(Junior/Senior) Account Executive Germany (m/f/d)

Matrix42; Frankfurt; Hybrid; EUR 90,000 - 130,000; Full time

Benefits offered by this job

Work from anywhere

Growth days

Social Day

Bike leasing

Perk selection

Job summary

Matrix42 in Germany is seeking a driven Account Executive to own new and existing business growth in a defined territory, collaborating with channel partners and Customer Success. You will lead multi-stakeholder deals, qualify opportunities, and drive new ACV while expanding the portfolio of Matrix42 solutions across IT service management and security domains.

The role requires a strong hunter mindset, experience with enterprise software sales, and fluency in English and German.

Qualifications

• Strong hunter mindset with ability to develop and expand customers.
• Experience engaging C-level stakeholders on business value and terms.
• Proficient in CRM, forecasting and account planning.
• Fluency in English and German to communicate with customers and partners.

Responsibilities

• Win new customers in your territory and qualify opportunities.
• Grow existing customers with upsell, cross-sell and uplift.
• Lead complex deals with partners and internal teams.
• Qualify opportunities using MEDDPICC or similar methodology.
• Keep CRM data accurate and up-to-date; represent Matrix42 at events.

Skills

Hunter mindset

C-level engagement

CRM proficiency

German language

Tools

HubSpot

AI-enabled sales tools

Job description

Your mission

Matrix42 is the European choice in Intelligent Service Management (ISM). We help organizations realize the full potential of their technology and service management investments.
We are strengthening our Sales Organization in Germany with a clear focus on growth. Winning new customers and expanding our footprint within existing customers – mainly together with our channel partners and in close collaboration with our Customer Success Team.
Our four main objectives in Sales are:

• Build, execute and maintain a Businessplan together with your Manager to create a basline what and how to achieve growth in your territory
• New customer acquisition:Identify, qualify and win new logos within our ideal customer profile through active prospecting and reference selling, driven by joint activities with our partners and own engagement
• Growth in our customer base:Turn customer value into new annual contract value (ACV) through upsell, cross-sell and uplift
• Partner-first execution:Sell with and through our certified channel partners to scale our reach and impact

YOUR MISSION
As an(Junior/Senior) Account Executive, you will own new and existing business growth (ACV) in a defined territory, with focus on prospects and accounts within our ideal customer profile. You will turn the potential we provide by our Matrix42 Products and -Solutions, Marketing activities, Partner activities, target accounts, existing customer activities (supported or driven by Customer Success), partner generated opportunities and own sales activities – into new annual contract value (ACV) by winning new customers and driving upsell, cross-sell, and uplift.
You lead complex, multi-stakeholder deals together with our channel partners or directly and you are the visible selling face of Matrix42 to overall buying Center of Prospects and existing Customers in a new ACV Deal.
After the won of a new Prospect you are responsible to takeover the new Customer to our Customer Success Organisation, to drive the ownership of adoption and ongoing renewals for your customers. You own the initial deal and as well Up-/Cross-Sell Opportunities. Of course, you’ll support Customer Success with strategic customers as needed during the regular JourFixes to ensure the continued success of the entire Matrix42 family, including future growth for our strategic clients.

What you will do:
Win new customers in your territory

• Develop and execute a territory and account plan for the potential assigned to you. Prioritize target accounts by ICP fit, focus industries and buying signals
• Lead structured acquisition campaigns for named target prospects: executive outreach, reference-based selling, industry events, and joint activities with partners.
• Build multi-threaded relationships with CIOs, CISOs, IT leadership, procurement, and business stakeholders within your assigned potential
• Work with SDR/BDR, Marketing, and Partners to turn qualified leads and appointments into pipeline and new ACV

Grow existing customers with new ACV

• Own strategic upsell, cross-sell, and uplift opportunities in your territory – from qualification through to signature
• Take over business cases and expansion signals from Customer Success and turn them into qualified opportunities and closed deals
• Run whitespace analyses across the Matrix42 portfolio and position the full platform: service management, endpoint management, asset management, identity, and security
• Support Customer Success to develop satisfied customers into active references and use them systematically to win new logos

