Account Executive
Permanent•on-site•Berlin
Summary
About this role
About This Role
As an Account Executive, you take full ownership of customer relationships and revenue. You guide wholesalers through complex, consultative buying journeys, translate operational pain into clear ROI, and close deals that fundamentally change how these businesses operate.
This is a senior, high-ownership role with real impact. You’ll work closely with SDRs, the Growth Lead, and the founders to shape our go-to-market motion, close meaningful deals, and help define how an entire industry adopts AI.
What you'll do
- Own your pipeline end-to-end: from first discovery call to contract signature.
- Close new business across all deal sizes, from fast-moving SMBs to larger, more complex accounts.
- Run discovery, product demos, negotiations, and pricing discussions with owners and executives in wholesale distribution.
- Act as a trusted advisor by deeply understanding customers’ operational workflows, data, and decision-making processes.
- Translate customer pain into compelling business cases and ROI narratives that clearly demonstrate Plato’s value.
- Manage multi-stakeholder buying processes, handle objections, and drive deals to close with structure and urgency.
- Position Plato as the intelligence layer of the modern wholesaler - not a point solution.
- Build and maintain a healthy, predictable pipeline in close collaboration with SDRs.
- Provide clear feedback to improve lead quality, messaging, and outbound strategies.
- Partner with Marketing and Growth on targeted campaigns, account-based plays, and market expansion initiatives.
- Participate in key executive conversations together with founders when needed.
- Collect and structure feedback from prospects and customers to inform product development and GTM strategy.
- Help refine ICP definitions, pricing logic, and packaging as we scale across Germany and Europe.
- Represent the voice of the customer internally to ensure we build what the market truly needs.
- Maintain strong CRM hygiene, accurate forecasting, and disciplined pipeline management.
- Continuously improve sales playbooks, deal frameworks, and internal processes.
- Leverage modern tooling and AI-assisted workflows to accelerate research, deal preparation, personalization, and follow-ups, raising both efficiency and deal quality.
About Plato
AI-powered ERP automation platform for wholesale distributors. Provides sales intelligence (cross-selling, up-selling, churn prevention) and workflow automation. Founded to save a family wholesale business from closure.
Our culture
- Berlin-based (Rosenthaler Str)
- "By traders for traders"
- Advisors include Mario Gotze, Hanno Renner (Personio), Benedikt Schifferer (NVIDIA)
- All data hosted in Germany, ISO 27001
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Frequently Asked Questions
What does a Account Executive do at Plato?
As a Account Executive at Plato, you will: own your pipeline end-to-end: from first discovery call to contract signature.; close new business across all deal sizes, from fast-moving SMBs to larger, more complex accounts.; run discovery, product demos, negotiations, and pricing discussions with owners and executives in wholesale distribution.; and more.
Is the Account Executive position at Plato remote?
The Account Executive position at Plato is based in Berlin, Germany and is on-site. Contact the company through Clera for specific work arrangement details.
How do I apply for the Account Executive position at Plato?
You can apply for the Account Executive position at Plato directly through Clera. Click the "Apply Now" button above to start your application. Clera's AI-powered platform will help match your profile with this opportunity and guide you through the application process.