About Us

Ada is an AI customer service company whose mission is to make customer service extraordinary for everyone. We’re driven to raise a new standard of quality customer service at scale, enabling enterprise companies to deliver experiences that people love–instant, proactive, personalized, and effortless.

Ada is an AI transformation platform and partner—combining strategic expertise with powerful AI agent management technology to accelerate businesses’ AI maturity to keep them ahead of the curve. With Ada, 83% of customer conversations—and counting—are effortlessly resolved through automation, giving teams more time back, companies more resources to focus on growth, and customers more life to focus on what matters most to them.

Established in 2016, Ada is a Canadian company that has powered over 5.5 billion interactions for leading brands like Square, YETI, IPSY, and Monday.com, saving millions of hours of human effort. Backed with over $250M in funding from tier-one investors including Accel, Bessemer, FirstMark, Spark, and Version One Ventures, Ada is a pioneer in the management and application of AI in customer service.

At Ada, we see growth as a reflection of each individual owner’s personal growth. That’s why our values are rooted in driving progress and continuous improvement. If you’re ambitious and eager to grow, Ada could be the place for you.

Learn more at www.ada.cx.

About the Role

Ada is looking for a seasoned Enterprise Account Executive to take command of our DACH & Nordics territory — a high-visibility seat for someone who wants real ownership over how a region scales, not just a quota to hit. You’ll run the entire sales motion end to end: generating your own pipeline alongside our SDR team, navigating complex, multi-business-unit enterprise cycles, and both winning new logos and expanding the accounts already in your book. This is built for a seller who has already operated at the executive level and wants the latitude to build — orchestrating cross-functional deal teams, partnering with Customer Solutions Consultants on high-stakes demos, and reporting directly into Sales Leadership on quarterly forecasts. Expect to be in the room with clients across the region roughly 30% of the time, with periodic trips to collaborate in person with our London team.

About You

5+ years of experience as an Account Executive selling B2B SaaS
Proven enterprise sales experience across DACH and Nordics
Track record managing a $1M+ ARR new-business territory
Consistent history of exceeding quota
Demonstrated ability to prospect and build pipeline in competitive markets
Strong sales acumen and executive presence
Effective time management and organizational skills
Open to approximately 30% travel for client visits

Outcomes

Build and execute a territory plan that drives $1M+ in new-business ARR, with quota attainment as your core measure of success.
Build and maintain a sales pipeline at 4.5x coverage, partnering with marketing, partnerships, and product to fuel it across the region.
Grow existing accounts by surfacing whitespace and new use cases, and by closing renewal and expansion opportunities as they arise.
Open up key enterprise segments — Airlines, Betting & Gaming, Travel, and Telco — through executive outreach, marketing initiatives, and strategic partnerships.
Deliver accurate weekly forecasts that give Sales Leadership a reliable read on quarterly results.

The expected salary range for this position is €190,000 – €230,000 OTE. Actual pay will be determined based on several factors such as past experience and qualifications, geographic location, and other job-related factors permitted by law.

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Benefits & Perks

At Ada, you’ll not only build extraordinary products but also thrive in an environment designed for your success. We prioritize your well-being, growth, and work-life balance. Here’s what we offer:

Benefits

Unlimited Vacation: Recharge when you need to.
Comprehensive Benefits: Extended health coverage, dental, vision, travel, and life insurance.
Wellness Account: Empowering you to invest in your overall well-being and lifestyle.
Employee & Family Assistance Plan: Resources to support you and your loved ones.

Perks

Flexible Work Schedule: Balance your work and personal life.
Remote-First, In-Person Friendly: Options to work from home or at our local hub.
Learning & Development Budget: Invest in your long-term growth goals and skills.
Work from Home Budget: Equipping you with the tools and support for a seamless remote work experience.
Access to Cutting-Edge AI Tools: Work with the best AI tech stack in the industry.
Hands-On with LLMs: Enhance your expertise in leveraging large language models.
A Thriving Industry: Join the forefront of innovation in AI, shaping the future of technology.

The above Benefits and Perks only apply to full-time, permanent employees.

As part of our recruitment process, we may use AI enabled tools to support certain aspects of hiring, such as interview note-taking. All hiring decisions are made by our team.

Thank you for your interest in joining us at Ada. Due to the high volume of applications, we will only contact candidates whose qualifications match closely to the requirements of the position. We appreciate the time you have invested in learning more about us.

