Account Director – Public Sector DACH

This is a fully remote position, open to applicants in Germany.

📋 Description

• Establish and expand deepset's public sector operations in Germany, Austria, and Switzerland.

• Promote sovereign AI solutions to federal, state, and municipal administrations, both directly and via partners.

• Formulate the go-to-market strategy for the DACH public sector and develop a qualified pipeline across federal, state, and municipal accounts.

• Identify key decision-making centers and synchronize efforts with budget cycles and funding opportunities.

• Oversee the entire tender process, collaborating with pre-sales, legal, security, and finance teams.

• Manage bid/no-bid evaluations, pricing strategies, compliance documentation, and EVB-IT contract terms.

• Influence requirements through market consultations and pilot projects.

• Handle below-threshold deals that can pave the way for larger frameworks.

• Cultivate a partner ecosystem with systems integrators, public sector IT providers, framework holders, and sovereign cloud providers.

• Develop consortium bids and framework listings.

• Finalize intricate multi-stakeholder agreements.

• Transform initial deployments into reference cases.

• Provide market and compliance insights, encompassing BSI C5 and IT-Grundschutz, to both Product and Leadership teams.

• Report directly to the Public Sector Lead.

• Travel frequently throughout the DACH region.

⛳️ Requirements

• A minimum of 8 years in enterprise software sales, with at least 5 years focused on public sector sales within the DACH region.

• Proven track record of securing new business wins in government, including successfully sourced and closed named contracts.

• Practical experience leading tenders in compliance with EU and national procurement laws, such as GWB, VgV, UVgO, and their Austrian and Swiss counterparts.

• Familiarity with framework agreements and EVB-IT contracts.

• An extensive network within federal, state, and municipal administrations.

• Experience in selling through partners, including systems integrators, framework holders, resellers, and cloud providers.

• Proficiency in selling technical platforms to technical decision-makers.

• Credibility in matters of data protection, security, and sovereignty.

• Native or near-native proficiency in German.

• Professional command of English.

• Background in selling AI, data, or open-source infrastructure.

• Experience in scaling up operations and building a territory from the ground up.

• Established relationships with public sector IT service providers or municipal IT cooperatives.

• Knowledge of BSI C5, IT-Grundschutz, and equivalent standards in Switzerland and Austria.

• Possession of security clearance or eligibility to obtain one.

🏝️ Benefits

• Remote-first work environment with flexible hours and technology of your choice.

• 30 days of vacation along with additional days for family-related sick leave.

• Competitive salary package.

• Stock options available for all team members.

• Monthly allowance for sports and mental health support through Oliva.

• Annual budget dedicated to learning and development.

• Monthly team social events and opportunities for in-person gatherings.

• Dog-friendly headquarters in Berlin.