Account Executive — Germany

About Arlequin

Arlequin is building the sovereign European alternative to Palantir: an AI platform capable of processing massive data volumes without bias, with high-impact use cases such as fighting disinformation. Founded in late 2024 by Hugo Micheron (researcher in geopolitics and systemic risk) and Antoine Jardin (CNRS research engineer).
~30 people, post-seed, Series A in progress. On-site in Paris.

Context

We are hiring our first Account Executives focused on expanding Arlequin AI in key European markets. Priority 1 is Germany. This is an early-stage, high-impact role in a company that has built strong early momentum and is now preparing for its next stage of growth.

The company is selling an AI-native platform designed to help customers analyze massive structured, semi-structured, and unstructured datasets, extract meaningful patterns, and support high-stakes decision-making. Typical environments include security, defense, financial services, strategic communications, compliance, audit and investigations.

This is not a classic volume-sales role. We need people who can operate in ambiguous environments, sell complex solutions, and work credibly with customers on strategic, sensitive, and sometimes highly technical use cases.

What this person will do

• Own and close new business in the assigned territory

• Build pipeline in a largely greenfield environment, focusing on Germany (central and eastern Europe are within this territory)

• Sell into public sector and private sector accounts, especially security / defense, financial services, strategic communications, intelligence-oriented teams, and audit or investigation-oriented teams

• Navigate complex deal cycles ranging from fast-moving opportunities to enterprise/public-sector cycles that can sometimes take 9–12 months

• Work on deal sizes that may range from around €100K up to €500K, €1M+ ARR

• Help shape go-to-market feedback loops in an early-stage company where product positioning, packaging, and targeting are still evolving

Ideal profile

We are likely looking for a senior enterprise seller who combines strong closing ability with startup adaptability. Candidates coming from consulting partner roles could be a good fit if they have experience specifically in the verticals we’re targeting.

Strong fit signals:

• Experience selling in an AI-native startup environment

• Or experience selling software or strategic services into security, defense, intelligence, financial services and media accounts

• Comfortable selling complex products where the technology and category are still emerging

• Comfortable closing both strategic smaller deals that open important accounts, and larger enterprise/public-sector deals in the €500K–€1M+ ARR range

• Able to work without a fully established playbook, with limited historical sales data and an evolving GTM structure

We should consider candidates coming from a consulting background, especially if they have strong credibility in security, defense, public sector, financial services, or other complex enterprise environments, and can translate strategic problem-solving into commercial impact.

Likely customer personas

Depending on segment and country, the role may sell to:

• Procurement teams in defense / interior / security environments

• Police, intelligence, or investigation-related teams

• Internal audit / compliance teams in financial services

• Strategic communications teams monitoring external narratives and risks

What makes this role interesting

• Early-stage company with a promising first GTM year

• Strong exposure to high-value, strategic use cases

• Opportunity to join right after Series A and help define the commercial motion of your territory

• Market tailwinds around sovereignty and European alternatives in sensitive sectors

Success expectations

• Annual quota expected around €1.2M for year 1

• Ability to generate and close pipeline in a new territory

• Strong judgment on which opportunities are strategic vs. distracting

Process (~2 weeks)

1. Screening (15 min)

2. Fit interview (30 min)

3. Case / business discussion (1h)

4. Founder culture fit (45 min)

5. Reference calls

6. Offer

Package

• Competitive compensation including equity stake

• Germany, remote with regular travel