Enterprise Account Executive - Berlin (m/w/d)

Ideals; Deutschland; Vor Ort; EUR 90.000 - 130.000; Vollzeit

Zusammenfassung

Ideals sucht eine Enterprise Account Executive zur Betreuung deutschsprachiger Großkunden in Berlin. Sie verantworten den gesamten neuen Geschäftszyklus und verkaufen direkt an Unternehmen verschiedener Branchen.

Sie arbeiten eng mit dem DACH-Team zusammen, navigieren komplexe Entscheidungsprozesse und liefern belastbare Business-Cases sowie ROI-Darstellungen. Die Rolle erfordert Reisetätigkeit für Kundentermine in Berlin und Umgebung.

Qualifikationen

• Nachweisbare Bilanz aus B2B-Verkauf in Enterprise-Umfeld.
• Umfassende Erfahrung mit langwierigen, komplexen Verkaufszyklen.
• Erfahrung im Umgang mit C-Level-Führungskräften und Multi-Threading in Großunternehmen.

Aufgaben

• Aufbau und Pflege einer Pipeline für neue strategische Enterprise-Kunden (Neukunden).
• Durchführung von lösungsorientierten Verkaufsgesprächen, Kundenterminen und Produktdemonstrationen (persönlich/remote).
• Pflege von White Space-Analysen und Upsell-/Cross-Sell-Initiativen im bestehenden Kundenstamm.
• Erstellung wirtschaftlicherbusiness-Cases zur ROI-Darstellung und Priorisierung von Kundenanforderungen.
• Strukturierte Verhandlungen und Abschluss komplexer Deals inkl. Procurement/Security/Legal.
• Multi-Threading-Strategien zur Navigation von Unternehmenspolitiken; Aufbau von Beziehungen zu C-Suite.
• Dokumentation aller Vertriebsaktivitäten im CRM und realistische Langzeitprognosen.

Kenntnisse

Quoten-tragender Vertrieb

Verkauf an C-Level

MEDDIC/MEDPIC

SPIN

Challenger-Verkauf

CRM-Tracking

Deutsch Muttersprachler

Englisch C1+

Jobbeschreibung

Get to know us

Ideals is a global B2B SaaS product company recognized as the most highly rated and customer-centric brand in the secure business collaboration market. Trusted by over 2,000,000 users from 300,000 companies globally, we help people run high-stakes processes and make important decisions with less stress, higher quality, and shorter hours.

Ideals Virtual Data Room (VDR): Secure document sharing and collaboration for due diligence, fundraising, corporate reporting, licensing, clinical trials, and other complex transactions.

The role

Ideals has been in the Virtual Data Room space since 2008 and has built a trusted reputation with clients across multiple industries in Europe, including Orcan Energy, E-Gruppe, Deloitte, and EY.

To support the next stage of Ideals VDR growth in Germany, we are looking for an Enterprise Account Executive based in Berlin. Joining our DACH Key Accounts team alongside your teammates in Munich and Frankfurt, you will own the full new business sales cycle and sell directly to a wide variety of enterprise corporations across diverse industries (such as energy, pharma, biotech, telecommunications, etc.).

As a quota-carrying strategic seller, your primary goal will be to grow sales and revenue through the acquisition of new strategic enterprise accounts and the expansion of existing ones. You will act as an impactful industry expert, generating demand, navigating complex 6 to 9-month sales cycles, and displacing incumbents by utilizing deep discovery and consultative selling frameworks.

Compensation package: 50% base salary; 50% performance-based variable.

Why Ideals?

• Industry-leading sales culture: Ideals ranks among the Top-5% of companies on RepVue, as rated by sales professionals. You’ll be empowered with dedicated Sales Enablement, RevOps, DACH Marketing support, and a structured onboarding ramp.
• Stable growth: You’ll join a profitable, bootstrapped SaaS company that is positioned to deliver 5x revenue expansion and reach unicorn status in the next 5 years. The deals you close will shape Ideals’ footprint in Germany and feed into our global scaling ambition.
• Sales motion built on regional nuance: You’ll be part of a European-headquartered org, with over 18 years of selling in the VDR business. You’ll drive GTM in the region we understand deeply, backed by a product that already powers 10%+ of global M&A activity.

What you will do

• Proactively build and manage a pipeline focused on the acquisition of new strategic enterprise accounts (new logos)
• Conduct solution-based sales engagements, including client meetings, executive presentations, and product demonstrations (face-to-face and virtual)
• Maintain “White Space” analysis and execute strategic initiatives to upsell and cross-sell within the existing customer base
• Develop and deliver comprehensive business cases that quantify the cost of inaction and address customer priorities, pain points, and ROI
• Structure, negotiate, and close complex deals, guiding corporate clients step-by-step through enterprise procurement, security compliance, and legal processes
• Orchestrate multi-threading strategies to navigate enterprise politics, establishing strong relationships with C‑Suite executives and key stakeholders across various verticals
• Keep an accurate track record of personal sales activities in the CRM, including methodical mid‑and long‑term forecasting
• Provide relevant customer feedback to the product development team and collaborate with Customer Success, Marketing, and Inbound Sales to maximize revenue and customer satisfaction

What you bring

• 4–7 years of demonstrable quota-carrying success in B2B sales
• Proven track record of managing lengthy or complex enterprise sales cycles
• Significant experience selling directly to C-level executives (CxOs) and multi-threading within large enterprise organizations
• Clear understanding of, and practical experience with, consultative sales methodologies (e.g., MEDDIC/MEDPIC, SPIN, Challenger)
• Exceptional business communication skills, enabling you to execute executive storytelling, challenge the status quo, and handle complex contracting negotiations
• High learning agility, analytical thinking, and commercial curiosity to quickly grasp the nuances of various corporate industries
• High AI fluency and advanced CRM tracking skills
• Native-level proficiency in German with professional English level (C1+)
• Based in Berlin or within a realistic commuting distance for regular in-person client meetings

Nice to have

• Fluency in an additional language
• Background in SaaS, financial technology, or information security sectors
• Familiarity with enterprise M&A use cases and corporate compliance workflows