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

Free resume; Berlin; Hybrid; EUR 70,000 - 120,000; Full time

Benefits offered by this job

Hybrid work model

Travel reimbursement for team events

Job summary

Luminovo is expanding its German-speaking DACH sales team. The AE will sell complex supply chain software to technical buyers, navigating long cycles and multi-stakeholder decisions across electronics manufacturing.

The role requires fluency in German and English, strong discovery and ROI justification, and a track record of B2B software sales. Based in Berlin or Munich, the position operates in a hybrid setup with three days in the office and occasional travel for events.

Qualifications

• B2B software sales track record with quota attainment
• Ability to operate in German and English professionally
• Experience with long, complex sales cycles and multi-stakeholder deals
• Familiarity with electronics industry or supply chain is a plus

Responsibilities

• Build and manage qualified pipeline with €240k-€400k in ARR per quarter
• Deliver product demonstrations tailored to each customer's pain points
• Run customer-centric discovery using SPICED framework
• Close €60k-€100k in new ARR per quarter and ensure smooth handover to Customer Success
• Collaborate with product, marketing and success teams to maximize impact

Job description

Job Description

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

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.

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.

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.

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

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 .

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