Account Executive Enterprise DACH

Responsibilities

• Own a geographical region or country within EMEA, covering target accounts and an existing enterprise book of business with companies of 3,000+ employees.
• Hunt new business opportunities, build sales pipeline, and drive growth within the enterprise sector.
• Upsell and cross-sell solutions across existing accounts, including Extended Access Management Identity.
• Manage and grow a designated territory in Germany, acquiring new enterprise clients and expanding existing accounts.
• Build and maintain a healthy pipeline through proactive prospecting, networking, inbound leads, and pipeline development aligned with the sales methodology.
• Segment target accounts against ideal customer profiles.
• Develop deep insight into enterprise structures, decision-makers, and buying processes, using multithreaded stakeholder engagement.
• Generate outbound pipeline through self-generated outreach, BDR collaboration, and marketing initiatives.
• Conduct tailored discovery and scoping to align solutions with enterprise challenges.
• Participate in coaching to continuously improve sales performance.
• Identify expansion and cross-selling opportunities within existing accounts.
• Attend industry events, trade shows, and conferences.
• Stay current on cybersecurity trends, especially Identity and Access Management.
• Collaborate with BDR, Solutions, Channels, Onboarding, and Customer Success teams.
• Build relationships with C-level, IT, and security stakeholders.
• Apply the company's sales methodology to align solutions with client goals.
• Present value propositions to executives, create mutual action plans, and negotiate beneficial outcomes.

Requirements

• Fluency in English and German.
• 5+ years of SaaS sales experience, preferably in security and enterprise accounts, or a strong Mid-Market/Commercial performance record with readiness to advance.
• Familiarity with the DACH region.
• Experience owning and growing a geographical territory or country within the DACH region.
• Proven success meeting or exceeding sales quotas and KPIs.
• Strong prospecting, pipeline building, strategic account planning, value-based selling, territory management, forecasting, and pipeline-management skills.
• Demonstrated success upselling and cross-selling to new customers and existing accounts.
• Business acumen, negotiation, relationship-building, communication, and executive presentation skills.
• Ability to understand and articulate complex cybersecurity concepts, particularly Identity and Access Management.
• Self-motivated and able to work independently in a remote setting.

Nice to have

• Salesforce, Slack, Zoom, LinkedIn Sales Navigator, and Outreach proficiency.

Compensation

• Compensation is based on fair market value and internal equity, commensurate with experience and specific skill set.