Account Executive

Avian

37d • Remote

About The Position

AVIAN is seeking its first remote Account Executives in Germany to join its founding sales team. The company provides Swiss-engineered infrared cameras and AI monitoring to detect abnormal heat in industrial facilities, preventing fires and unplanned downtime. The system has a proven track record in industries like wood processing, recycling, and paper, and is expanding into data centers and battery storage. The Account Executive will be responsible for scaling the company towards $10M+ ARR by managing the full sales cycle, building their own pipeline, developing business cases, and nurturing customer relationships for expansion. Success in the first year involves closing new customers and expansions, self-sourcing pipeline, turning initial sites into proof points, and planning for account-wide standardization. The role requires a candidate who has closed complex B2B deals, can build their own pipeline, grow accounts over time, understand operational buyers, and is structured and based in Germany with a willingness to travel.

Requirements

• Proven experience closing complex B2B deals with multiple stakeholders and negotiation.
• Consistent track record of hitting or beating sales quota.
• Experience building own pipeline, including cold outreach and self-sourcing leads.
• Ability to grow accounts over years, not just quarters.
• Skill in reading and understanding operational buyers (plant managers, maintenance leaders, safety directors).
• Structured approach with clean CRM usage, honest forecasting, disciplined next steps, and strong follow-up.
• Based in Germany and ready to travel to customer sites, trade shows, and team meetings.
• Experience selling into plants and facilities.

Nice To Haves

• Experience in fire protection, industrial automation, condition monitoring, predictive maintenance, machine vision, safety tech, or insurance loss control.
• Experience selling in AVIAN's core verticals (wood processing, recycling, paper).
• Experience rolling out a solution across multiple sites of one customer.
• Established relationships with insurers, brokers, integrators, or OEMs that can open doors.

Responsibilities

• Manage the full sales cycle: discovery, demo, site visit, ROI case, proposal, negotiation, and close for new ARR and expansion deals.
• Prospect directly into plant managers, maintenance and reliability leaders, safety leaders, and executives at high-risk facilities.
• Develop business cases by translating operational pain points (downtime, equipment damage, inventory loss, insurance requirements) into financial arguments.
• Nurture customer relationships post-signature to drive account growth and expansion.
• Provide feedback to marketing, product, and implementation teams based on market learnings.
• Land initial deals, typically at a single site or a high-risk area within it.
• Stay close to customers through installation and initial monitoring to prove value.
• Expand coverage within a site as trust builds and early successes accumulate.
• Expand across an account by working upward to corporate operations, safety, and risk, and outward to other sites.
• Document successful sales strategies and processes to aid future hires.

Benefits

• Competitive base salary plus uncapped variable compensation.
• Equity ownership as a founding commercial team member.
• Direct access to the CEO, leadership team, and founders with influence on pricing, pitch, and go-to-market strategy.
• A product that addresses urgent customer needs (fire risk, downtime).
• Flexible, high-trust working model.
• International, customer-obsessed team.

What This Job Offers

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