Account Executive – Steuerkanzleien (m/w/d) | Field Sales Bayern, München

Pennylane SAS

5d • Hybrid

About The Position

As an Account Executive for tax advisory firms, you will win firms in your region for Pennylane, guiding prospects from the first conversation and product demonstration through to signature, often by meeting them in person. You will own regional revenue and work to make Pennylane the preferred platform for firms and their clients. You will use Pennylane’s proven French sales playbook, help adapt it to the German tax-firm market, and share what works in your territory. The role reports to the Team Lead Sales – Steuerkanzleien in Berlin.

The position is based from a home office in Munich, with travel to firms across Bavaria and Baden-Württemberg, including Munich, Augsburg, and Stuttgart. The German sales team meets in Berlin for two days approximately once a month. You will join two Account Executives already selling to tax firms in Germany. The hiring process consists of an initial conversation, an interview with the hiring team, a case study, a conversation with future AE colleagues, and a final interview with the Head of Sales; all stages are remote, with feedback after each round within 48 hours.

You will build a pipeline from approximately 50% self-generated outbound activity and 50% qualified inbound leads. You will conduct consultative discovery conversations, demonstrate the product in the context of firms’ and clients’ needs, manage multi-stage deals with multiple decision-makers through negotiation and signature, and hand over new firms to Customer Success for onboarding and ongoing support. Success is measured by regional revenue, the number of firms won and their clients actively using Pennylane, achievement of sales targets, and growth of regional market share. You will also contribute market knowledge to the sales playbook, product feedback, and Pennylane Germany’s go-to-market strategy.

Requirements

• At least two years of experience in consultative B2B sales of complex solutions, including multi-stage deals and multiple stakeholders.
• Enjoy in-person selling, including customer meetings, visits to tax firms, and regional industry events.
• Entrepreneurial mindset, drive to build a new market, and ownership of sales figures, CRM, and sales process.
• Active listening, a modest approach, and the ability to build trust with traditionally operated firms and communicate on equal terms with partners and tax advisers.
• Native-level German.
• Good English for collaboration with Paris.
• Live in Berlin or the surrounding area and be able to start at the earliest possible date.

Nice To Haves

• Experience with SaaS, tax-firm software, or fintech, ideally in a scale-up environment.
• Knowledge of the tax-firm market or the accounting/fintech ecosystem, including e-invoicing, GoBD, or daily tax-firm operations; alternatively, curiosity and ability to learn quickly.

Responsibilities

• Build a regional pipeline, generating approximately half through outbound outreach, LinkedIn, referrals, and industry events, and working qualified inbound leads for the remainder.
• Persist through initial rejections and maintain consistent prospecting activity.
• Conduct consultative discovery conversations with tax-firm owners and partners, understanding their client workflows and challenging the status quo.
• Deliver product demonstrations that show concrete benefits for firms and their clients rather than simply listing features.
• Manage multi-stage deals involving multiple decision-makers through objection handling, negotiation, and signature.
• Hand newly won firms over to the Berlin-based Customer Success team for onboarding and ongoing support.
• Develop promoter firms that can provide referrals.
• Keep Salesforce and sales forecasts reliably up to date.
• Own regional tax-firm revenue and work toward targets based on firms won and their clients actively using Pennylane.
• Grow Pennylane’s market share in the tax-firm segment in the region.
• Contribute market insights to the sales playbook, product feedback, and Pennylane Germany’s go-to-market strategy.

Benefits

• 30 days of annual leave.
• Attractive on-target earnings package consisting of base salary and uncapped variable compensation paid quarterly.
• Company equity.
• Home-office budget and monthly allowance for a coworking space in the employee’s city.
• Onboarding at the Paris headquarters and regular exchange with the French Firms team.
• Access to Busuu to improve English or French.
• Latest Apple equipment.
• Regular company events, including quarterly Tech Days, an annual company seminar, and team events in Berlin.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed