Account Executive - New Business, DACH (Berlin)

TechTree; Berlin; Hybrid; EUR 70,000 - 110,000; Full time

Job summary

TechTree in Berlin is seeking a high-energy Account Executive with SaaS experience, ideally in PropTech. You own a defined territory in the DACH region and manage deals from first outreach to final signature, including expansion and upsell within the accounts you win.

Hybrid role, based in Berlin with the office three days per week. You will build pipeline, qualify opportunities using MEDDICC, negotiate, and expand multi-site, multi-country deployments across enterprise customers.

Qualifications

• 5+ years in B2B software sales or complex technology sales.
• Experience in PropTech, CAFM, IWMS, or multi-site operations preferred.
• Fluent in English and German at business level.

Responsibilities

• Strategic navigation and deal execution across the defined territory.
• Qualify opportunities using MEDDICC with quantified business cases.
• Build and manage a high-velocity pipeline in the DACH region.
• Lead commercial negotiations to protect price and maximize value.
• Partner with Customer Success for expansion and upsell within accounts.

Skills

New-business sales

Territory planning

Multistakeholder mgmt

MEDDICC

B2B SaaS sales

German language

English language

Tools

CRM tools

Job description

We are seeking a high-energy, relentlessly optimistic Account Executive with proven experience in SaaS, ideally within the real estate and PropTech sector. You are a confident hustler who sees the glass as half full and thrives in a high-activity sales environment.

This is a new-business role where you own a defined territory and named-account set in the DACH region. You build most of your pipeline yourself (researching target accounts, mapping buying groups and opening conversations) and own every deal from the first conversation to the final signature and beyond, including expansion and upsell within the customers you win.

Our platform supports complex property and facilities operations at large scale, with established customers across commercial real estate, logistics, retail, facility management and the public sector. You enter deals with credible enterprise references, a proven product and senior executive support.

The deals are consequential rather than transactional: multi-stakeholder, multi-site, and typically six to nine months to close. Initial deal values range from £25k to £100k, with clear multi-country expansion potential. Winning requires a strong business case, quantified value discovery, and the ability to align stakeholders across operations, real estate, procurement, IT and finance.

Location: Hybrid, based in Berlin, working from the office three days per week.

What you will own

Strategic navigation and deal execution

Understand account politics and decision-making structures to connect the dots within complex opportunities

Qualify every opportunity to a MEDDICC standard, with a quantified business case and direct access to the economic buyer

Multi-thread every material deal so it survives a change of internal sponsor

Lead commercial negotiations that build value and protect price rather than defaulting to discounts

Qualify rigorously and make early decisions on opportunities that lack a credible business case, buying process or route to decision

Relationships and land and expand

Build strong connections and influence key stakeholders across your target audience

Scope first wins so sites, countries and use cases are sequenced for growth from the start

Partner closely with Customer Success after go-live, staying commercially accountable for expansion and upsell in the accounts you land

Market education and alliances

Educate market participants proactively and win strategic partners to build valuable alliances

Pipeline, coverage and execution

Maintain a high volume of sales activity with resilience, confidence and a proactive mindset

Take personal responsibility for territory coverage, hitting a new-business quota set by a strategic territory plan

Build pipeline through business development, marketing, partner channels and self-generated outreach. In your first months, expect self-generated outreach to be your main source of pipeline as you establish your territory

Lead diagnostic conversations grounded in operating cost, compliance and risk

Forecasting and governance

Maintain a robust forecast with stage integrity, clear next steps and close dates you stand behind

Surface risks early, with an honest view of what has changed and what is needed

Contribute to the sales playbook with competitive intelligence, repeatable use cases and objection handling

What excellent performance looks like

Commercial outcomes: hitting new-logo ARR against quota, strong pipeline creation, territory coverage and securing strategic logos. Strong win rates against incumbents or no-decision outcomes, with high average deal values and total multi-year value

Operating standards: high forecast accuracy, multi-threading, MEDDICC quality, price and discount discipline, CRM quality and process discipline

Your first 12 months

First 90 days: complete onboarding, build your territory and account plan, establish pipeline coverage and create your first qualified opportunities

By six months: achieve credible coverage against a ramped quota, progress multi-threaded opportunities through evaluation, and close or materially advance a first customer win

By 12 months: deliver against a ramped quota, establish a repeatable pipeline-creation motion in your territory, and land accounts with clear expansion potential

What we're looking for

Typically five or more years in B2B software or complex technology sales, including a sustained period carrying a new-business quota. Quality of results matters more than years

Evidence of sustained over-performance in new-business sales: quota attainment, team ranking, pipeline you personally created and representative deals won. We will ask for specifics

A track record of building your own pipeline through outbound prospecting, rather than relying mainly on inbound or SDR-sourced leads

The ability to walk us through significant deals end to end: how the opportunity was created, how the buying group developed, what changed, and why it was won or lost

A structured seller who uses MEDDICC (or a comparable methodology) in practice

Strong results combined with the forecast and CRM discipline needed to run a predictable business

English and German at business level (a hard requirement)

Experience in CAFM, IWMS, facility management, PropTech or multi-site operations is a strong advantage

Polish is an advantage

Package, support and progression

Competitive base salary with uncapped commission and meaningful accelerators for over-performance

Comprehensive support: business development coverage, pre-sales, marketing and enablement

Direct access to the CRO for deal strategy, coaching and fast commercial decisions, without a committee

Structured onboarding, methodology training and deal coaching, starting with a fairly ramped quota

Clear progression into global accounts or sales leadership, as we back elite individual contributors as readily as future managers

This role is for an accomplished new-business seller who wants the autonomy to build a territory, the support to win complex enterprise deals, and real reward for over-performance. If you have created pipeline, won meaningful customers and run a disciplined process, we would like to hear from you.