Enterprise Account Executive - DACH

Responsibilities

• Build and execute a DACH territory plan covering priority accounts, market triggers, whitespace, partner routes, and pipeline actions.
• Create net-new enterprise pipeline through outbound prospecting, executive networking, field engagement, partner co-selling, and coordinated marketing programs.
• Establish relationships with CIOs, CTOs, infrastructure and security leaders, data teams, finance, procurement, and business stakeholders.
• Lead value-based discovery connecting technical challenges to measurable business, financial, security, and operational outcomes.
• Create or redirect customer budgets by quantifying business value, operational risk, cost, resilience, productivity, and product-adoption potential.
• Develop executive-level business cases and mutual action plans.
• Apply the MEDDPICC methodology to qualification, stakeholder mapping, competitive strategy, forecasting, and deal control.
• Orchestrate technical evaluations, negotiations, procurement, legal review, and executive engagement through signature.
• Coordinate product adoption and expansion planning and handoffs to Customer Success and account teams.
• Maintain accurate pipeline data, close plans, qualification evidence, next steps, and forecasts.
• Use approved AI tools for account research, stakeholder mapping, meeting preparation, pipeline inspection, and follow-up while validating outputs and protecting confidential information.
• Travel regularly across DACH and periodically to London and other EMEA meetings or events.

Requirements

• 8+ years of B2B SaaS and cybersecurity technology sales experience, including 5+ years owning full-cycle enterprise new-logo sales.
• Consistent achievement against approximately US$1 million or larger annual quotas.
• Experience closing six-figure enterprise software opportunities involving multiple technical and commercial stakeholders.
• Demonstrated use of the MEDDPICC methodology in complex, competitive opportunities.
• Proven success opening new accounts and generating qualified pipeline through direct outreach, executive engagement, and partner-led motions.
• Experience creating business cases and customer budgets rather than only responding to funded projects.
• Experience selling enterprise SaaS in cloud, cybersecurity, data platforms, observability, business operations software, or related categories.
• Strong executive presence, value-selling, negotiation, commercial judgment, and forecast discipline.
• Professional fluency in German and English.
• Legal ability to work in Germany and willingness to travel regularly across DACH.

Nice-to-haves

• Repeated success closing $250K–$1M+ ACV new-logo opportunities.
• Experience building a territory with limited inherited pipeline, existing customers, or brand awareness.
• Experience co-selling with cloud providers, global systems integrators, resellers, or strategic technology partners.
• Technical fluency in cloud, data, security, infrastructure modernization, or AI-ready enterprise data environments.
• Existing enterprise buyer and partner relationships across DACH.
• Practical use of AI for account research, prioritization, deal strategy, forecasting, or customer communication.
• Experience mobilizing complex buying groups and developing senior champions.
• Experience turning an initial enterprise platform win into an adoption and expansion path.
• Modern SaaS experience in cloud, security, data, observability, or business operations; storage-sector experience is not required.

Benefits

• Employee onboarding and training
• Paid time off
• Employee referral bonuses
• Flexible remote work policy
• Wellbeing offerings
• Professional development resources
• Team culture and social activities
• Collaborative workspaces and select on-site fitness centers and stocked kitchens