Role Description

We are recruiting two Account Executives on behalf of an international technology company strengthening its Mid-Market and Enterprise sales activities across Germany, Austria and Switzerland.

The Account Executive will be responsible for independently developing and closing new B2B opportunities. The position covers the complete sales cycle, from targeted prospecting and initial discovery through qualification, solution demonstration, commercial negotiation and contract signature.

The role requires a proactive hunting approach. In addition to opportunities generated by Sales Development and Marketing, the Account Executive will build an independent pipeline through personalised outbound prospecting, social selling, networking and relevant industry events.

The successful candidate will manage complex and longer sales cycles, engage senior business and technical decision-makers, and develop persuasive business cases that clearly demonstrate the commercial value of the company’s solutions.

The source role covers Mid-Market and Enterprise customers, autonomous pipeline generation, sales cycles of four months or more, strategic demonstrations and complex business-case development. 

Key Responsibilities

- Identify, develop and close new Mid-Market and Enterprise business opportunities across the DACH region.

- Independently generate pipeline through targeted outbound prospecting, social selling, networking and strategic account development.

- Conduct discovery meetings to understand customer objectives, commercial challenges, technical requirements and decision-making processes.

- Qualify opportunities using MEDDPICC or another agreed structured sales methodology.

- Engage relevant business and technical stakeholders, including C-level decision-makers.

- Deliver tailored solution presentations and strategic product demonstrations.

- Build compelling value propositions and business cases based on the customer’s priorities and expected commercial outcomes.

- Manage complex sales cycles from initial qualification through proposal, negotiation and contract signature.

- Negotiate pricing, contractual terms and closing conditions while protecting long-term customer value.

- Maintain a healthy, accurately qualified pipeline and prepare reliable sales forecasts.

- Record opportunities, activities, stakeholders and decisions accurately in the CRM.

- Collaborate with SDRs, Marketing and other internal teams to support pipeline development and successful customer handover.

- Represent the company at relevant customer meetings, networking activities and industry events.

- Achieve agreed revenue, new-customer and sales-quota targets.

Ideal Candidate Profile

- At least three years of successful experience managing complex B2B sales cycles.

- Proven experience selling solutions with an annual recurring value above approximately €10,000.

- Experience managing longer sales cycles involving several stakeholders and decision stages.

- Strong knowledge of MarTech, marketing automation, CRM, customer data or related digital solutions.

- Proven ability to develop new strategic accounts without relying exclusively on inbound opportunities.

- Experience engaging and influencing senior decision-makers, including C-level stakeholders.

- Strong discovery, presentation, objection-handling, negotiation and closing skills.

- Comfortable discussing data-related topics such as APIs, tracking, segmentation and system integrations.

- Disciplined approach to CRM management, pipeline qualification and forecasting.

- Fluent German and professional working proficiency in English.

Preferred Skills

- Experience selling SaaS or MarTech solutions to Mid-Market or Enterprise customers.

- Familiarity with MEDDPICC or another structured enterprise-sales methodology.

- Experience delivering software demonstrations and developing complex commercial business cases.

- Knowledge of marketing automation, CDP, CRM, emailing, data or customer engagement solutions.

- Experience collaborating with technical stakeholders on APIs, tracking, segmentation or integrations.

- Existing professional network within the German or wider DACH market.