Account Executive (m/f/d)

About us: 

CALIMA is a Berlin-based B2B SaaS startup with a mission to make workplace safety simpler, more reliable, and more effective through digital and innovative solutions. Our software helps companies ensure that employees working alone receive assistance quickly in an emergency. CALIMA is already used by over a thousand companies and protects thousands of employees every day.

‍

We are a small, ambitious team with high standards for quality. We take a pragmatic, product-focused approach with quick decision-making processes. We are looking for people who don’t just go through the motions, but who take ownership, contribute ideas, and actively improve our processes.

‍

The market is evolving at a rapid pace: Companies are digitizing their workplace safety processes, the proportion of lone workers is growing, and regulatory requirements are becoming increasingly stringent. As a result, demand for digital solutions such as CALIMA is steadily rising.

Your role:

CALIMA is growing, and more and more companies are choosing our digital emergency system. To further drive our growth, we are looking for an ambitious Account Executive (m/f/d) who can successfully close deals with qualified inbound leads.

We have achieved product-market fit, and our sales processes are well-established. Now we want to further improve our close rates and scale our sales operations sustainably.

You’ll be selling our software to companies in the energy, manufacturing, logistics, construction, and social services sectors. Our deals are in the low four-figure ARR range, with short sales cycles for inbound leads and a high volume of closed deals.

You’ll handle inbound inquiries independently, from the initial conversation through to closing the deal. On the outbound side, our SDR team pre-qualifies leads and hands the opportunity over to you for a demo. That way, you can focus on what you do best: closing deals.

Your tasks:

New Business Sales – Inbound & Outbound

• Independent management of inbound leads throughout the entire sales cycle, from the initial inquiry to the signing of the contract
• Taking over the outbound opportunities qualified by the SDR team and managing them through to closure
• Conducting discovery calls, product demos, and sales meetings
• Structured Qualification of Potential Customers Using the BANT Framework
• Preparing proposals and conducting price and contract negotiations
• Efficient management of a large number of parallel sales opportunities with a focus on conversion, speed, and closing deals
• Consistent follow-up on open sales opportunities and reactivation of potential customers
• Responsibility for achieving your individual revenue and ARR goals

Account Growth & Revenue

• Identifying and Capitalizing on Upselling Opportunities with Small and Medium-Sized Existing Customers
• Expanding existing customer contracts through additional licenses, new locations, or appropriate enhancements

Sales Excellence & Process Optimization

• Consistent use of HubSpot to manage and prioritize your sales opportunities
• Maintaining a reliable sales pipeline and creating realistic forecasts
• Analysis of completion rates, customer feedback, and conversion barriers
• Close collaboration with SDR, Head of Sales, Customer Success, and Marketing
• Active involvement in shaping and continuously improving our sales processes

What you bring with you:

• B2B SaaS Experience: Several years of experience as an account executive, ideally in an established SaaS sales organization with structured sales processes and clear sales goals.
• Proven sales success: Experience with high deal and closing volumes, comparable contract values, and a track record of consistently meeting or exceeding your sales targets.
• Closing Ability: You confidently guide inbound and outbound deals through the discovery, demo, and negotiation phases all the way to closing.
• Structured approach to work: You prioritize sales opportunities efficiently, work independently, and have experience in pipeline management, forecasting, and using CRM systems—ideally HubSpot.
• Language skills: Fluent German and good English skills (at least B2).

What we offer you:

• Attractive compensation: Market-rate base salary plus revenue-based commission (OTE) with an accelerator
• Flexible Work: Remote, Hybrid, or in the Office in Berlin-Kreuzberg
• Exclusively digital sales with no travel required
• Vacation days: 30 days per year
• Real responsibility and creative freedom
• Flat hierarchies and quick decisions
• Meaningful work that makes an impact: You’ll help ensure that thousands of people are better protected in their daily work lives.
• Tax-free benefits such as meal allowance & vouchers
• Joint team events, such as our annual company retreat or our Christmas party
• An open and authentic corporate culture, characterized by trust, respect, and teamwork
• Regular feedback meetings for the best possible further development

Would you like to take occupational safety to the next level with us?

Then we look forward to receiving your application!

‍