Account Executive – Steuerkanzleien (m/w/d) | Field Sales NRW, Düsseldorf

Pennylane SAS

5d • Hybrid

About The Position

Pennylane is hiring an Account Executive to win accounting firms in the NRW region, taking prospects from the first conversation through a product demo to signing, often in person at the firm. The role owns regional revenue and is responsible for making Pennylane the preferred platform for accounting firms and their clients. The Account Executive will apply Pennylane’s established French sales playbook, adapt it with the team for the German accounting-firm market, and share insights on what works locally. The position reports to the Team Lead Sales – Steuerkanzleien in Berlin. The work is based from a home office, with customer visits across NRW, including Düsseldorf, Cologne, and the Ruhr area. The German sales team meets in Berlin for two days about once a month. The role joins two Account Executives already selling to accounting firms in Germany.

The Account Executive builds and manages a regional pipeline, conducts consultative discovery and tailored demonstrations, and leads multi-stakeholder sales processes through negotiation and signature. After closing, the role hands firms over to the Berlin-based Customer Success team, develops customer advocates for referrals, and maintains reliable Salesforce and forecast records. Success is measured by revenue from accounting firms in the region, newly won firms and the clients actively using Pennylane through those firms, consistent achievement of sales targets, and regional market-share growth. The role also contributes market knowledge to the sales playbook, product feedback, and Pennylane Germany’s go-to-market strategy.

The position is intended for someone with at least two years of consultative B2B sales experience selling complex solutions, preferably SaaS, accounting software, or fintech. In-person customer meetings, firm visits, and industry events are part of the job. Candidates should be entrepreneurial, take ownership of their performance and sales process, and be able to build trust with traditionally oriented firms. Native-level German and good English are required. The posting says the candidate should live in Berlin or the surrounding area and be able to start as soon as possible.

Pennylane offers 30 days of annual leave, an attractive OTE package consisting of base salary and uncapped variable compensation paid quarterly, company equity, a home-office budget, a monthly coworking-space allowance, onboarding at the Paris headquarters, regular exchange with the French Firms team, access to Busuu, and the latest Apple equipment. The company also holds regular events, including quarterly Tech Days, an annual company seminar, and team events in Berlin.

Requirements

• At least 2 years of experience in consultative B2B sales of complex solutions, including multi-stage deals and multiple stakeholders.
• Enjoys in-person selling, including customer appointments, accounting-firm visits, and regional industry events.
• Entrepreneurial mindset and drive to build a new market, with ownership of sales figures, CRM, and sales process.
• Active listening, a modest manner, and the ability to build trust with traditionally oriented accounting firms and engage on equal terms with partners and tax advisers.
• Native-level German.
• Good English for collaboration with Paris.
• Lives in Berlin or the surrounding area and can start as soon as possible.

Nice To Haves

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

Responsibilities

• Build a regional sales pipeline, sourcing approximately 50% through personal outbound activity such as cold outreach, LinkedIn, referrals, and industry events, with the remainder from qualified inbound leads.
• Conduct consultative discovery conversations with accounting-firm owners and partners to understand their workflows and challenge the status quo.
• Demonstrate Pennylane in the context of an accounting firm’s and its clients’ day-to-day needs, focusing on practical value rather than a feature list.
• 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 revenue and achieve sales targets, growing Pennylane’s share of the accounting-firm market 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 OTE package with base salary and uncapped variable compensation paid quarterly.
• Company equity.
• Home-office budget.
• Monthly allowance for a coworking space in the candidate’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 and an annual company seminar, plus team events in Berlin.

What This Job Offers

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