We’re looking for great people as much as great skills, so if you don’t meet every requirement, we’d still love to hear from you. A diverse team brings fresh perspectives, and we value authenticity, collaboration, and curiosity. Just be yourself—you might be exactly what we need. About Lano: Lano is a global payroll platform on a mission to make managing international teams simple and efficient—making remote work a reality for businesses worldwide. With a team of 100 employees, we help over 2,000 companies handle payroll, compliance, and workforce needs across borders. Join our Commercial team and help shape the future of global work Your Role: As our Senior Account Executive DACH (m/w/d) you will take ownership of building the pipeline of qualified opportunities for the region, by driving your own outbound efforts and by collaborating with Marketing and Business Development teams. As a senior member of this territory, and upon strong delivery of results, you have a path towards leading the territory and scaling it further. You will become a trusted advisor for C-suite executives in the payroll and HR space, helping them solve critical challenges related to multi-country payroll management. We expect you to close large contracts (6-digit ACV), thus navigating through long sales cycles and complex stakeholder management is something you are familiar with. Main tasks: Build and nurture strong relationships with key stakeholders, including C-suite executives, HR leaders, and finance professionals, to understand their payroll challenges and present tailored solutions. Conduct comprehensive discovery sessions to uncover client pain points, business objectives, and key success criteria. Collaborate cross-functionally with internal teams, including Marketing, Account Management, and Product, to deliver exceptional value to clients and drive long-term satisfaction. Prepare and deliver compelling presentations, proposals, and product demonstrations that effectively communicate the value proposition of our platform. Negotiate contract terms and pricing structures to secure profitable deals while ensuring alignment with company objectives. Your profile: Proven track record of success in high ACV and proven experience within the B2B SaaS and HR or Finance technology space. Demonstrated hunter mindset, with passion for outbound sales, keen on leveraging modern B2B SaaS sales stack and best practices. Exceptional communication and interpersonal skills, with the ability to effectively engage and influence senior executives. Strategic thinker with the ability to develop and execute sales strategies that drive measurable results. [Nice to have] Deep understanding of global payroll processes, compliance requirements, and challenges faced by multinational organizations. [Nice to have] Proven experience selling to Mid-Market and/or Enterprise segments, with multi-threaded deals and complex decision making processes German native and great communication skills in english What We Offer: A flexible and hybrid work environment, plus career development and growth opportunities in a dynamic company Attractive commissions package Fitness membership with Classpass 26 days of vacation per year 2 social impact days to support a charity or non-profit of your choice Access to nilo.health, including 1-on-1 sessions with trained coaches and therapists Company events and team gatherings several times per year Collaborative and inclusive company culture and a diverse, international team Application Process To help us reduce unconscious bias, please submit your application in English and omit personal details like your picture, age, and address. We’re focused on what makes you great for the role. Interview Stages Initial Interview – Meet with Talent Acquisition to discuss your background, motivations, and salary expectations. Hiring Manager & Case Study – A chance to demonstrate your skills through a short task. Team Interview – Meet your future colleagues and discuss the role’s technical aspects. Offer Stage – Final discussion on terms and salary with our HR manager. If you have any questions, feel free to reach out to peoplelano.io (please note, applications via email will not be accepted). Join us in powering the remote revolution