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Pennylane is a high-growth fintech company building financial management and accounting software for European SMEs. The company has raised €400M from top-tier investors including Sequoia and has grown from 7 founders to 1,000+ employees across 25 countries in 5 years. Pennylane serves 900,000+ SMEs and 6,000+ accounting firms in France, with 20%+ monthly growth.
You will join the Account Executive Large SME team, focusing on inbound lead conversion for mid-market companies (16–500 employees). Your role is to qualify, understand needs, and convert pre-qualified inbound leads (demo requests, web forms, events) into customers, guiding them through the entire sales cycle from initial contact to signature.
Key responsibilities:
- Manage exclusively inbound, pre-qualified leads passed from the SDR team
- Deepen prospect needs analysis: understand their challenges, expectations, and maturity level
- Build trust through personalized demonstrations tailored to specific pain points
- Own the full inbound sales cycle: context handoff, demo, objection handling, and closing
- Manage your pipeline methodically to maximize conversion
- Collaborate closely with SDR, Marketing, Sales Ops, Partnerships, and Product teams to ensure smooth handoffs and continuous process improvement
- Share field feedback to refine qualification and SDR-to-AE processes
- Embody Pennylane's values and vision in every prospect interaction
Required qualifications:
- 4+ years as Account Executive or similar role, ideally in B2B SaaS with short-to-medium sales cycles and inbound lead management
- Accounting background or deep knowledge of SME financial/accounting challenges
- Familiarity with indirect sales channels and electronic invoice reform (RFE)
- Strong listening and empathy skills for rapid needs discovery
- Results-oriented with proven ability to optimize pipeline and close rates
- Excellent relationship-building and ability to personalize engagement by profile and customer needs
- Thrives in fast-paced, challenging environments
- Curious, humble, and committed to continuous learning
- Proficiency with CRM and sales tools (HubSpot, Salesforce); call automation or qualification tools a plus
- Professional English for internal communication
