About Playbook

Playbook® is building the Operating Memory for regulated industries.

In life sciences and other highly regulated sectors, companies run on thousands of written procedures SOPs, work instructions, policies, manuals, and how-to guides. Employees are expected to find, understand, follow, and stay trained on the right procedure at the right moment. That system is breaking under the weight of information overload.

Playbook® turns procedural documents into structured, usable data making critical operational knowledge consumable by humans, software systems, and AI agents. This living layer of procedural knowledge is what we call Operating Memory.

We work with leading global life sciences companies and are building the foundational data model for procedural knowledge in regulated industries. We're a Series A, founder-led start-up with high ambition, high standards, and a strong bias toward execution.

The role

As one of Playbook's first Senior Enterprise Account Executive, you will win our flagship customers in DACH. You'll take a category-defining product to pharma and medtech companies and help write the playbook every future AE will follow.

You own your deals end to end, from first conversation to signed contract. You work closely with our founders, product and customer teams, and your customer insight directly shapes what we build next.

What you'll do

• Own the full sales cycle for enterprise accounts: prospecting, discovery, demos, business case, negotiation and close

• Build and work your own pipeline, alongside inbound leads and marketing campaigns

• Sell to quality, regulatory and operations leaders, and win over IT, procurement and executive sponsors

• Navigate long, multi-stakeholder deals, including validation, security and compliance reviews

• Build compelling business cases that show the cost of Operating Amnesia and the return on Playbook

• Forecast accurately and keep the CRM clean, so leadership can plan with confidence

• Feed customer insight back to product and marketing, and help refine our sales process

• Represent Playbook at industry events and in the Life Sciences community

What you bring

• Enterprise SaaS AE with 5+ years driving ARR growth, exceeding targets, and closing complex multi-stakeholder deals

• Experience selling into regulated industries, ideally Life Sciences (pharma, medtech, biotech) or financial services

• Confidence running long sales cycles with many stakeholders, from end users to the C-suite

• Strong discovery, business-case and negotiation skills

• Full professional proficiency in English; German or other European language would be great plus

• Self-starter energy: you build your own pipeline and enjoy shaping how a young company sells

Nice to have

• Selling QMS, document management, GxP or compliance software (for example Veeva, MasterControl or similar)

• Experience at an early-stage startup, ideally as one of the early sales hire

• A network among quality and regulatory leaders in DACH

• Familiarity with AI or knowledge-management products

What we offer

• Competitive pay: 50/50 Split (€180–220k OTE), with uncapped commission and accelerators above target

• A fair ramp: guaranteed commission during your first months while you build pipeline

• Room to grow: join early and grow into team lead or sales leadership as we scale

• A product that matters: new technology for a real, costly problem in a market that needs it

• Flexibility: hybrid work from Munich or anywhere in Germany, with the travel budget to meet customers in person