Senior Account Executive – Mid Market / Expansion (Install Base), DACH

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

Benefits dieser Stelle

Flexible work model

Travel opportunities

Competitive compensation

Zusammenfassung

Ultimo is seeking an Account Executive – Mid Market / Expansion to own and grow a portfolio of existing commercial mid-market customers across Germany. You will drive complex upsell and cross-sell initiatives, expanding deployments across sites and business units while building trusted executive relationships.

Working with Customer Success, Pre-Sales, and Product, you’ll translate operational challenges into long-term value, collaborate in a CRM-first environment, and travel across Germany and

Qualifikationen

• Proven success driving upsell and cross‑sell within existing mid‑market customers.
• Experience managing and expanding mid‑market accounts.
• Strong consultative, value‑based selling capability.
• Comfort operating in complex, multi‑stakeholder customer environments.
• Ability to build credibility with operational leaders and executive stakeholders.
• Strong account planning and relationship management skills.
• Commercial judgement, patience, and resilience.
• Fluency in German and English is a must.

Aufgaben

• Own and grow a portfolio of existing commercial mid‑market customers across a Germany‑focused DACH territory
• Expand accounts across additional sites, plants, business units, and use cases
• Lead complex upsell and cross‑sell sales cycles end‑to‑end
• Build and maintain strong executive‑level relationships within customer organisations
• Identify opportunities to standardise and scale Ultimo deployments enterprise‑wide
• Translate operational challenges (uptime, compliance, asset performance, cost control) into long‑term commercial value
• Work closely with Customer Success, Pre‑Sales, and Product teams to drive outcomes
• Act as a trusted commercial partner to customers over multi‑year relationships

Kenntnisse

Experience managing and expanding mid‑

Jobbeschreibung

Ultimo builds enterprise asset management (EAM) software for organisations where physical assets sit at the heart of operations — manufacturing, industrials, utilities, and infrastructure. This is mission‑critical software that supports uptime, safety, compliance, and long‑term asset performance in environments where operational failure is not an option. The company has a growing install base in the DACH region and is hiring an Account Executive – Mid Market / Expansion focused on existing customers in Germany.

Your mandate (Strategic Accounts / Expansion Focus)

• Own and grow a portfolio of existing commercial mid‑market customers across a Germany‑focused DACH territory
• Expand accounts across additional sites, plants, business units, and use cases
• Lead complex upsell and cross‑sell sales cycles end‑to‑end
• Build and maintain strong executive‑level relationships within customer organisations
• Identify opportunities to standardise and scale Ultimo deployments enterprise‑wide
• Translate operational challenges (uptime, compliance, asset performance, cost control) into long‑term commercial value
• Work closely with Customer Success, Pre‑Sales, and Product teams to drive outcomes
• Act as a trusted commercial partner to customers over multi‑year relationships

How you’ll operate at Ultimo

Ultimo operates like a scale‑up inside a serious commercial software business: high autonomy and trust, clear accountability for outcomes, short decision paths and direct access to leadership. The sales organisation operates in a CRM‑first disciplined environment designed to support high‑quality selling and sound judgement— not bureaucracy. You’ll manage relationships thoughtfully, plan accounts strategically, and operate with a long‑term perspective.

What we’re looking for

• Experience managing and expanding mid‑market accounts
• Proven success driving upsell and cross‑sell within existing mid‑market customers
• Strong consultative, value‑based selling capability
• Comfort operating in complex, multi‑stakeholder customer environments
• Ability to build credibility with operational leaders and executive stakeholders
• Strong account planning and relationship management skills
• Commercial judgement, patience, and resilience
• Experience selling into manufacturing, industrial, or asset‑intensive environments is a strong plus
• Fluency in German and English is a must (customer‑facing role)

What success looks like

• Meaningful revenue growth across existing mid‑market customers in 12–18 months
• Deeper, broader Ultimo deployments within key accounts
• Stronger executive relationships and long‑term customer trust
• Recognition as a strategic partner internally and externally
• Tangible contribution to Ultimo’s growth in the DACH region

Compensation & practicalities

• Competitive base salary + commission
• Performance incentives aligned to expansion outcomes
• Flexible remote / hybrid working model
• Travel across Germany / DACH as required
• Standard benefits package

We would love to hear from you if you’re motivated by building long‑term enterprise relationships, expanding value within existing customers, and owning strategic accounts in a serious software business.