Account Executive, DACH

M-Files; Finland; Hybrid; EUR 90,000 - 130,000; Full time

Job summary

M-Files is seeking an Account Executive to expand our direct sales in the DACH region. You will own the full sales cycle from prospecting to closing, targeting Germany with a strong emphasis on complex enterprise opportunities.

The role requires a hunter mindset, a track record in software/SaaS sales, and the ability to articulate business value. A hybrid work model and international travel are part of the package.

Qualifications

• Bachelor's or master's degree or equivalent experience.
• High proficiency in German and fluent English (written and spoken).
• Experience in B2B sales, software/SaaS preferred.
• Strong prospecting and solution-selling abilities.
• CRM experience, preferably Salesforce.com.

Responsibilities

• Prospecting and winning new customer accounts in the DACH region.
• Build and manage your own sales pipeline.
• Conduct discovery discussions and identify information-management challenges.
• Connect customer needs to measurable business value and ROI.
• Qualify opportunities and prioritize commercially viable sales cases.
• Develop solutions using M-Files for customer needs.
• Conduct online and on-site product demonstrations for prospects.
• Prepare proposals and respond to RFIs/RFPs.
• Manage complex sales cycles and negotiate to close.
• Maintain accurate sales activity data in Salesforce.
• Collaborate with Solution Engineering, Services, Legal, Marketing and CS.
• Travel to customer meetings in Germany and Austria when required.

Skills

German language

English proficiency

Communication skills

Prospecting

Negotiation

Relationship building

CRM experience

Education

Bachelor's or Master's degree or equivalent experience

Tools

Salesforce

Microsoft Office

Job description

We are looking for an ambitious Account Executive to strengthen M-Files’ growing direct sales organization in the DACH region. This is a new position created to support the company’s continued growth and increasing customer demand in the region.

As an Account Executive, you will play an important role in expanding M-Files’ direct customer base in the DACH market. You will engage prospective customers, identify their information and document management challenges, and demonstrate how M-Files can create measurable value for their business.

Basic information

• Location: Any of the offices in Helsinki, Tampere, Stockholm and Oslo, or remotely in Germany


• Work model: Very flexible hybrid model, "work from anywhere" policy


• Travel: Occasional travel, typically 2 trips per quarter


• Reports to: Senior Sales Director, DACH


• Employment type: Permanent, full-time position

Role overview

The position is primarily a hunter role focused on winning new customers in the DACH region, with Germany as the main market. You will take ownership of the full sales cycle, from prospecting and discovery through product demonstrations, proposals, negotiations, and closing. Won accounts will generally be transferred to a customer-focused sales colleague over time, although larger and more strategic customers may remain with the Account Executive for longer.

M-Files’ direct sales activities focus on medium-sized and large organizations. Key target industries include manufacturing, process and chemical industries, pharmaceuticals, medtech, energy, insurance, and financial services. For a more experienced Account Executive, the role may place greater emphasis on larger enterprise customers, complex RFP and procurement processes, and collaboration with selected strategic partners.

A significant part of the role involves identifying customers’ information management challenges and demonstrating how M-Files can create measurable business value. You will conduct discovery discussions and live product demonstrations, supported by Solution Engineers and Services specialists in more complex cases.

Key responsibilities and main tasks

• Prospecting and winning new customer accounts in the DACH region


• Building, developing, and managing your own sales pipeline


• Conducting discovery discussions and identifying customers’ information management challenges


• Connecting customer needs to measurable business value and demonstrating potential return on investment


• Qualifying opportunities and prioritizing the most commercially viable sales cases


• Assessing complex document management and business process needs and developing suitable solutions using M-Files


• Conducting online and on-site product demonstrations for prospective customers


• Preparing proposals and responding to RFI and RFP processes


• Managing complex sales cycles and negotiating agreements through to closing


• Maintaining accurate opportunity and sales activity data in Salesforce


• Collaborating with Solution Engineering, Services, Legal, Marketing, and Customer Success


• Working with Microsoft’s regional sales organization and selected local partners


• Travelling to customer meetings in Germany and Austria when required

Knowledge, Skills and Experience – What is M-Files expecting from you?

• Bachelor's or master's degree, or equivalent experience.


• High proficiency in German and a fluent level of English is a must (both written and spoken). Proficiency in other Nordic languages is considered an asset.


• Experience in B2B customer-facing commercial roles such as sales, business development, sales support, consulting, or sales engineering, especially in a technology-focused setting. Previous experience in solution selling is highly desirable.


• Strong drive to engage new clients and execute effective prospecting strategies.


• The ability to identify customer challenges, understand business processes, and communicate the value and potential return on investment of a solution.


• Proactive growth mindset focused on achieving targets and a strong enthusiasm for working in a dynamic and ever-evolving environment.


• The ability to adapt to different customer situations, purchasing processes, and timelines.


• Strong communication, presentation, negotiation, and relationship-building skills.


• Experience using a Customer Relationship Management (CRM) system (e.g Salesforce.com).


• Working knowledge of Windows-based environments and Microsoft Office applications.


• Knowledge of the German business environment, including its organizational structures, decision-making processes, business culture, and negotiation practices, is considered a significant advantage.


• Previous experience in software, SaaS, IT, or another technology-driven B2B environment is highly valued but not essential.

This role offers the opportunity to sell a market-leading and differentiated information management solution in a growing international SaaS company. With more than 6,000 customers across over 100 countries, M-Files provides a strong platform for success in the rapidly developing DACH market.

You will have full ownership of new business sales, from building your pipeline to closing complex opportunities with medium-sized and large organizations. Strong inbound demand, close collaboration with experienced specialists, and an uncapped commission model provide solid conditions for success.

At the same time, you will deepen your expertise in consultative technology sales and gain experience in complex enterprise sales cycles. As the DACH organization continues to grow, you will have the opportunity to make a visible impact and develop towards more senior sales responsibilities. An exceptional candidate may be considered directly for a Senior Account Executive title.

Have we got your interest?

M-Files is a global leader in knowledge work automation, helping organizations work smarter by connecting documents, data, and workflows across systems. Its AI-native platform, built on a unique metadata-driven architecture, enables companies to find information faster, automate processes, and ensure compliance while improving productivity and decision-making.

With thousands of customers across more than 100 countries, M-Files operates in a fast-growing SaaS environment that combines strong product innovation with a customer-centric mindset. As an employer, M-Files oGers a dynamic and international environment where people are trusted to take ownership, collaborate across functions, and make a visible impact. The culture is guided by its principles - Make it Happen, Help Others, and Love Customers - and emphasizes flexibility, continuous development, and meaningful work.