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

Ideals; Deutschland; On-site; EUR 90,000 - 150,000; Full time

Job summary

Ideals is seeking an Enterprise Account Executive (Key Accounts) in Munich to drive growth in the corporate segment of our VDR line of business. You will sell directly to enterprise clients across multiple industries, managing long-cycle, complex deals with C-level executives.

You will build a strategic pipeline, conduct executive engagements, and coordinate with Success, Marketing, and Inbound Sales to maximize revenue and customer satisfaction. Fluency in German and English are required.

Qualifications

• 4–7 years of demonstrable quota-carrying success in B2B sales.
• Proven track record with lengthy or complex enterprise sales cycles.
• Experience selling to C-level executives (CxOs) and multi-threading within large enterprises.
• Strong consultative selling methodologies (e.g., MEDDIC, SPIN, Challenger).
• Excellent business communication and executive storytelling skills.

Responsibilities

• Build and manage a pipeline targeting new strategic enterprise accounts (new logos).
• Lead solution-based engagements with client meetings, executive presentations, and product demos.
• Maintain white-space analysis and upsell/cross-sell within existing accounts.
• Develop business cases addressing ROI and customer priorities.
• Structure and close complex deals through procurement, security, and legal steps.
• Navigate enterprise politics and build relationships with C-Suite across verticals.
• Record activities in CRM and forecast mid- to long-term results.
• Provide customer feedback to product, CS, Marketing, and Inbound Sales to maximize revenue.

Skills

Quota-carrying sales

Enterprise sales

C-level selling

Consultative selling

CRM proficiency

Negotiation

Forecasting

Executive storytelling

German fluency

English proficiency

Education

Bachelor's degree

Tools

Salesforce CRM

CRM tools

Job description

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.

Ideals Board: Board and leadership collaboration platform for faster, safer, and more compliant decision-making.

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 rapid expansion of the Ideals VDR line of business in Germany we are looking for an Enterprise Account Executive (Key Accounts) in Munich to focus on our Corporate segment. Unlike our advisory-focused motions, you will sell directly to a wide variety of enterprise corporations across diverse industries (such as energy, pharma, biotech, and telecommunications).

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?

• Market-leading position: 18+ years in the VDR business, powering 10%+ of global M&A activity, with a 31% CAGR against competitors' 11%

• Mature high-trust sales org: Ideals ranks in the top 5% of over 15,000 sales organizations on RepVue, as rated by sales professionals. Expect strong Sales Enablement, RevOps, Marketing support, and a structured onboarding ramp.

• Real growth trajectory: Profitable and bootstrapped, with 5x revenue growth and unicorn status targeted in the next five years, and real headroom to build the team.

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)

• 4-year university degree (bachelor's)

• 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+)

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