Senior Account Executive

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

📋 Description

• Acquire new clients from mid-sized companies within the DACH region throughout the entire sales cycle.

• Engage in initial calls, discovery sessions, demonstrations, proposals, negotiations, and closing processes.

• Conduct exploratory calls with IT leaders, information security officers, and executive management utilizing the SPICED methodology.

• Determine which opportunities should be included in the sales pipeline.

• Choose and justify the suitable service model: Expert Managed or Self-Service.

• Contribute to the pipeline by proactively prospecting target accounts, partners, referrals, and events.

• Guide deals to successful closure in collaboration with clients using a Mutual Action Plan.

• Take ownership of your sales quota and provide weekly forecasts.

• Regularly update stages, close dates, and next steps in HubSpot on a daily basis.

• Collaborate closely with Product, Customer Success, and the expert team.

• Communicate objections, messaging, and insights from deals with the team.

• Assist in developing the pitch for Expert Managed services.

• Consistently leverage AI for research, preparation, and follow-up tasks.

• Report directly to the Head of Sales.

⛳️ Requirements

• Minimum of 3 years of experience in full-cycle new business sales for B2B software.

• Proven track record of managing an individual quota with measurable target achievement in each sales cycle.

• Experience in closing deals with annual contract values between €25,000 and €75,000, with sales cycles ranging from several weeks to a few months, involving multiple stakeholders.

• Demonstrated capability to independently build a sales pipeline, supported by data on volume and conversion rates.

• Familiarity with formal qualification methodologies such as SPICED, MEDDICC, or similar frameworks.

• Strong business acumen: understanding organizational operations, identifying compliance pressures, and recognizing where SECJUR adds value.

• Experience in selling complex products or working within regulated markets.

• Willingness and ability to become acquainted with ISO 27001, NIS2, GDPR, and TISAX.

• Team-oriented individual who is eager to learn, shares experiences, actively participates in discussions, and is open to feedback.

• Proficient in business-fluent German.

• Fluent in English.

• Experience in selling software combined with consulting or expert services is a plus.

• Prior knowledge of ISO 27001, NIS2, GDPR, or TISAX is advantageous.

• Experience in startup or scale-up environments, ideally with a focus on developing processes and playbooks is a plus.

• Familiarity with HubSpot is desirable.

🏝️ Benefits

• Competitive compensation package comprising a base salary plus performance-based commission.

• Significant role at the intersection of law, technology, and SaaS.

• Dynamic growth environment with authentic opportunities to influence the business.

• Modern, dog-friendly office located in Hamburg or the option to work remotely from anywhere in Germany.

• Flexible working hours designed to help you achieve peak performance.

• Unlimited vacation to ensure you have the energy and recovery time you need.

• Regular team events and collaborative workations.

• Varied opportunities for both professional and personal development.

• Access to EGYM Wellpass, Urban Sports Club, or Edenred.

• JobRad: lease your ideal bicycle or e-bike, including private use.

• Attractive discounts available through our corporate benefits program.