About CALIMA
CALIMA is a Berlin-based B2B SaaS startup on a mission to make occupational safety simpler, more reliable and more effective through digital and innovative solutions. Our software helps companies ensure that lone workers receive help quickly in an emergency. CALIMA is already used by over 1,000 companies and protects thousands of employees every day. As CALIMA grows, we are looking for an ambitious Account Executive (m/f/d) to successfully close qualified inbound leads and proactively develop new sales opportunities.
Responsibilities
•Independently manage inbound leads through the full sales cycle, from the initial inquiry to contract signing
•Take over outbound opportunities qualified by the SDR team and guide them through to closing
•Proactively identify and develop new sales opportunities in collaboration with our SDR team
•Conduct discovery calls, product demos and sales conversations
•Systematically qualify potential customers using the BANT framework
•Prepare proposals and lead pricing and contract negotiations
•Efficiently manage a high number of parallel sales opportunities, focusing on conversion, speed and closing
•Consistently follow up on open sales opportunities and reactivate potential customers
•Take responsibility for achieving your individual revenue and ARR targets
•Identify and realize upselling potential among smaller and mid-sized existing customers
•Grow existing customer contracts through additional licenses, new locations or suitable extensions
•Consistently use HubSpot to manage and prioritize your sales opportunities
•Maintain a reliable sales pipeline and create realistic forecasts
•Analyze win rates, customer feedback and conversion barriers
•Work closely with SDR, Head of Sales, Customer Success and Marketing
•Actively contribute to and continuously improve our sales processes
Requirements
•Several years of experience as an Account Executive, ideally in an established SaaS sales organization with structured sales processes and clear sales targets
•Experience with high deal and closing volumes, comparable contract values, and regularly achieving or exceeding your sales targets
•You confidently close many parallel deals, both from inbound inquiries and from pre-qualified outbound opportunities
•You are confident in discovery calls, product demos, objection handling and contract negotiations, and consistently guide deals through to closing
•You efficiently prioritize sales opportunities, work independently and have experience in pipeline management, forecasting and using CRM systems, ideally HubSpot
•Business-fluent German and good English skills (at least B2)
Conditions
•Market-standard base salary plus revenue-based commission (OTE) with an accelerator
•Flexible working: remote, hybrid or in the office in Berlin-Kreuzberg
•Fully digital sales with no travel
•30 days of vacation per year
•Real responsibility and scope to shape things
•Flat hierarchies and quick decisions
•Meaningful work with impact: you help ensure that thousands of people are better protected in their working lives
•Tax-free benefits such as a meal allowance and vouchers
•Team events, such as our annual company retreat or Christmas party
•An open and authentic company culture shaped by trust, respect and teamwork
•Regular feedback meetings to support your professional development
