Account Executive

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

📋 Description

• Take ownership of the complete sales process for new ARR and expansion deals from initial contact to final signature.

• Execute discovery sessions, demonstrations, site visits, ROI analyses, proposals, negotiations, and closures.

• Engage with operations, maintenance and reliability, safety, procurement, and executive stakeholders.

• Directly approach plant managers, maintenance and reliability leaders, safety heads, and executives at high-risk locations.

• Develop compelling financial business cases addressing unplanned downtime, equipment damage, lost inventory, and insurance requirements.

• Maintain customer relationships post-signature and foster account growth.

• Secure initial purchases at sites or high-risk areas.

• Remain engaged during installation and the initial months of monitoring.

• Broaden coverage within sites and across customers’ facility groups.

• Establish credibility with both plant-level and corporate stakeholders.

• Collaborate with marketing, product, and implementation teams to refine the pitch, pricing, and roadmap.

• Achieve new customer acquisitions and expansions targeting $10M+ ARR.

• Proactively source the majority of the pipeline.

• Transform initial sites into proof points and expand at least one to a second location.

• Develop account plans that outline facilities, stakeholders, and paths for standardization.

• Document effective sales strategies for the benefit of future hires.

• Report directly to the CEO and collaborate closely with leadership and founders.

⛳️ Requirements

• Proven track record of closing complex B2B deals involving technical products, multiple stakeholders, real negotiation, and consistently achieving or exceeding quotas.

• Created own pipeline through direct prospecting, including cold outreach efforts.

• Experience in nurturing customer accounts over the years, from small initial purchases to substantial expansions.

• Ability to comprehend and sell to plant managers, maintenance and reliability leaders, safety directors, and executive buyers.

• Organized approach with meticulous CRM management, accurate forecasts, disciplined next steps, and robust follow-up.

• Based in Germany.

• Open and prepared to travel to customer sites, trade shows, and team meetings.

• Background in selling to plants and facilities.

• Relevant experience in fire protection, industrial automation, condition monitoring, predictive maintenance, machine vision, safety technology, or insurance loss control.

• Experience in wood processing, recycling, or paper; managing multi-site rollouts; or established relationships with insurers, brokers, integrators, or OEMs is advantageous.

• Candidates who do not meet every requirement are encouraged to apply and explain their suitability.

🏝️ Benefits

• Competitive base salary with uncapped variable compensation.

• Significant ownership/equity as a founding member of the commercial team.

• Direct access to the CEO, leadership team, and founders.

• Genuine influence on pricing, pitch strategy, and go-to-market initiatives.

• Flexible and high-trust working environment.

• International team focused on customer satisfaction.

• Equal opportunity employer.

• Reasonable accommodations available upon request.