pain into clear ROI, and close deals that fundamentally change how these businesses operate.

This is a senior, high-ownership role with real impact. You’ll work closely with SDRs, the Growth Lead, and the founders to shape our go-to-market motion, close meaningful deals, and help define how an entire industry adopts AI.

🚀 What You’ll Be Working On

Full-Funnel Deal Ownership

• Own your pipeline end-to-end: from first discovery call to contract signature.

• Close new business across all deal sizes, from fast-moving SMBs to larger, more complex accounts.

• Run discovery, product demos, negotiations, and pricing discussions with owners and executives in wholesale distribution.

Consultative Selling & Deal Execution

• Act as a trusted advisor by deeply understanding customers’ operational workflows, data, and decision-making processes.

• Translate customer pain into compelling business cases and ROI narratives that clearly demonstrate Plato’s value.

• Manage multi-stakeholder buying processes, handle objections, and drive deals to close with structure and urgency.

• Position Plato as the intelligence layer of the modern wholesaler - not a point solution.

Pipeline, Forecasting & GTM Collaboration

• Build and maintain a healthy, predictable pipeline in close collaboration with SDRs.

• Provide clear feedback to improve lead quality, messaging, and outbound strategies.

• Partner with Marketing and Growth on targeted campaigns, account-based plays, and market expansion initiatives.

• Participate in key executive conversations together with founders when needed.

Customer Insight & Product Feedback

• Collect and structure feedback from prospects and customers to inform product development and GTM strategy.

• Help refine ICP definitions, pricing logic, and packaging as we scale across Germany and Europe.

• Represent the voice of the customer internally to ensure we build what the market truly needs.

Sales Excellence & Modern Tooling

• Maintain strong CRM hygiene, accurate forecasting, and disciplined pipeline management.

• Continuously improve sales playbooks, deal frameworks, and internal processes.

• Leverage modern tooling and AI-assisted workflows to accelerate research, deal preparation, personalization, and follow-ups, raising both efficiency and deal quality.

🏅 What You Bring Along

Must-Haves

• 2+ years of experience closing B2B SaaS deals as an Account Executive or in a hybrid Growth role.

• Proven track record of owning pipeline and consistently closing new business.

• Strong consultative selling skills with confidence in executive-level conversations.

• Experience working with CRM systems and structured sales processes.

• Entrepreneurial mindset: you take ownership, move fast, and thrive in ambiguity.

• Native German (non-negotiable) and fluent English.

Nice-to-Haves

• Experience selling into industrial, wholesale, or operationally complex SMB environments.

• Exposure to longer, non-transactional sales cycles.

• Interest in AI-driven products and data-heavy workflows.

💙 What We Do at Plato

Plato is building the digital backbone of the global trade economy. Starting with the $53T wholesale distribution industry, we empower the modern wholesaler to connect people and data in a single analytics and workflow hub. By leveraging data science and AI, we automate workflows and combat labor shortages, making SMB wholesalers competitive with large corporations.

🎯 Why We Exist

Wholesale is one of the last massive industries still operating on gut feeling and legacy tools. Our founders come from a wholesale family and built Plato to modernize how distributors operate, creating a new category of software: the AI Operating System for Distributors.

💫 What Plato Offers You

• A senior, revenue-critical role in a top-tier VC-backed AI startup defining a new software category.

• High autonomy and close collaboration with leadership and the founders on GTM, pricing, and strategy.

• Clear progression path into Senior AE or Growth Leadership roles.

• Competitive compensation with strong commission upside.

• A collaborative, ambitious in-office culture in Berlin with regular team events.

We are excited to hear from you!

Sophie & Benedikt