The Role
Account Executive will manage the full enterprise sales cycle, generate pipeline, engage with customers, and collaborate with teams to drive sustainable enterprise solutions.
Summary Generated by Built In
osapiens is building the operating system for sustainable enterprise, a single AI-powered platform giving every company real-time control over regulatory obligations, climate impact, supply-chain risks, and physical assets. The ambition is not to be one more compliance tool, but the infrastructure every global enterprise runs on to operate responsibly in a world where sustainability is no longer optional.
We reached unicorn status in January 2026 ($100M Series C from BlackRock/Temasek and Goldman Sachs), serve 2,500+ enterprise customers including Tesco, Coca-Cola, Lidl, and Carrefour, and have delivered 10+ consecutive quarters of 100%+ ARR growth at 130%+ net revenue retention. Four platform capabilities: Regulatory Compliance, Climate Intelligence, Supply Chain Transparency, and Asset Management, plus a network model that traces supply chains from origin to point of sale make the platform genuinely different. Not another point solution. The resilience control tower for the modern enterprise.
THE MISSION
Own your patch. Build your book. Make your mark.
This is not a territory you inherit warm. It's a territory you construct, account by account, relationship by relationship, deal by deal. The ceiling is yours to set.
We reached unicorn status in January 2026 ($100M Series C from BlackRock/Temasek and Goldman Sachs), serve 2,500+ enterprise customers including Tesco, Coca-Cola, Lidl, and Carrefour, and have delivered 10+ consecutive quarters of 100%+ ARR growth at 130%+ net revenue retention. Four platform capabilities: Regulatory Compliance, Climate Intelligence, Supply Chain Transparency, and Asset Management, plus a network model that traces supply chains from origin to point of sale make the platform genuinely different. Not another point solution. The resilience control tower for the modern enterprise.
THE MISSION
Own your patch. Build your book. Make your mark.
This is not a territory you inherit warm. It's a territory you construct, account by account, relationship by relationship, deal by deal. The ceiling is yours to set.
You will run the full enterprise sales cycle in your assigned vertical and geography, outbound generation, consultative discovery, multi-threaded deal execution, negotiation, and close. You don't wait for pipeline. You build it. You don't manage accounts. You win them. Every osapiens solution runs through you: Regulatory Compliance, Climate Intelligence, Supply Chain Transparency, Asset Operations. The enterprise customers you pursue are sitting on material risk and operational blind spots.
You are the person who shows them what's at stake and closes the gap.
This is a building seat, not a steady-state seat. We operate like a professional athletic organization, high expectations, rigorous preparation, a culture where overachievers raise everyone around them. The AEs who join now don't just hit quota. They define what winning looks like at osapiens.
WHAT YOU’LL OWN
Pipeline & Sales Execution
- Own the full cycle, prospecting to signature.
- 50%+ self-generated pipeline. 200% of quota is the bar.
- Multi-solution on every deal, no exceptions.
Customer & Stakeholder Engagement
- Build at VP and above. Show up in person
- Understand pain deeply. Propose with precision.
- Negotiate with the customer, not internally.
Strategic & Creative Outreach
- Execute targeted plays: roundtables, executive dinners, innovation centre visits, partner events.
- Represent osapiens at industry events and conferences.
- Co-sell through the partner ecosystem to accelerate cycles.
Process & CRM Discipline
- Full playbook discipline always: deal dynamics, risk, org map.
- 100% CRM hygiene, non-negotiable.
- Qualify hard. Quality over volume. Detail in everything you produce.
Team Collaboration
- True team player across BD, Pre-Sales, Product, and Marketing.
- Share wins fast. Maintain a continuous feedback loop, both directions.
WHAT YOU’LL BRING
Experience
- 3+ years in enterprise SaaS with a record of consistent overachievement, President's Club, self-generated pipeline, complex multi-stakeholder cycles.
- MBB strategy consulting background considered equally.
- Methodology fluency expected: MEDDIC, Challenger, or equivalent.
- Background in compliance, sustainability, supply chain, or industrial technology is a plus.
Skills & Attributes
- Hunter. Extreme ownership, high say: do ratio, no deflection.
- Credible at C-suite level.
- Thrives in fast-moving environments.
- Generous with knowledge across the team.
How You'll Operate
- 200% of quota is the bar, not 100%. 50% self-generated pipeline - you own your top of funnel. Multi-solution on every deal.
- Full CRM hygiene and playbook discipline always: deal dynamics, risk, org map.
- Qualify hard, qualify early.
- Build at VP and above, show up in person, get creative on partner plays: roundtables, dinners, innovation centre visits.
- Negotiate with the customer, not internally.
- Share wins fast across BD, Pre-Sales, Product, and Marketing.
- Post-game review after every deal, no exceptions.
How We Work
- High energy, low ego. Go fast, learn, iterate, improve. Our competitors are not the benchmark, we want to be the winner in SaaS in how we sell.
Join us for this and more...
- A purpose-driven mission tackling sustainability and compliance challenges in a fast-growing tech company
- A dynamic and collaborative team with a strong focus on performance and impact
- Flexibility through hybrid work options
- Sustainable mobility options supporting eco-friendly commuting
- Regular team events and opportunities to connect across our global organization
- An inspiring working environment in Madrid.
About
osapiens develops holistic Software-as-a-Service solutions that help global companies ensure transparency, efficiency, and trust across their entire value chain. Through its cloud platform, the osapiens HUB, the company leverages innovative technologies, including artificial intelligence, to strengthen businesses while promoting human rights, ecological responsibility, and sustainable corporate governance.Founded in 2018 and headquartered in Mannheim, Germany, osapiens works with around 2,500 companies in over 50 countries across industries such as consumer goods, automotive, fashion, pharmaceuticals, and medical products. The company is backed by Goldman Sachs and Decarbonization Partners, reinforcing its commitment to responsible, sustainable growth and has reached unicorn status in January 2026.
Skills Required
- 3+ years in enterprise SaaS
- Record of consistent overachievement
- Methodology fluency expected: MEDDIC, Challenger, or equivalent
- Background in compliance, sustainability, supply chain, or industrial technology is a plus
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The Company
What We Do
osapiens develops holistic Software-as-a-Service (SaaS) solutions that help global companies ensure transparency, efficiency, and trust across their entire value chain. Through its cloud platform, the osapiens HUB, the company leverages innovative technologies, including artificial intelligence, to strengthen businesses while promoting human rights, ecological responsibility, and sustainable corporate governance. Headquartered in Mannheim, Germany, osapiens supports over 2,500 customers worldwide, from SMEs to global enterprises, in driving sustainable growth and regulatory compliance.
