# Enterprise Account Executive - DACH

**Company:** [Nasuni](https://hotfix.jobs/companies/nasuni)
**Location:** Remote
**Role:** Account Executive
**Experience:** 8+ years
**Skills:** B2B SaaS, Cybersecurity, Enterprise Sales, MEDDPICC, Value Selling, Pipeline Generation, Territory Planning, Business Cases, Cloud Computing, Data Platforms, Observability, Negotiation, Forecasting, Artificial Intelligence, Partner Co-Selling
**Posted:** 2026-08-26

> Own the full enterprise sales cycle across Germany, Austria, and Switzerland, from outbound pipeline creation through complex new-logo close. The role requires 8+ years of B2B SaaS cybersecurity sales, enterprise hunting experience, fluent German and English, and strong MEDDPICC and value-selling skills.

## Job Description

## 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

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