Senior Account Executive - Commercial - DACH

Institute; Marlow; Hybrid; GBP 70,000 - 120,000; Full time

Benefits offered by this job

Car/car allowance

Hybrid work model

Welcoming culture

Job summary

Institute is seeking a Senior Account Executive - Commercial DACH for a hybrid role based in London or Marlow. You will drive strategic enterprise SaaS deals, engaging C-level stakeholders across the DACH region while leveraging existing relationships and building new ones. Travel may be required.

The role focuses on Travel & Transportation within Commercial Services, with a strong emphasis on data, AI, and SAS solutions. Fluent German and English are essential.

Qualifications

• Extensive experience selling complex SaaS software to business and IT stakeholders.
• Experience mapping accounts and navigating complex ecosystems.
• Fluent German and English communication at senior levels.

Responsibilities

• Achieve total software revenue targets and drive business objectives.
• Engage targeted customers to position SAS solutions.
• Develop strategies to modernize customer engagement for strategic clients.
• Build and maintain relationships with C-level decision-makers.
• Support pricing and licensing negotiations to close deals.

Skills

SaaS sales

Account planning

German language

English language

Relationship building

Job description

Senior Account Executive - Commercial DACH - Hybrid

We’re a leader in data and AI. Through our software and services, we inspire customers around the world to transform data into intelligence - and questions into answers. If you're looking for a dynamic, fulfilling career with flexibility and a world-class employee experience, you'll find it here. We're recognized around the world for our inclusive, meaningful culture and innovative technologies by organizations like Fast Company, Forbes, Newsweek and more.

About the job

The Commercial sales team is hiring a Senior Account Executive to assist customers and prospects in shaping their data and AI strategies and modernizing their solutions.

The role involves a proven understanding of business challenges, presenting SAS solutions, and building relationships with key accounts in the Commercial Services market with an initial focus on Travel & Transportation - primarily across the DACH region. The focus will be on driving growth in the sector by leveraging existing relationships and creating new ones. This position offers a chance for an experienced sales professional to drive strategic enterprise accounts. You will drive successful outcomes, learn from industry leaders, and make a lasting impact by turning complex challenges into meaningful solutions.

The role can be hybrid based from our offices in either London or Marlow and may require traveling as per business needs.

As a Senior Account Executive - Commercial you will

• Be responsible for achievement of total software revenue target and management business objectives.
• Engage with targeted customers and prospect accounts to position SAS solutions.
• Develop strategies to modernize customer engagement for strategic clients.
• Build and maintain relationships, influencing long-term strategies and engaging with C-level decision-makers.
• Provide expertise in industry, business, and marketing technology to close deals in your assigned territory.
• Support lead-generation activities and integrate strategies into account plans, qualifying based on business and technical fit.
• Develop opportunities and create compelling proposals to communicate the value of SAS solutions, collaborating with internal teams.
• Support the closure of complex sales and assist with pricing and licensing negotiations.
• Embrace curiosity, passion, authenticity and accountability. These are our values and influence everything we do.

Required/Preferred qualifications

• Extensive experience in selling complex SaaS software solutions and services to both business and IT stakeholders.
• Experience in identifying and solving business challenges within the targeted sectors.
• Demonstrated experience in account mapping and in navigating in complex ecosystem.
• Ability to analyze and evaluate territory dynamics and develop a sales plan; ability to communicate technical and business concepts and relate them to SAS applications and user needs; ability to work independently and as part of a team.
• Knowledge of SaaS complex solution sales ideally with an awareness of data analytics, AI and Generative AI trends.
• Experience in areas like Customer Engagement, Data & AI Productivity and Decisioning, Risk Management, Revenue Assurance, Supply Chain Analytics or Cloud Optimization preferred.
• Fluent in German and English. Equivalent combination of related education, training and experience may be considered in place of the above qualifications.

Additional competencies, knowledge and skills

• Sales Planning: Develops and executes strategic sales plans to achieve revenue targets and drive business growth.
• Customer Centricity: Prioritizes customer needs and delivers tailored solutions that enhance satisfaction and loyalty.
• Relationship Building: Cultivates strong, trust-based relationships with clients and stakeholders to foster long-term partnerships.
• Obstacle Navigation: Proactively identifies and overcomes challenges to maintain momentum and deliver results.
• Insight Driven Value Creation: Leverages data and market insights to craft compelling value propositions that address client pain points.
• Self-Motivation: Demonstrates initiative and drive to exceed goals independently in a fast-paced, target-driven environment.

Benefits highlights

• You will receive a competitive salary package and fringe benefits including car/car allowance.
• You will grow in an energizing and flexible environment.
• You will enjoy flexibility as we operate in a hybrid model.
• You are welcome here.

At SAS, it’s not about fitting into our culture - it’s about adding to it. We believe our people make the difference. Our inclusive workforce brings together unique talents and inspires teams to create amazing software that reflects the diversity of our users and customers.