Career Guide for Enterprise Account Executive at Ada

Job Overview

The Enterprise Account Executive at Ada is responsible for leading sales initiatives in the DACH & Nordics region for an AI customer service company. You’ll manage the entire sales process, from prospecting new clients to expanding relationships with existing accounts. This role is ideal for an experienced salesperson who desires ownership over their assigned territory and the opportunity to influence growth directly.

Key Responsibilities

Pipeline Development: Generate new leads and manage sales opportunities in collaboration with the Sales Development Representative (SDR) team.
Sales Execution: Oversee all aspects of the sales process, including complex negotiations with multi-business-unit enterprises.
Client Engagement: Spend approximately 30% of your time meeting with clients to discuss their needs and present solutions.
Strategic Planning: Develop a comprehensive territory plan aimed at achieving a target of over $1M in new-business Annual Recurring Revenue (ARR).
Forecasting: Provide regular forecasts to Sales Leadership to inform quarterly predictions.
Account Growth: Identify and capitalize on expansion opportunities within existing accounts, focusing on aligning Ada’s offerings with client needs.

Required Skills and Knowledge

Technical Skills

B2B SaaS Sales Experience: Proven experience in a similar sales environment, particularly in enterprise sales.
Sales Strategy Development: Ability to create and execute strategic plans that meet sales targets.

Soft Skills

Negotiation Skills: Strong ability to negotiate deals and close contracts.
Executive Presence: Confidence and poise when interacting with high-level executives and stakeholders.
Organizational Skills: Effective time management to juggle multiple accounts and projects simultaneously.

Tools and Technologies

Proficiency in Customer Relationship Management (CRM) software, preferably Salesforce.
Familiarity with AI tools related to customer service.

Certifications or Training

Sales certifications (e.g., Sandler, Challenger Sales) can enhance credibility.
Continuous sales training and personal development courses will be beneficial.

Interview Preparation

Common Interview Questions

What motivated you to apply for this position at Ada?
- Advice: Research Ada and express your interest in their mission and impact.
Can you describe your experience selling B2B SaaS products?
- Advice: Highlight specific examples and achievements in your past roles.
How do you approach building a new sales pipeline?
- Advice: Describe your process, including strategies for generating leads.
Share an example of a time you exceeded your sales quota. What factors contributed to your success?
- Advice: Use the STAR method (Situation, Task, Action, Result).
How do you handle rejection in sales?
- Advice: Discuss resilience and what you learn from each experience.
Describe your experience with managing enterprise accounts.
- Advice: Provide details about the size and scope of accounts you’ve managed.
What techniques do you use to maintain relationships with clients?
- Advice: Mention strategic follow-ups and check-ins to ensure client satisfaction.
How do you collaborate with internal teams like marketing or product?
- Advice: Explain the importance of cross-departmental collaboration.
What do you think sets Ada apart from its competitors?
- Advice: Address your understanding of market dynamics and Ada’s unique offerings.
What are your long-term career goals?
- Advice: Discuss your ambition and interest in growing with the company.

Important Topics to Review

Overview of SaaS industry trends and AI in customer service.
Competitive analysis of Ada’s main competitors.
Best practices in enterprise sales and negotiation techniques.

How to Increase Your Hiring Chances

CV Improvement

Tailor Your CV: Customize your CV for the role by emphasizing relevant experience and achievements.
Quantify Achievements: Use metrics to demonstrate your success in previous roles.

LinkedIn Profile Optimization

Update Your Profile: Ensure your profile reflects your experience in enterprise sales and includes relevant keywords.
Engage with Industry Content: Share articles and insights related to AI and customer service to showcase thought leadership.

Portfolio or Project Ideas

Case Studies: Create a portfolio of case studies showcasing successful sales projects you’ve handled.
Mock Sales Presentations: Develop presentations that demonstrate your sales strategy and approach.

Learning Recommendations

Sales Strategy Books: Read influential sales books to sharpen your techniques (e.g., “The Challenger Sale”).
Webinars and Workshops: Attend industry-related webinars to stay updated on trends and best practices.

Career Growth

In the role of Enterprise Account Executive, you have the potential for significant career progression. Opportunities may include:

Senior Account Executive: Taking on larger territories or more complex accounts.
Sales Leadership Roles: Transitioning into leadership positions, such as Sales Manager or Director of Sales.
Cross-Functional Opportunities: Moving into related areas such as marketing or customer success as you gain a deeper understanding of the company and its products.

By strategically positioning yourself in this dynamic role, you can enhance your professional growth and explore diverse opportunities in the future.