Account Executive – DACH

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

📋 Description

• Take ownership of a specified territory and assigned accounts, driving pipeline development and achieving commercial results from initial discussions to contract signing.

• Achieve targets set for new business and formulate a strategic plan for the territory.

• Generate pipeline through various channels including business development, marketing initiatives, partnerships, and self-initiated efforts.

• Engage in diagnostic discussions focused on operational costs, compliance, and risk management.

• Assess opportunities in line with MEDDICC standards, providing quantifiable business cases and access to decision-makers.

• Manage significant deals across multiple stakeholders.

• Negotiate effectively to enhance value while safeguarding pricing.

• Make prompt decisions on prospects that do not present a viable business case, purchasing process, or decision-making pathway.

• Identify initial wins for expansion across various locations, countries, and applications.

• Transition clients to Customer Success with documented plans for growth.

• Keep precise forecasts, maintain stage integrity, next steps, and close dates.

• Identify risks early on and provide insights on objections, competitive intelligence, and scalable use cases for the playbook.

⛳️ Requirements

• Generally, five or more years of experience in B2B software or complex technology sales, including a consistent record of carrying a new business quota.

• Proven track record of exceeding targets in new business sales, demonstrating quota achievement, ranking within the team, self-generated pipeline, and notable deals won.

• Capability to articulate significant deals comprehensively.

• Proficiency in English and German at a business level; this is a mandatory requirement.

• Experience in structured selling using MEDDICC or a similar methodology.

• Strong performance coupled with discipline in forecasting and managing CRM systems.

• Experience in CAFM, IWMS, FM, PropTech, or multi-site operations is a plus.

🏝️ Benefits

• Unlimited earnings potential with substantial incentives for exceeding performance targets.

• Access to dedicated business development, Pre-Sales, marketing, and executive sponsorship.

• Direct communication with the CRO for strategic deal-making, coaching, and quick commercial decisions.

• Comprehensive onboarding, methodology training, and deal coaching.

• Realistically ramped quotas.

• Opportunities for advancement into global accounts or sales leadership roles.

• Competitive base salary.

• Support from business development, Pre-Sales, marketing, and enablement teams.