Account Executive – DACH

This is a fully remote position, open to applicants in Germany, +2 more countries.

📋 Description

• Develop and oversee a robust pipeline of new logo opportunities within mid-market and enterprise sectors throughout the DACH region.

• Enhance existing customer relationships through upselling and cross-selling the iGrafx platform, which includes the Agentic Process Foundation.

• Manage intricate, multi-stakeholder sales processes involving leaders from operations, transformation, quality, IT, and finance.

• Conduct discovery sessions, create business cases, and effectively communicate value propositions to C-level executives and senior decision-makers.

• Collaborate with presales teams on demonstrations, proofs of value, and solution design initiatives.

• Create joint opportunities in partnership with consulting and technology firms in the region.

• Maintain accurate forecasting and ensure opportunity data is up-to-date in Salesforce by employing a structured qualification methodology such as MEDDPICC.

• Represent iGrafx at customer events, trade shows, and industry gatherings across the EMEA region.

• Achieve and surpass quarterly and annual revenue objectives.

• Report directly to the VP of Sales for EMEA.

⛳️ Requirements

• Over 5 years of B2B software sales experience in AI, process intelligence, BPM, or Operational Excellence (Lean, Six Sigma, continuous improvement).

• Demonstrated success in meeting or exceeding sales quotas within mid-market and enterprise accounts.

• Experience in acquiring new logos as well as expanding existing accounts.

• Comfort and confidence in selling complex solutions to senior business and IT stakeholders.

• Established connections within the DACH market.

• Native-level proficiency in German and fluency in business English.

• Self-motivated and organized, with the ability to work effectively in a remote, international team environment.

• Willingness to travel within the EMEA region (approximately 20%).

• Experience in SaaS sales, particularly with consumption or subscription models (preferred).

• Familiarity with structured sales methodologies such as MEDDPICC, Challenger, or Value Selling (preferred).

• Background in working with consulting and system integrator partners (preferred).

• Knowledge of regulated industries like manufacturing, automotive, financial services, or pharmaceuticals (preferred).

🏝️ Benefits

• Competitive base salary complemented by an attractive, uncapped commission structure.

• Fully remote working arrangement.

• Access to a modern platform situated at the intersection of AI and process intelligence.

• A strong, established customer base in the DACH region to leverage.

• An international, collaborative team with streamlined decision-making processes.