Account Executive (Enterprise)

💡 We are looking for a dedicated Customer Relationship & Success Manager with experience in quality and regulatory compliance in MedTech to join our team in Berlin or Vienna. This role focuses on ensuring the success and satisfaction of our large and mid-size medical device manufacturer clients. As a key member of our customer success team, you will build long-term relationships, drive customer happiness, identify business opportunities, and help clients maximize the use of our software. Proficiency in German and English is essential (additional languages a plus) along with a willingness to travel up to twice a month.

Why Flinn?

• We are building a truly exceptional culture: While many companies claim to have a great culture, we invite you to discover what truly sets ours apart. Visit our career page, speak with our team, listen to our founders’ podcast, or experience our culture first-hand during the interview process.

• Make a Meaningful Impact: Your work at Flinn contributes directly to solutions that improve people’s health and lives by making high-quality health products accessible for everyone.

• Experienced, well-funded, highly professional: As well-funded startup veterans, we know how to sustain long-term business health and success, ensuring an environment for continuous personal growth.
  

What you’ll do:

• Own enterprise revenue end-to-end: prospecting → qualification → solution design (with Sales Engineer) → commercial negotiation → close → expansion strategy.

• Source pipeline in a named-account / target-account model: build account plans, outbound sequences, referral paths, and event-driven pipeline (with support by sales engineer and tech automation colleagues)

• Partner with Marketing & Events to convert conferences, webinars, and field activities into qualified pipeline and executive meetings.

• Lead VP/C-level conversations and align multiple stakeholders (Clinical/Regulatory/Quality/IT/Procurement) around a clear business case.

• Execute land-and-expand: identify initial use cases with clear ROI and build expansion roadmaps across functions, regions, or business units.

• Maintain rigorous CRM pipeline hygiene and forecasting (MEDDICC), with clear next steps and probability discipline.

• Help build/continuously improve our enterprise sales playbook including go-to-market motion and sales collateral with the help of Product, Marketing and Sales Engineering.

What is in for you?

• Grow with us. We are committed to supporting you in your professional and personal development, no matter whether you aim to become a great leader, renowned expert, successful entrepreneur, or high performing specialist.

• Staying healthy is a top priority. We help each other to reflect, stay in balance, and free up company budget to support healthy activities (food, subscriptions, team activities etc.).

• Competitive compensation, including the most employee friendly stock options. Such as fair leaver & vesting terms, secondary exit participation and profit participation opportunities for employees.

• We offer you flexibility and empower you to design your days/weeks according to your needs. Therefore, we offer unlimited vacation and very flexible working hours.

• We commit ourselves to the highest integrity standards. Great performance is not an excuse for disrespectful, jerk-like behavior.

Must-have experiences:

• 8+ years professional experience, including substantial time in quota-carrying B2B sales roles

• Proven track record closing enterprise B2B SaaS deals with 100k+ ACV (or demonstrably comparable complexity)

• Experience selling to VP and C-level economic buyers and steering multi-stakeholder committees

• Demonstrated success selling into multi-billion-dollar enterprises (global or Fortune/large-cap equivalents)

• Strong enterprise process fluency: InfoSec, procurement, legal negotiations, DPAs, and vendor onboarding

• Ability to run structured sales motions (e.g., MEDDICC, Challenger) and forecast with discipline

• Willingness to travel to prospects, clients and company events in Vienna or elsewhere

• Fluency in German and English, both written and verbal, additional languages are a plus

Nice-to-have experiences:

• The ideal candidate brings a network of senior contacts (Senior Director or above) in regulatory/compliance roles working for MedTech enterprises

• Direct experience in medtech and/or pharma (or adjacent regulated enterprise software: healthcare, life sciences, compliance) is a plus

• Familiarity with buyer personas in regulated orgs (Clinical, Regulatory, Quality, Safety, IT)

• Experience with land-and-expand enterprise growth across regions/business units

• Experience selling with a Sales Engineer and coordinating complex evaluations/pilots

Attributes we are looking for:

• Proactive and self-motivated, with a passion for helping customers succeed.

• Entrepreneurial mindset, you build what’s missing, iterate fast, and adapt when things aren’t perfect

• Detail-oriented and organized, with strong problem-solving skills.

• Committed to delivering high-quality work and meeting deadlines.

• Comfortable with self-sourced pipeline (early-stage environment; minimal inbound)

What success looks like:

First 3 months

• Get comfortable with industry problem, Flinn organization, product portfolio, strategy & way of working

• Optimize current target account list and outreach motion for Europe + US

• Stretch: Create 5+ qualified high potential enterprise opportunities

First 6 months

• Repeatable self-sourced pipeline engine (outbound + referrals + events)

• Clear land-and-expand plans with entry strategy for top 20 accounts

• Stretch: 10+ deals in advanced stage with strong qualification and mutual action plans

First 12 months

• Meaningful closed-won ARR in enterprise accounts or at least 5 deals with 100+k ACV potential in contract negotiation stage

• Documented enterprise playbook (entry, discovery, ROI, procurement)

• Stretch: AI automations for the most repetitive tasks live

🇪🇺 At this stage of our company, we can only accept applications from people who are based in Europe with either European citizenship, an active working visa or being self-employed and joining us as a full-time contractor.

We strive to remove barriers, eliminate discrimination, and ensure equal opportunity through our transparent recruitment process. We are open to all groups of people without regard to age, color, national origin, race, religion, gender, sex, sexual orientation, gender identity and/or expression, marital status or any other legally protected characteristic.