Account Executive – Enterprise

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

📋 Description

• Take ownership of the target. Drive net-new recurring revenue from private and industrial enterprise accounts in Germany and successfully close deals.

• Develop your portfolio. Select your target accounts and generate leads through warm networks, existing relationships, marketing initiatives, and your own outbound efforts.

• Utilize data and AI as the primary entry point, initiating a Business Transformation and Advisory assessment where applicable.

• Manage the entire sales process. Oversee commercial qualification, develop business cases, negotiate, and close deals.

• Collaborate with your Subject Matter Expert who is responsible for solution development and maintaining technical credibility.

• Engage in co-selling efforts surrounding our industrial software offerings. Leverage our industrial software partnerships and their established accounts as a gateway for broader enterprise cross-selling.

• Coordinate the team effectively. Involve business development, marketing, relevant Subject Matter Experts, delivery, and legal at appropriate stages, ensuring alignment around the account.

• Maintain data integrity. Keep accurate records in HubSpot and provide precise forecasts. The decisions made across the sales funnel will rely on your data.

• Contribute to developing a repeatable sales process and playbook as we enhance the professional standards of the function.

• Collaborate closely with Subject Matter Experts: Two roles, one pursuit; you manage the account, pipeline, business case, and closing, while your SME focuses on solution qualification and development.

• Prioritize questions before solutions: assess budget, sponsorship, and timelines before any solutions are proposed, and be prepared to disengage from opportunities lacking genuine pain points or value pathways.

• Ensure actionable next steps: conclude every discussion with a workshop, assessment, or a defined-scope pilot.

• Establish initial references: lead with demonstrable outcomes and capabilities, aiming to secure the first local lighthouse reference early in the process.

⛳️ Requirements

• Minimum of five years of experience securing net-new B2B enterprise business in a closing capacity, particularly in consulting, software, or nearshore and managed services.

• Possess enterprise credibility: adept at managing lengthy, multi-stakeholder pursuits and comfortable engaging with C-level executives alongside senior domain experts.

• Proficient in consultative, value-based selling: capable of constructing a business case that buyers are willing to invest in.

• Experience in co-selling: you take charge of the commercial pursuit and the collaborative pipeline while our technical teams focus on the details.

• A focus on closing: commercially savvy in the areas that matter most to the client.

• A hunter's mentality: you thrive on prospecting, employ creativity in your approach, and take responsibility for your targets.

• Fluency in both German and English, both written and spoken, with the ability to engage credibly with buyers and technical teams.

• Strong proficiency in CRM tools, ideally HubSpot.

• Willingness to travel as required for business purposes.

• Preferred: Familiarity with manufacturing or other industrial sectors, with an understanding of OT and IoT environments.

• Knowledge of data and AI value propositions sufficient to lead initial conversations.

• An established network in the German market that you can leverage.

🏝️ Benefits

• Health insurance

• 401(k) matching

• Flexible work hours

• Paid time off

• Remote work options