Lead Enterprise Account Executive, DACH (German-speaking)

HR Tech Job; Berlin; Vor Ort; EUR 90.000 - 140.000; Vollzeit

Zusammenfassung

HR Tech Job is seeking an Enterprise Account Executive to drive new business and expand existing customer relationships in the DACH region. You will engage C-level stakeholders, tailor demonstrations, and build persuasive business cases to show ROI from Culture Amp-like platforms.

You will coordinate cross-functionally with legal, procurement, and security teams to streamline closures while maintaining a strong multi-quarter pipeline.

Qualifikationen

• 5-7+ years sales experience closing
• SaaS experience in HR tech or related fields
• Fluency in German and ability to engage with VP/C-suite
• Proven ability to source new and expansion opportunities
• Experience coordinating cross-functional teams through complex sales cycles
• Familiarity with MEDDPICC and deal progression
• Strong presentation and data-driven decision skills

Aufgaben

• Drive new business acquisition (70%) in the DACH region
• Retain and expand existing customers (30%)
• Develop tailored account plans and strategic reviews
• Collaborate with legal, procurement, and security teams to close deals
• Maintain accurate pipeline and forecasting in Salesforce
• Build and manage a robust sales pipeline from discovery to close
• Establish relationships with enterprise stakeholders to foster loyalty

Kenntnisse

SaaS sales

Enterprise sales

Executive communication

Data-driven decisions

Pipeline management

MEDDPICC

Cross-functional coordination

German market knowledge

Tools

Salesforce

Jobbeschreibung

About the Role:

This role bridges the responsibilities of acquiring new customers and fostering growth within an existing book of business across the DACH region. As a consultative, strategic advisor, the Enterprise Account Executive will leverage deep product knowledge, customer insights, and a results-driven approach to drive new business acquisition (70%) while ensuring customer retention and expansion (30%). The role amplifies Culture Amp's mission by creating impactful partnerships and delivering measurable ROI to clients.

In this role you will:

New Business Acquisition (70%)

• Proactively identify and engage potential customers through a mix of outbound calls, emails, LinkedIn, and attendance at marketing events (virtual and in-person).
• Creation of specific points of view (POV's) on their identified 'lighthouse accounts'.
• Run tailored product demonstrations for People Leaders, establishing credibility and highlighting Culture Amp's competitive differentiators.
• Build and manage a robust sales pipeline, expertly guiding prospects through the sales process from discovery to close.
• Develop and present compelling business cases for prospects to adopt Culture Amp's platform, leveraging insights and ROI calculations.
• Collaborate with internal stakeholders (e.g., legal, procurement, and security teams) to remove barriers and streamline deal closure.
• Maintain accurate pipeline and forecasting data in Salesforce and other tools to meet quarterly new business quotas.

Customer Retention & Expansion (30%)

• Serve as a trusted advisor for existing customers, driving retention by proactively identifying risks and implementing tailored mitigation plans.
• Creation of tailored Account Plans that help serve as a north star for the GTM functions.
• Conduct regular strategic reviews, leveraging data-driven insights to uncover expansion opportunities and optimize customer engagement with the platform.
• Build a sustainable pipeline of upsell and cross-sell opportunities, converting them into closed-won deals to achieve expansion targets across a rolling 6 month period.
• Establish multi-threaded relationships with key stakeholders, fostering deeper connections to ensure long-term loyalty.

You have:

• 5-7+ years of sales experience (closing) with a focus on both new and expansion driven revenue targets.
• Proven experience in the SaaS space, particularly within HR Tech or related fields.
• Strong ability to identify and self-source both new and expansion opportunities, employing innovative strategies.
• Exceptional executive presence with polished presentation and communication skills, particularly when engaging with VP and C-suite executives.
• Experience building and navigating relationships within Enterprise environments.
• Familiarity with sales methodologies, such as MEDDPICC, and a solid understanding of deal stage progression.
• Proficiency in leveraging data for decision-making and influencing others.
• Skilled in assessing business opportunities and understanding diverse buyer personas.
• Proven track record in orchestrating the closure of business deals with a clear understanding of customer needs.
• Experience coordinating cross-functional teams (Solution Consulting, Security, Legal) through complex sales cycles.

Must have:

• Fluency in German