Lano

Senior Account Executive – Strategic Mid-Market & Enterprise

Lano

full-time

Posted on:

Location Type: Hybrid

Location: Berlin • Germany

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Job Level

Senior

Tech Stack

ERP

About the role

  • Own and close strategic mid-market and lower-enterprise payroll opportunities end-to-end
  • Manage complex, multi-stakeholder sales cycles
  • Navigate procurement, legal, and pricing negotiations
  • Maintain strong forecasting discipline and pipeline hygiene
  • Collaborate cross-functionally with product, partnerships, and operations
  • Contribute to refining pricing and negotiation frameworks

Requirements

  • 7+ years B2B SaaS sales experience
  • Proven track record closing complex mid-market / lower enterprise software deals
  • Experience selling HRIS, ERP, fintech, payroll, compliance, or infrastructure SaaS
  • Comfortable engaging CFO, CHRO, and HR Director-level stakeholders
  • Strong negotiation and procurement management skills
  • Autonomous, structured, and outcome-driven
  • Comfortable operating as a senior individual contributor in a founder-led environment
Benefits
  • Competitive OTE and equity participation
  • High ownership and autonomy
  • Direct collaboration with founders
  • Opportunity to shape strategic payroll growth in a focused, profitable growth phase
  • Flexible workation policy
  • Fitness membership with Classpass
  • 26 days of vacation per year
  • 2 social impact days to support a charity or non-profit of your choice
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
B2B SaaS salesHRISERPfintechpayrollcomplianceinfrastructure SaaSnegotiationprocurement management
Soft Skills
strong negotiation skillsstructuredoutcome-drivenautonomouscollaborative