Account Executive, DACH - m/w/d

QuoIntelligence GmbH; Deutschland; Remoto; USD 116.000 - 433.000; Tempo pieno

Descrizione del lavoro

QuoIntelligence GmbH is seeking a seasoned sales professional to own the DACH territory from Germany. You will generate pipeline, qualify customers, and close deals with CISOs and executives, leveraging AI-powered Mercury and Karla products.

You will work remotely from Germany, collaborate with an SDR and partners, and shape the territory alongside a VP of Sales. German fluency and a track record in cybersecurity software sales are essential.

Competenze

• Two years in cybersecurity sales across every sales role you have held.
• Sold threat intelligence, XDR, SOAR, or related security software.
• German at native or near-native level.
• English at working level.
• Living in Germany with the right to work there.
• AI fluency in sales tools and workflows.

Mansioni

• Run your half of DACH: account selection, sequencing, and partner inclusion decisions.
• Generate pipeline primarily through outbound and events; partner channel adds more as available.
• Sell to CISOs and signatories, building business cases with both the CISO and CFO in mind.
• Build the DACH partner channel with the VP of Sales, including resellers and MSSPs.
• Turn events into pipeline and document what works for future hires.

Descrizione del lavoro

The Opportunity

Germany is QuoIntelligence's home market and its largest one. It is also bigger than a single seller can work, so this is the second sales seat in DACH, and the territory gets split in two. Both halves get real coverage, which is what a market this size needs and what we are now funding.

QuoIntelligence sells Unified Risk Intelligence: Threat Intelligence, Digital Risk Protection, and Risk Intelligence, delivered through our Mercury platform and Agent Karla, an AI-powered analyst.

Regulation is working in your favor. NIS2 is now German law, and the BSI supervises the organizations it brings into scope, which puts incident reporting and supply chain security on the agenda for German companies that never carried a threat intelligence budget. DORA does the same job in financial services, where resilience testing and third-party risk now have a regulator behind them. A large share of your prospects will be buying threat intelligence for the first time, so you spend as much time building the case for the category as you do beating a named competitor.

You start with support rather than a blank page. There is an SDR covering DACH, partner conversations your manager has already opened, events being organized for your first quarter, and a marketing budget for the territory. Demand generation is the honest gap: that function is being built and will not be running when you arrive, so most of your early pipeline will come from your own prospecting and network.

If you want a seat where qualified leads arrive on a schedule and the playbook is finished, this is not the right role for you. If you want a territory you help shape while someone senior teaches you the parts you have not done yet, read on.

What You'll Do

• Run your half of DACH. You choose the accounts and the sequence, and you decide when a partner belongs in a deal. Two sellers, two defined patches, clear ownership of yours.
• Generate your pipeline. Your network and your outbound come first. The DACH SDR adds meetings; the events booked for your first quarter add more; and the partner channel adds more as it comes online.
• Sell to CISOs and the people who sign. Qualify against a real risk or compliance problem, coach your champion through building their internal case, and explain threat intelligence in terms a CISO and a CFO both accept. Your VP of Sales runs the early ones with you.
• Build the DACH partner channel with your VP of Sales. Resellers, system integrators, and MSSPs open German accounts that stay cold to direct outreach. He has started this and will build it out with you. If you have never sold through a channel, that is one of the things he teaches.
• Turn events into pipeline. There is an event programme for your first quarter. What you bring back from it is yours to work.
• Write down what works. Which segments answer and which partners produce. On a sales team of this size, your deals set the pattern for whoever is hired next.

AI-First in Sales

AI is how we work, not a tool we reach for when it is convenient. Our products run on it, and the sales process should too.

AI as your operating system. You use AI daily for account research, outreach, call preparation, proposal drafting, and competitive analysis. You can point to the work you have delivered this way, not only to the tools you have tried.

Know what you're selling. Mercury and Agent Karla are AI-driven intelligence products. You need to understand them well enough to hold the first half of a technical conversation with a CISO before you bring a sales engineer in.

Responsible claims. We sell in a regulated market, where credibility is the product. You know where the product is strong and where it is not, and what you say in the field reflects that.

What You'll Bring

Must-haves:

• Two years in cybersecurity sales, added up across every sales role you have held. Not two years in your current seat. Time as an SDR counts. Coming from a law enforcement cybercrime unit or from military service? We are not asking you for a sales track record at all. There is an FAQ below written for you.
• You have sold something like threat intelligence, XDR, SOAR, managed detection, or incident response. These are deals you win on discovery and a business case, not on price. If your last few years were firewall or antivirus renewals, this is a different job.
• German at native or near-native level. You run discovery, handle objections, and close in German. German security buyers expect that, and there is no flexibility on this one.
• English at working level. It is our internal company language.
• Living in Germany, with the right to work there.
• AI fluency past occasional ChatGPT use. You use AI tools in your sales work and can say which ones you kept and which you dropped.