Lead complex deals – with partners and directly

• Build, orchestrate and manage the deal team (Winning Team approach) – Presales, Partners, Legal, Product and executive sponsors.
• Lead commercial negotiations and bring legal and product decissions together to a winning package
• Engage channel partners where they add value to deals, while keeping aclear and defined deal and relationship responsibility at Matrix42 as well
• Manage deal registration and co-selling in line with our channel rules of engagement and Channel programm

Run a disciplined sales process

• Qualify opportunities with MEDDPICC or a comparable methodology, maintain strong pipeline coverage, and forecast accuracy
• Keep account plans, pipeline and next steps current in our CRM (HubSpot) and use Matrix42 provided AI-enabled tools to work more productively
• Represent Matrix42 at trade shows and events
• Share customer, market and competitive insights with PreSales, Product, Marketing, and Sales Leadership

How we measure success
New ACV against target (new logos, upsell, cross-sell, and uplift). New logos won from target accounts. Pipeline coverage, ongoing CRM documentation and forecast accuracy. Average Deal size and partner co-sell contribution. Win-Loss ratio.

Your profile

We are hiring across different seniority levels and welcome applications from ambitious sales professionals who bring the right mindset, customer focus, and drive to succeed. Your final level (Junior, Account Executive, or Senior Account Executive) will be determined based on your experience, track record, and demonstrated sales capabilities.

• Senior Account Executive: At least 7 years of B2B enterprise software sales experience, ideally SaaS, with a proven track record of exceeding quota
• Account Executive: At least 4 years of B2B software sales experience, ideally SaaS, with a proven track record of exceeding quota
• Junior Account Executive: At least1 year of B2B software sales experience, ideally SaaS
  
• A strong hunter mindset combined with the ability to develop and expand existing customers to use full portfolio of Matrix42 Solutions
• Experience closing complex, multi-stakeholder deals with sales cycles up to 24 months and six-figure Annual contract values
• Executive presence and confidence engaging C-level stakeholders on business value, investment priorities, and commercial terms
• Experience selling with and through channel partners (co-selling, deal registration, joint account planning)
• A structured approach to qualification and forecasting (MEDDPICC or comparable) and confident use of CRM
• Willingness to travel as part of customer and partner activities
• Fluency in English and German.

NICE TO HAVE

• Knowledge of IT Service Management (ITSM), Enterprise Service Management (ESM), Endpoint Management (UEM), Software Asset Management (SAM/ITAM)
• An existing network in our ICP Target audience in Germany (Companies within 250-10.000 employees)
• Experience with framework contracts and public procurement processes
• Experience with reference-based and value-based selling programs
• Experience using tools such as HubSpot and AI-enabled sales tools

Why us?

Join Matrix42 at an exciting stage of growth, where you'll have the opportunity to shape your territory, influence our success, and accelerate your career within a collaborative and ambitious Go-to-Market organization. We welcome talented sales professionals across different seniority levels, and while experience matters, we value a growth mindset, ownership, customer focus, and a passion for winning even more.

Our Benefits

We could tell you about the 30 vacation days, or that self-managed, flexible hours and remote work are part of the deal. But honestly? That’s just standard.
Here’s what makes working with us extra special:

• Work from (almost) anywhere – Take your job with you on a workation and get inspired by new places.
• Time for growth – A career framework to support your professional and personal growth with up to 6 extra days off per year for your development.
• Social Day– One paid day per year to give back: volunteer, support a cause, or attend an environmental event.
• Bike leasing – Stay fit and sustainable. We’ll handle the contract and insurance.
• Pick your perk – Choose the benefit that fits your life best: fitness membership, public transport pass, retirement plan, or a monthly bonus.

Hybrid work is a natural part of how we operate, but we also believe in the power of coming together. That’s why we regularly connect in the office - whenever it makes sense.
And that’s just the beginning. Ask us what else is waiting for you!

Please note: Benefits and perks may vary depending on your location and local employment regulations.

We are an equal opportunity employer. We welcome applications from all genders and do not discriminate on the basis of gender, gender identity, age, disability, ethnic origin, religion or belief, or sexual orientation.