Now hiring · First commercial hire

Enterprise
Account Executive

Own the commercial relationship in the enterprise space and win the world's leading pharma companies for Operating Memory.

Munich, Germany (Hybrid)Full-timeB2B SaaSAI infrastructure

Apply for this roleReporting directly to the founders · Munich, Germany

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 an early-stage, founder-led company with high ambition, high standards, and a strong bias toward execution.

Why now

AI agents can't run on tribal knowledge. They have to operate from the same approved procedures, controls, and traceability as the people beside them.

The role

We're hiring our first Enterprise Account Executive to own the commercial relationship in the enterprise space and win the world's leading pharma companies for our Operating Memory solution. You'll generate new business, shape our go-to-market messaging, build pipeline from the ground up, and close strategic deals with Global VPs of Quality, Documentation & Training, Regulatory leaders, and other senior enterprise stakeholders.

This role is built for a true builder and enterprise hunter. As our first enterprise sales hire, you'll play a pivotal part in validating and scaling our go-to-market strategy. Success demands the ability to thrive in ambiguity and build trusted relationships. Working closely with the founders, you'll independently navigate complex enterprise sales cycles — without an established sales playbook to lean on.

What you'll own

01Own new-business development into global pharma, life sciences, biotech, MedTech, and neighboring industries such as healthcare logistics.

02Build and manage a pipeline of enterprise opportunities from scratch — from outbound prospecting through to close.

03Navigate complex, multi-stakeholder sales cycles spanning QA, Compliance, IT, Procurement, Legal, Validation, and the C-suite.

04Work with the founders and Marketing to refine positioning, shape the enterprise narrative, and tailor messaging to quality and compliance buyers — establishing the authority to sell as the category leader.

05Champion Playbook's presence at industry conferences, customer advisory boards, and pharma quality forums — building strategic relationships and strengthening our market presence.

06Shape product and go-to-market strategy by turning customer feedback into roadmap priorities and helping define the enterprise sales playbook.

We work with leading global life sciences companies — where procedures define outcomes.

What you bring

5+ years of enterprise SaaS sales with direct exposure to pharma, life sciences, biotech, MedTech, CDMOs, or other regulated industries.

Deep familiarity with quality, compliance, or GxP functions — ideally from selling eQMS, document management, validation, or adjacent solutions.

Proven ability to prospect independently, build your own pipeline, and drive deals without heavy SDR or marketing support.

A trusted advisor to senior leaders, with the credibility to engage and influence VP- and C-level stakeholders on strategic challenges.

A startup mindset and founder's mentality — energized by the chance to build, influence, and scale the go-to-market function as a first commercial hire.

Full professional proficiency in English; German a plus.

Probably not a fit

This role likely isn't for you if you…

Have focused primarily on account management rather than new-business acquisition.

Rely on a large SDR team, a strong inbound brand, or fully mature sales infrastructure.

Prefer strategic oversight to hands-on prospecting, pitching, and closing.

Are looking for a stable, well-defined role in an established company.

Why Playbook

Define a new category at the intersection of enterprise software, regulated operations, and AI infrastructure — alongside the founders.

2.2×

AI adoption in pharma is 2.2× higher than in other industries — and the top priority for most large life sciences companies. The market is ready.

Shape strategy, not just execute it

Direct collaboration with the founders from day one. Your read on the market becomes the playbook.

An emerging category

Work at the intersection of AI, compliance, and enterprise operations — genuinely new ground.

Meaningful upside

Competitive OTE with real equity and the room to grow as we scale.

Remote-first, high-trust

A culture where execution and impact are what matter — not hours or optics.

Think this is your
kind of challenge?

Send us your CV and a short note on why you'd be a great fit for this role. We're looking forward to hearing from you.

Apply for this role