(Senior) Account Manager (m/w/d) DACH Region

PTV Logistics GmbH; Karlsruhe; On-site; EUR 70,000 - 110,000; Full time

Job summary

PTV Logistics GmbH in Karlsruhe is seeking a Senior Account Manager (m/f/d) to own and grow a diverse portfolio of customers and select new accounts. You will drive value through cross-selling, upselling, and end-to-end management of the sales cycle, from qualification to contract signature.

You will collaborate with Pre-Sales, Customer Success, Product, Marketing, and Finance to deliver measurable outcomes, maintain an accurate CRM pipeline, and represent PTV Logistics at events and customer

Qualifications

• Several years of proven account management or solution sales experience.
• Track record in growing existing customers through cross-selling and up-selling.
• Experience closing software or subscription contracts.
• Ability to communicate in German and English.

Responsibilities

• Manage and grow a mixed portfolio of existing customers and selected new accounts.
• Identify cross-sell and up-sell opportunities across the portfolio.
• Lead the full sales process from qualification to contract signature.
• Develop structured account and opportunity plans with meetings, presentations, negotiations, and reviews.
• Coordinate renewals and maintain a strong, realistic pipeline with accurate CRM data.
• Collaborate with Pre-Sales, Customer Success, Professional Services, Product, Marketing, Support, Legal, and Finance.

Skills

Account management

Solution sales

Cross-selling

New business

Forecasting

MEDDIC/SPIN

German/English

Travel willingness

Education

Business/Logistics degree welcome

Job description

Full-time

Your mission

PTV Logistics is a leading global software company for planning, calculating, and optimizing transport logistics to save time and costs. With more than 40 years of experience and record-breaking algorithms in route planning and tour optimization, the software empowers logistics companies to realize the theoretical savings potential of route planning automation in practice. For more information, visit https://www.ptvlogistics.com/en .

Your Responsibilities

As our Senior Account Manager (m/f/d), you will manage and grow a mixed portfolio of existing customers and selected new accounts, expanding the use of PTV Logistics solutions and creating measurable value for your customers. You combine strong account management with a proactive sales mindset and guide prospects through the sales process from initial qualification to contract signature. Your work spans the following areas:

• You manage and develop a mixed portfolio of existing customers and selected new accounts, building trusted, long-term relationships with operational stakeholders, decision-makers, and management.
• You understand your customers’ business objectives, logistics processes, and operational challenges, and identify cross-sell and up-sell opportunities across the PTV Logistics portfolio.
• You proactively pursue selected new business opportunities in your market or customer segment and manage the full sales process, from qualification and needs analysis through solution development and negotiation to contract signature.
• You develop structured account and opportunity plans, and prepare and conduct customer meetings, solution presentations, negotiations, and regular business reviews.
• You coordinate contract renewals, identify commercial and retention risks at an early stage, and maintain a strong, realistic pipeline with accurate forecasts and reliable CRM data.
• You work closely with Pre-Sales, Customer Success, Professional Services, Product, Marketing, Support, Legal, and Finance, bring customer, market, and competitor insights back into the company, and represent PTV Logistics at customer events, industry events, and trade fairs.

Your profile

• You bring several years of proven experience in account management, solution sales, or a comparable customer-facing sales role, ideally in a B2B software, SaaS, or technology environment.
• You have a successful track record in growing existing customers through cross-selling and up-selling, as well as in identifying, developing, and closing new business opportunities.
• You are confident managing established customer relationships and new prospects at different stages of the sales cycle, and have experience closing software, subscription, or solution contracts.
• You work in a structured way on account development, opportunity qualification, pipeline management, and forecasting, with practical experience in sales methodologies such as MEDDIC, SPIN, Challenger, or comparable approaches.
• You communicate, present, and negotiate excellently in German and English, and are willing to travel to customers, events, and PTV Logistics locations when required.
• You ideally understand transport, logistics, supply chain, or operational planning. A degree in business, logistics, technology, or a comparable field is welcome, but relevant professional experience and proven sales success matter more.

Why us?

• A senior sales role with commercial ownership of a diverse customer and prospect portfolio.
• The opportunity to develop established customer relationships while also winning selected new customers.
• A broad portfolio of software solutions covering planning, route optimization, real-time visibility, execution, and location-based services. PTV Logistics positions its offering across the transport process, from planning and optimization through execution.
• The opportunity to help customers reduce transport costs, improve operational efficiency, and make road logistics more sustainable.
• Close collaboration with experienced colleagues across Sales, Pre-Sales, Customer Success, Professional Services, Product, Marketing, and Support.
• An international working environment with colleagues across different locations and markets.
• Structured onboarding and access to professional learning and development opportunities.
• Flexible working arrangements in line with the applicable company policy.
• The option to use Workation within the applicable policy framework.
• Access to Corporate Benefits with discounts from participating providers.
• Company health and fitness offerings.
• Regular team and company events.
• A competitive compensation package with fixed and performance-based components.

About us

PTV Logistics - a leading global software company for transportation logistics!
We calculate and optimize route planning for logistics companies with record-breaking algorithms to maximize time and cost savings. With more than 40 years of experience, we help to put theory into practice!
Interested? Then take a look at our website: https://www.ptvlogistics.com/en