Account executive in the public sector

Wolters Kluwer; Berlin; Hybrid; EUR 90,000 - 130,000; Full time

Benefits offered by this job

26 дней отпуска в году

Гибридная работа: до 3 дней удаленно/н

Гибкий график работы

Возможность путешествий по ЕС (до 20 д

Офис в Берлине на Merantix AI Campus

Volunteer Day

Job summary

Wolters Kluwer ищет опытного специалиста по продажам в государственный сектор для региона DACH и Берлина. Вы будете развивать отношения с госучреждениями и судебной системой, управлять полным циклом закупок и формировать выгодные рамочные соглашения под требования регуляторов.

Кандидат должен обладать опытом продаж в гос. секторе, знанием закупочных процедур и умением объяснять технологически сложные решения не技术ическим лицам. Возможны командировки по региону и гибридный режим работы.

Qualifications

• 5+ лет продаж в гос. секторе (Германия/ДАК) в сфере технологий/ SaaS.
• Знание процедур госзакупок: бюджетные циклы, рамочные соглашения и многоканальные решения.
• Умение продавать технический, регулируемый продукт не-техническим и юрически обученным лицам.
• Готовность к деловым поездкам по региону ДАК.

Responsibilities

• Управление портфелем стратегических гос.аккаунтов в регионе DACH от первого контакта до подписания рамочного соглашения.
• Ведение полного цикла закупок: выявление тендеров, формирование требований в рамках законодательства, ведение процессов в тендерах.
• Установление крепких контактов с лицами, принимающими решения в госучреждениях и судебной системе.
• Разработка рамочных соглашений и многолетних коммерческих структур, соответствующих бюджетам и циклам внедрения Libra.
• Сотрудничество с внутренними командами Legal, Compliance, Product и Pre-Sales для соответствия требованиям безопасности и закупок.
• Работа над долгосрочным прогнозируемым пайплайном и участие в профильных форумах по Public Sector и Legal Tech.

Skills

Public sector sales

Procurement understanding

Stakeholder management

German (native)

English

Job description

Описание

Описание: Libra is an AI-powered workspace—developed by lawyers for lawyers. With intuitive, secure and powerful tools, we simplify legal workflows and increase efficiency in everyday legal work. Libra is one of the fastest-growing Legal Tech products in history and is already used by more than 12,000 lawyers across Europe. Our goal is to build the world’s most trusted AI platform for the legal sector.

Задачи

Responsibility for a portfolio of strategic public-sector accounts across the DACH region—ministries, large government agencies, courts and judicial institutions—from first contact to signed framework agreement. Managing the entire procurement process: identifying tenders early, helping shape requirements within the permitted framework, and leading structured bid processes in procurement procedures. Building strong relationships with decision-makers in public administration and the judiciary (IT and digitalisation leads, CDOs, procurement, department and division heads, judicial administration). Translating the specific compliance, data protection and professional regulatory requirements of public-sector and judicial bodies into a compelling offer for Libra by Wolters Kluwer. Developing framework agreements and multi-year commercial structures that fit public-sector budget and rollout cycles. Working closely with internal Legal, Compliance, Product and Pre-Sales teams to meet the heightened security and procurement standards of public-sector clients. Managing a long-term pipeline with reliable forecast quality, aligned with budget and fiscal-year cycles. Representing Libra by Wolters Kluwer at relevant public-sector and Legal Tech forums and acting as a trusted contact for Legal AI in public administration and the judiciary.

Требования

At least 5 years of experience in technology/SaaS sales to the public sector (public administration, government agencies and/or the judiciary) in the DACH region. Proven track record of closing complex, high-value deals through procurement procedures and tenders (public procurement law). In-depth understanding of public-sector procurement dynamics: budget and fiscal-year cycles, framework agreements, multi-stakeholder decisions, and the regulatory and compliance requirements of public bodies. Ability to sell a technical, regulated product to both non-technical and legally trained decision-makers. Fluent German (native-level) and professional English. Willingness to travel within the DACH region.

Будет плюсом

• A legal background (law degree / legal training or equivalent)—strengthens credibility and dialogue with the judiciary and legally trained decision-makers;
• An existing network in public administration or the judiciary in the DACH region;
• Experience with Legal Tech, Legal AI or legal information publishing

Условия

• Permanent employment from day one.
• Remote work & flexibility: up to 3 days per week working from home (= 8 days per month in the office), with flexible working hours.
• Flexible work abroad: up to 20 days per year within the EU.
• Rest & time off: 26 days of annual leave.
• An opportunity to make a real impact—your work directly improves Libra’s everyday use for thousands of lawyers.
• A company culture that values empathy, precision and continuous learning.
• Show your commitment: 1 additional day off per year for your volunteer work (Volunteer Day).
• Development support: e-learning via LinkedIn, online language training with goFluent, and other training and development opportunities.
• Modern on-site working: attractive offices at the Merantix AI Campus in Berlin—Europe’s hub for pioneering AI innovation.