Senior Account Executive (w/m/d) – DACH

Remotely; Köln; Hybrid; EUR 90.000 - 110.000; Vollzeit

Benefits dieser Stelle

Mobile working

Dog-friendly office

30 days annual leave

Pension provision

Urban Sports Club membership

Zusammenfassung

aedifion is seeking a Senior Account Executive to win new customers in the institutional real estate market. You will translate our IoT platform capabilities into economic value for portfolios and close complex enterprise deals.

You will own the full sales cycle, map stakeholders across asset and property management, IT, and C-level levels, and develop compelling ROI business cases to drive decisions. Remote-friendly with Cologne office and travel across the DACH region as needed.

Qualifikationen

• Experience in B2B enterprise sales, ideally SaaS/PropTech.
• Ability to map stakeholders and navigate long sales cycles.
• Proven track record of closing complex deals.

Aufgaben

• Own the full sales cycle for complex enterprise deals in asset management.
• Map decision-makers and align stakeholders from various domains.
• Develop data-driven ROI models and business cases.
• Manage objections and negotiate favorable terms for both sides.
• Document deal information in CRM and provide reliable revenue forecasts.
• Collaborate with Pre-Sales and Marketing to improve lead quality.
• Expand relationships across the institutional real estate market in DACH and beyond.

Kenntnisse

Enterprise SaaS sales

B2B sales

Stakeholder management

Communications

Negotiation

Analytical thinking

Tools

Salesforce

HubSpot

Pipedrive

Jobbeschreibung

At aedifion, you will actively shape the future of energy-efficient building operations. Our mission is to make existing buildings smarter, more sustainable, and easier to manage making a real contribution to CO₂ reduction. You'll join an innovative tech company that uses cutting-edge technologies like IoT, AI, and cloud solutions to enable sustainable real estate. Our culture? Open, diverse, and team-oriented. With more than 100 colleagues from various nations, we combine a wide range of expertise and perspectives to achieve big things together.

Your impact in this position:

As a Senior Account Executive (f/m/d), you have a clear mission: win new customers and generate revenue. You identify high-value opportunities in the institutional real estate market, translate the technical capabilities of our IoT platform into economic value for real estate portfolios, and confidently close complex enterprise sales processes. In doing so, you make a meaningful contribution to making buildings more energy-efficient and sustainably reducing CO₂ emissions.

What you can expect:

• Enterprise Sales Responsibility: From the first meeting to contract signing, you own the entire sales cycle for complex deals in asset management, steering all sales phases in a structured and self-directed manner.

• Multi-Stakeholder Management: You systematically map all relevant decision-makers in complex buying centers, identify their varying interests, and guide asset management, property management, technical, IT, and C-level stakeholders to contract close.

• Business Case Development: You develop compelling, data-driven ROI calculations and business cases to quantifiably demonstrate the economic value of the aedifion platform for real estate portfolios and convince decision-makers.

• Objection Handling & Negotiation: You proactively anticipate concerns around budget, integration, and economic viability, address them with well-founded arguments, and develop win-win solutions in commercial negotiations.

• Pipeline & Forecast Management: You qualify opportunities using objective criteria, document all deal-relevant information cleanly in the CRM, and deliver reliable revenue forecasts for predictable business development.

• Cross-Functional Collaboration: You work closely with Pre-Sales and Marketing, develop technically convincing solution concepts, and continuously improve lead quality.

• Market Development: You systematically build relationships in the institutional real estate market, proactively identify new opportunities across the DACH region and potentially further markets, and continuously unlock additional revenue potential.

What you bring along:

• Sales Experience: Solid experience in B2B enterprise sales, ideally in a SaaS or PropTech environment, with a proven track record of closing complex deals in asset management. You understand the decision-making processes of institutional real estate investors and know how to successfully navigate multi-stakeholder processes with long sales cycles.

• Industry Knowledge: You have already developed a solid understanding of the real estate industry, asset management, or related sectors such as PropTech, facility management, or energy management including knowledge of relevant business models, key metrics, and decision-making structures.

• Sales Methodology: You bring comprehensive skills in stakeholder mapping, value selling, business case development, objection handling, and structured opportunity qualification enabling you to successfully manage complex sales processes.

• Communication Skills: You communicate persuasively at all hierarchical levels from operational contacts to C-level present complex topics clearly, and successfully align differing stakeholder interests.

• Work Style: You work in a structured, self-directed, and results-oriented manner, with strong analytical thinking, negotiation skills, and the ability to remain focused and resilient even in the face of setbacks.

• Tools & Languages: You are comfortable working with CRM systems (Salesforce, HubSpot, or Pipedrive) and have fluent German (C2) and English (C1) for effective international communication.

Benefits

• Make a difference: Your work helps to reduce CO₂ emissions and make buildings more sustainable and energy-efficient.

• Mobile work: Organise your working day according to your needs – with flexible working hours, short core working hours and the freedom to work from our modern office in Cologne, remotely from anywhere in Germany or up to 10 days a year from other European countries.

• Feel-good offer: With 30 days of annual leave, you can relax and unwind, while fresh organic fruit, regional coffee, free drinks and our monthly team breakfast provide you with your daily energy boost.

• Further training: We support you with tailor-made training opportunities to advance your career.

• Tech stack: You will receive modern work equipment of your choice – whether Microsoft or Apple – as well as high-quality noise-cancelling headphones for focused work.

• Mobility package: Always mobile: you can choose between the Germany Ticket or a Jobrad bike – for your commute or private use.

• Pension provision: Subsidies for capital-forming benefits (VWL) or company pension schemes (bAV).

• Stay active: With our Urban Sports Club membership, you have access to a wide range of sports and fitness offers – to help you recharge and stay healthy inside and outside of work.

• #teamaedifion: Regular team events, working on an equal footing, actively sharing experiences and flat hierarchies promote strong teamwork and open communication within our team.

• Dog-friendly office: Bring your dog along – we look forward to some animal support.