Enterprise Account Executive, DACH

Digital.ai; Deutschland; Vor Ort; EUR 90.000 - 140.000; Vollzeit

Zusammenfassung

Digital.ai is seeking a strategic enterprise sales professional based in Germany to acquire and expand relationships with Global 2000 enterprises across North America. You will represent Digital.ai's DevSecOps, AppSec, and Continuous Testing solutions to senior technology and business leaders.

You will own the full sales cycle from prospecting to close, navigate complex buying processes, and align solutions with measurable business outcomes. Fluent German and English are required.

Qualifikationen

• 3+ years of enterprise software sales to C-level executives.
• Deep AppSec and Testing domain knowledge.
• Experience with MEDDPICC or similar sales frameworks.
• Consultative sales approach aligning with client initiatives and outcomes.
• Fluent German and English; located in Germany or the UK.

Aufgaben

• Drive new logo acquisition and strategic growth in enterprise software.
• Develop territory/account plans for Global 2000 and large enterprises.
• Engage C-level and VP technology leaders to identify opportunities.
• Manage multi-stakeholder sales cycles from engagement to close.
• Build a robust pipeline through outbound prospecting and partner engagement.
• Lead value-based, ROI-focused sales conversations.
• Use MEDDPICC to qualify opportunities and improve forecast accuracy.
• Collaborate with Sales Engineering, Product, CS, and Marketing.
• Displace incumbents and position Digital.ai as a strategic partner.
• Consistently achieve and exceed annual revenue targets.

Kenntnisse

Enterprise software sales

MEDDPICC

Consultative selling

C-level engagement

German language proficiency

English language proficiency

Jobbeschreibung

About Us

Digital.ai is the only AI-powered software delivery platform purpose-built for the enterprise, enabling the world’s largest organizations to build, test, secure, and deliver high-quality software. By unifying AI-driven insights, automation, and security across the software development lifecycle, Digital.ai empowers enterprises to deliver innovation with confidence. Trusted by 5,000 global enterprises, Digital.ai is redefining how enterprises build better software in an AI-driven world. Additional information about Digital.ai can be found at digital.ai and on Twitter, LinkedIn, and YouTube.

About the Role

This is a strategic new business sales role focused on acquiring and expanding relationships with large enterprise organizations across North America. You will represent Digital.ai's full portfolio of DevSecOps, Application Security, and Continuous Testing solutions, selling into complex environments and engaging senior technology and business leaders.

You will own the entire sales cycle, from prospecting and opportunity creation through executive alignment, negotiation, and close. Success in this role requires the ability to navigate sophisticated buying processes, build consensus across multiple stakeholders, and drive transformational initiatives within Global 2000 organizations.

You’ll be joining a high-performing team with deep technical expertise, strong leadership support, and significant investment in growth across the Americas. This is an opportunity to help shape our enterprise go-to-market strategy while influencing how the world's largest organizations modernize software delivery in the age of AI.

Please note that candidates must be located in Germany and be fluent in German and English.

What You'll Do

• Drive new logo acquisition and strategic growth across Digital.ai's enterprise software portfolio.
• Develop and execute territory and account plans focused on Global 2000 and large enterprise organizations.
• Engage C-level executives, VP-level technology leaders, and key business stakeholders to identify transformational opportunities.
• Manage complex, multi-stakeholder sales cycles from initial engagement through contract execution.
• Build and maintain a robust pipeline through proactive outbound prospecting, networking, and partner engagement.
• Lead value-based and consultative sales conversations focused on business outcomes and ROI.
• Utilize MEDDPICC methodology to qualify opportunities and drive forecast accuracy.
• Partner closely with Sales Engineering, Product Management, Customer Success, and Marketing to deliver compelling customer solutions.
• Successfully displace incumbent vendors and position Digital.ai as a strategic technology partner.
• Consistently achieve and exceed annual revenue targets.

What You Bring

• Proven Success: 3+ years of experience selling enterprise software solutions to C-level and senior executives, with a proven ability to exceed quotas in complex, highly competitive markets.
• Domain Expertise: Deep understanding of AppSec and Testing,or adjacent technologies. You should be comfortable discussing the software development lifecycleand the technical jargon that comes with it.
• Sales Methodologies: Experience with proven sales frameworks like MEDDPICC orCommand of the Message,and the ability to adapt your approach based on client needs and challenges.
• Consultative Sales Approach: Strong ability to engage clients with a solutions-oriented mindset, nurturing relationships and aligning Digital.ai’s offerings with their corporate initiatives and verifiable business outcomes.
• Collaboration and Communication: Excellent verbal and written communication skills, with a collaborative mindset and the ability to work effectively with internal teams to achieve shared goals.
• Self-Motivation & Resilience: A high level of perseverance, self-motivation, and the ability to stay focused under pressure.
• Location:Must be located in Germany or the UK
• Language: Must be able to fluently speak/read/write German and English

Why Digital.ai?

At Digital.ai, we’re more than just a software company — we’re a team of innovators, thinkers, and problem-solvers. By joining our sales organization, you’ll be part of a dynamic, collaborative environment that encourages professional growth and values diverse perspectives. You’ll work with some of the brightest minds in the industry, all while having the opportunity to shape the future of AI-enabled enterprise software development.

Digital.ai offers phenomenal benefits such as:

• Paid Time Off 25 days per year
• Comprehensive pension plan
• Unlimited access to continuous learning and professional development with TalentLMS
• Flexible working arrangements
• Opportunity to work with a diverse, globally distributed team

All are welcome to apply. We maintain compliance with federal, state, and local laws that prohibit employment discrimination on the basis of age, race, color, gender, identity, gender expression, sex, pregnancy, national origin, ancestry, religion, physical or mental ability, medical condition, sexual orientation, marital status, citizenship status, protected military or veteran status, and all other protected classifications. We welcome everyone and believe that diversity is the foundation of innovation.

For individuals with disabilities who would like to request accommodation, please advise us within your job application or cover letter.