Account Executive (AE) | DACH (d/f/m)

Luminovo; Berlin; Hybrid; EUR 120.000 - 180.000; Vollzeit

Benefits dieser Stelle

Hybrid work model

Office in Munich or Berlin (hybrid)

Travel expenses covered

Zusammenfassung

Luminovo is seeking a German-speaking Account Executive to drive the DACH territory from Munich or Berlin in a hybrid setup. You will engage electronics manufacturers with complex supply chain software, conduct discovery in German, and negotiate with multi-stakeholder buyers.

You’ll build a scalable sales motion and own the full sales cycle from first contact to value realization. You’ll work in a fast-growing, remote-first company with a strong emphasis on data-driven ROI, collaboration with

Qualifikationen

• You’ve sold B2B software and can recall your quota, attainment, average deal size, and ramp time.
• You’ve built a new market segment or playbook and can operate without a predefined script.
• You’ve built or used automation/workflows and can name what you shipped and its outcomes.
• You’ve been close to electronics manufacturing, hardware, or supply chain to spot pain early.
• You’re consultative by instinct, handling longer cycles with demo-ready buyers.
• You work in German and English at a professional level for discovery and negotiation in German; the company runs in English.

Aufgaben

• Generate pipeline by building a network of decision-makers and qualifying opportunities.
• Close deals by delivering tailored product demonstrations and ROI workshops.
• Own and monitor pipeline health, conversion rates, and deal velocity to hit quarterly targets.
• Mentor junior AEs and contribute to the sales playbook.

Kenntnisse

B2B software sales

German & English fluency

Consultative selling

Sales metrics & quota knowledge

AI automation experience

Tools

CRM software

SPICED framework

AI automation tools

Jobbeschreibung

About the role

Luminovo builds the B2B SaaS platform that powers the electronics supply chain. DACH is our home market and one of our strongest, and we’re adding an Account Executive to the German-speaking team.

Unlike traditional transactional sales, you'll be selling complex supply chain software to technical buyers—requiring deep discovery, consultative selling, and the ability to prove measurable ROI in a trillion-dollar industry. You'll sell software that directly impacts how electronics companies—from automotive suppliers to industrial equipment manufacturers—manage their complete electronics supply chain. The impact is tangible, the industry is fascinating, and the growth trajectory is yours to shape.

Who you are

• You’ve sold B2B software, and you can walk through your own numbers from memory: quota, attainment, average deal size, how long your ramp took

• You’ve built something that didn’t exist before you — a segment, a first playbook, a function nobody had staffed, a company of your own. You’re more comfortable without a playbook than with an inherited one

• You use AI as more than a better search engine. You’ve built your own automations, workflows, or tools, and you can name what you shipped and what came of it

• You’ve been close to how electronics or physical products actually get made — manufacturing, hardware, or supply chain. A bonus rather than a must, and the strongest single signal we look for, because it’s what lets you find the pain before a customer names it

• You’re consultative by instinct. Our buyers rarely arrive knowing they have a problem worth solving, so short cycles with demo-ready buyers aren’t the motion here

• You work in German and English at a professional level. Discovery, demos, and negotiation happen in German; the company runs in English

Your potential growth path:

• Months 1-6: Master the product, close your first 5-10 deals, build your DACH network

• Months 6-18: Take on larger deals, navigate complex stakeholder environments, mentor BDRs

• 18+ months: Transition to Enterprise AE (€100k+ deals), own strategic accounts, mentor junior AEs

Your performance objectives

Generate pipeline

• Build your network. Connect with 50+ relevant decision-makers at electronics manufacturers per quarter through industry events, LinkedIn, and targeted outreach. Establish Luminovo's presence at 2-3 key industry fairs annually.

• Generate qualified pipeline. Create €240k-€400k in qualified pipeline ARR per quarter (depending on seniority) through outbound prospecting, events, and inbound lead qualification using SPICED discovery.

• Qualify with precision. Run customer‑centric discovery to uncover Situation, Pain, Impact, Critical event, and Decision criteria. Quantify potential value before investing in lengthy sales cycles.

Close opportunities

• Inspire with demos. Deliver product demonstrations tailored to each customer's pain points. Clearly articulate our competitive positioning.

• Prove measurable value. Collaborate with domain experts to run workshops that demonstrate ROI through concrete impact calculations (time savings, cost reductions, efficiency gains).

• Close strategically. Guide prospects through complex buyer journeys, map stakeholders, and turn negotiations into win‑win outcomes. Close €60k-€100k in new ARR per quarter (depending on seniority) with smooth handovers to Customer Success.

Build expertise

• Become an industry insider. Develop deep knowledge of electronics supply chains and feed customer insights back to product teams.

• Master consultative selling. Make SPICED your guiding principle and build expertise in technical SaaS sales with longer cycles and multi‑stakeholder decisions.

Lead by example

• Own your metrics. Monitor pipeline health, conversion rates, and deal velocity. Use data to consistently hit quarterly targets.

• Enable your peers. Mentor junior AEs through shadowing and deal reviews. Contribute to our sales playbook.

• Embrace feedback. Reflect on every major customer interaction and proactively seek coaching to maximize impact.

Your territory

You’ll primarily cover the German-speaking market (DACH), with some English‑speaking territories. Fluency in German and English is essential.

Work location

Munich headquarters or Berlin satellite office (both in hybrid setup with home‑office flexibility). Our sales team meets in the office three days per week. Occasional travel for team retreats and industry events (expenses covered).

Whom you'll be working with

• Clifton Lobo, VP Global Sales — Your manager who’ll coach you on deal strategy and career progression

• Sebastian Schaal, Co-Founder — Provides strategic guidance on positioning and pricing

• Inga Schwarz, Team Lead and Pioneer AE for OEM — Your primary partner in building the OEM sales playbook

• Max Hungenbach and RevOps — Provide CRM support, dashboards, and sales enablement

• Marketing, Customer Success & Product teams — Regular collaboration on campaigns, customer onboarding, and product roadmap

Skills, knowledge, and expertise

Just so you know—we purposefully did not create a standard list of minimum qualifications for this role. We care much more about your motivation and ability to help us accelerate technical progress than we care about your CV.

If you're interested to find out more about why we banned requirements from our performance profiles—see here.

About Luminovo

Luminovo is the first electronics supply chain platform that unites all data, processes, and stakeholders in the trillion‑dollar electronics industry.

We fundamentally believe that technology is the best tool that humankind has developed to tackle the biggest challenges we face as a society today. And we want to do our share in accelerating technological progress.

We bring innovations to life faster and cheaper by creating a more connected and resilient electronics supply chain.

To date, over 300 active customers worldwide are working with us towards this shared goal. Supported by leading investors such as Cherry Ventures, General Catalyst/LaFamiglia, Chalfen Ventures, and others, we have raised more than €20 million.

Our core principles: putting people first & building great things

As a remote‑first company headquartered in Munich, our brilliant team is spread across cities including Munich, New York, Austin, Calgary, Berlin, London, Valencia, Nairobi, and Verona, among others.

Our team includes a mix of product enthusiasts, people advocates, business masterminds, and engineering experts. Among us are graduates from institutions like Stanford University and the University of Cambridge, as well as talented individuals with unconventional CVs. What matters most is their drive to build great things.

We provide an authentic environment based on psychological safety to empower Luminerds from various backgrounds to succeed, grow, and focus on impact. Putting people first means that we deeply care about who our employees are, what makes them unique, and what they excel at.

See what employees and candidates have to say about Luminovo on kununu and Glassdoor.