Nice-to-haves:

• If you sold software or SaaS outside security, you still get a real look at this level.
• Reseller, system integrator, or MSSP relationships in DACH, or channel experience from another market.
• A startup or scaleup background, where you built the process instead of inheriting it.
• Contacts among German CISOs and security leaders. Useful here, not expected at this level.

What Success Looks Like

By 3 months:

• You have finished enablement and can pitch, run a demo, support a proof of value, and support an RFP.
• You have called through your own network and booked the first meetings.
• You have opened the first partner conversations alongside your VP of Sales.
• You have worked the quarter's events for leads.

Closing a deal inside your first 90 days is not the bar. German cycles in this market do not move that fast, and a deal pulled forward is worth less to us than a pipeline that survives scrutiny. If you have been measured against a ramp that ignored how long real deals take, this is a different arrangement, and it is written here so you can hold us to it.

By 6 months: closing is the expectation.

• You have closed at least one deal.
• You have built pipeline that covers the quarter after.
• Your partner activity is producing joint opportunities rather than introductions.

By 12 months, you are producing consistently, the channel is contributing leads, and someone else could pick up your account plan and know how this half of DACH gets sold.

What We Offer

• A market being invested in. DACH gets a second seller because the opportunity is bigger than one desk. You get a defined patch and clear account ownership inside it.
• A manager who coaches. Our VP of Sales does not expect complete knowledge on arrival. He will teach you the channel work and the parts of consultative intelligence selling you have not done yet. At mid-level that is the strongest reason to take this seat, so ask him about it directly at the second stage.
• Early in a sales team being built. You would be one of the first hires for it, and what the team will look like in two years is still open.
• A product worth selling. Analysts finish the intelligence before it reaches a client, backed by six years of AI-native infrastructure. ENISA, the EU's cybersecurity agency, is one of our client.
• Visibility. At around 45 people, your deals get discussed by name, and you have direct access to the leadership team.
• Compensation. €100,000 to €125,000 base and €200,000 to €250,000 on-target earnings, split 50/50 between base and commission. For a mid-level seat, this is well above the German market, and it is deliberate: we would rather pay properly and hire once than run this search twice. Where you land in the range depends on how much cybersecurity experience you bring.

The Process

Three stages.

1. Recruiter screen (30 to 45 minutes) with Talent Acquisition. Motivations, sales background, German market experience, AI fluency, notice period, and compensation expectations.
2. Hiring manager interview (60 minutes). One-to-one with our VP of Sales, who you would report to. Sales depth, deal walkthroughs, and your approach to the German market.
3. Panel (60 to 90 minutes) with Marco Riccardi (CEO), Antonio Arias (COO), and our VP of Sales. You present a short business case with slides on how you would bring value in this market. We are looking at market knowledge, network, and approach. We send the brief by email when you reach this stage so you have it in writing. Three days is the usual turnaround, and the window runs to about a week.

Frequently Asked Questions

Do I really need cybersecurity experience? We would prefer around two years, because nothing shortens your ramp more. It is not a hard gate at this level. If you have sold complex software or SaaS consultatively elsewhere and you learn technical domains quickly, apply. The one thing we will not trade away is how you sell: if your last few years were transactional sales off a price list, security background or not, this seat will frustrate you.

I have spent my career in a law enforcement cybercrime unit or in the military, and I have never carried a quota. Should I apply? Yes, and this is a real invitation rather than a line in an advert. If you have run cybercrime investigations, you know how attackers work and how to explain that to people who must act on what you tell them. That is most of what a good threat intelligence seller does, and it is the part we cannot teach. Pipeline discipline and commercial negotiation are learnable. Our VP of Sales has brought people across on this route before and expects to do it again here. We will not ask you for attainment history, because you do not have one. We will ask what you know and why you want to move. The German language and residency requirements in Germany still apply.

Do I need to speak German? Yes, at a native or near-native level, with no exception attached to it. Your buyers are German security and risk leaders, and they will run the conversation in German. English is our internal company language, and you will use it every day inside the company.

Where do the leads come from? Mostly from you in the first two quarters. There is an SDR covering DACH and an event programme, and neither is enough to plan a pipeline around. Over your first year, the balance shifts toward the partner channel and marketing as both come online.

Is there an office in Germany? No. You work remotely from Germany and travel to meet the team in Frankfurt, Rome, or Madrid, as well as to meet with German prospects and partners. Field sales here means time on the road.

What is the growth path? This is the second sales seat in DACH, and the team is being built around it. As the territory grows, the people who grew it are the obvious candidates for whatever comes next. We are not putting a title or a date on that, because we do not know yet, and we would rather not promise something we cannot keep.

QuoIntelligence promotes an inclusive work environment, ensuring equal opportunities for all candidates, regardless of gender, ethnicity, sexual orientation, disability, or other personal characteristics. We believe that diversity is a value and we are committed to build a fair and respectful workplace for all.