Job Title: Enterprise Account Executive [DACH]

Level: Senior

Working Hours: Full Time (40h/Week)

Location: Remote (DACH)

Your Team 👥

You will report to our Chief Revenue Officer and join the EMEA Sales team. On TheOrg, you can view our complete organizational structure, including information about every team member, hiring managers, and the size of each department.

Your Responsabilities ✏️

You will be responsible for driving revenue growth via enterprise sales and Product-Led Sales motions, leveraging one of the world’s most widely deployed Commercial Open Source Software (COSS) collaboration products. The role will require a diversified approach to pipeline generation, targeting core ICP accounts via outbound, leveraging channels to penetrate net new logos and highly personalized inbound (marketing and product-led) conversions. Proactive and results-driven individual, dedicating 80% (estimate) of their efforts to pipeline generation through outbound initiatives, showcasing strong hunter instincts to identify and pursue new business opportunities. The most successful candidates demonstrate the following intangible characteristics: a sales leader with an entrepreneurial mindset eager to hustle and develop a market into one of the dominant regions in a global company.

Mandatory Hard Skills 🎯

• 7 to 10 years experience of enterprise software sales experience, focusing on strategic account management;
• 3 to 5 years of selling to the Public or Federal Sector;
• Proven experience working in heavily regulated industries in the DACH market;
• Expert knowledge of the B2B business model;
• English and German Fluency;
• Availability to travel 25% of the time (estimated).

Desirable Hard Skills 💕

• Benelux as additional territory;
• Strong relationships with Government Agencies (Federal, State & Local, Defense, First Responders, Utilities);
• Strong relationships with Partners in the DACH region.

Soft Skills ✨

• Dynamic professional with a passion for effective communication and collaboration;
• Key player, engaging in cross-functional collaboration, fostering a positive work environment that values teamwork and innovation;
• A critical thinking and analytical mindset will be instrumental in solving complex challenges and driving strategic initiatives;
• Presentation skills, delivering compelling and impactful messages to diverse audiences;
• Entrepreneurial skills are a must as you contribute to the development of innovative solutions and identify growth opportunities;
• Results-oriented individual, you'll thrive in a fast-paced environment, consistently delivering on targets combined with your disciplined approach ensuring efficiency and effectiveness in all tasks.
• Passion: Genuine enthusiasm for what you do and how it contributes to our company's mission;
• Dream: Proactively seek out opportunities and challenges to achieve extraordinary results. If you're someone who takes initiative and is always striving to improve, you'll fit right in;
• Own: Take ownership of your work, set high standards for yourself, and be accountable for outcomes demonstrating a strong sense of responsibility and commitment;
• Trust: Recognizing the importance of trust and support and actively working towards a collaborative and inclusive workplace;
• Share: Communicating openly and transparently, ensures clarity and honesty in interactions.

What You'll Do 🖥️

Client Relationship Management and Consultation:

• Nurture client relationships by providing strategic consultation, addressing business issues, and ensuring seamless pre and post-sales support.
• Resolve sales and delivery challenges while fostering collaboration with C-suite executives and internal teams.

Sales Strategy and Execution:

• Drive business growth by prospecting and cultivating new client relationships.
• Adeptly navigating every phase of the sales process, from pipeline generation to successful deal closure.
• Deliver strategic sales presentations, innovate proposals, and conduct impactful meetings.

Strategic Partnerships and Collaboration:

• Collaborate with external partners strategically co-selling with distributors, and OEM/VARs.
• Win business by creating tailored business cases with potential clients and aligning efforts with Marketing and internal teams, for impactful strategies.

Sales Methodology and Process Improvement:

• Utilize SPICED, our daily sales methodology, engaging in consultative selling through attentive customer listening.
• Understanding and utilization of MEDDPICC methodology/framework.
• Develop comprehensive territory plans and contribute insights to root cause analyses for both wins and losses.

Market Analysis and Business Development:

• Deepen industry knowledge and assess the company's competitive stance.
• Generate qualified leads and cultivate new customers through channel partners.
• Develop customer-centric account plans and provide insightful activity and forecast reports.