Lead Enterprise Account Executive (DACH)

Join us on our mission to make a better world of work.

Culture Amp is the world's leading employee experience platform, revolutionizing how 25 million employees across more than 6,500 companies create a better world of work. Culture Amp empowers organizations of all sizes and industries to transform employee engagement, drive performance management, and develop high-performing teams. Powered by people science and the most comprehensive employee dataset in the world, the most innovative companies—including Canva, Asana, Dolby, McDonald's, and Nasdaq—depend on Culture Amp every day.

Backed by leading venture capital funds, Culture Amp has offices in the US, UK, Germany, and Australia. It has been recognized as one of the world's top private cloud companies by Forbes and one of the most innovative companies by Fast Company.

For more information, visit our website.

About the Role

This role combines responsibilities for acquiring new customers and fostering growth within an existing book of business. As a consultative strategic advisor, the Lead Account Executive will leverage deep product knowledge, customer insights, and a results-driven approach to drive new business acquisition (60%) and ensure customer retention and expansion (40%). The role supports Culture Amp's mission by creating impactful partnerships and delivering measurable ROI to clients.

In this role, you will:

New Business Acquisition (60%)

• Proactively identify and engage potential customers through outbound calls, emails, LinkedIn, and attendance at marketing events (virtual and in-person).
• Create specific points of view (POVs) on lighthouse accounts.
• Run tailored product demonstrations for People Leaders, establishing credibility and highlighting Culture Amp's differentiators.
• Build and manage a robust sales pipeline, guiding prospects from discovery to close.
• Develop and present compelling business cases leveraging insights and ROI calculations.
• Collaborate with internal teams (legal, procurement, security) to facilitate deal closure.
• Maintain accurate pipeline and forecasting data in Salesforce and other tools to meet quarterly quotas.

Customer Retention & Expansion (40%)

• Serve as a trusted advisor to existing customers, driving retention by identifying risks and implementing mitigation plans.
• Create tailored Account Plans to guide GTM functions.
• Conduct strategic reviews using data-driven insights to identify expansion opportunities.
• Build a pipeline of upsell and cross-sell opportunities and convert them into closed deals.
• Establish multi-threaded relationships with key stakeholders to foster loyalty.

Qualifications

• 8+ years of sales experience, focusing on new or expansion revenue targets.
• Proven SaaS experience, especially within HR Tech or related fields.
• Strong ability to source and develop new and expansion opportunities with innovative strategies.
• Exceptional executive presence and communication skills, particularly with VP and C-suite executives.
• Experience building relationships within enterprise environments.
• Familiarity with sales methodologies like MEDDPICC and deal stage progression.
• Proficiency in data-driven decision-making and influencing others.
• Ability to assess business opportunities and understand diverse buyer personas.
• Track record of closing complex deals by understanding customer needs.
• Experience coordinating cross-functional teams through complex sales cycles.
• Fluency in German and business-level English.

We believe our employees are the heartbeat of our success. We are committed to fostering a caring and developmental work environment that creates lasting positive impact. Key benefits include:

• Employee Share Options Program
• Programs, coaching, and budgets for personal and professional growth
• Access to mental wellbeing and coaching support
• Monthly Camper Life Allowance
• Team budgets for activities and connection
• Quarterly wellbeing pauses
• Extended year-end breaks
• Parental leave and in-work support from day one
• Social Impact Days
• MacBooks and home office setup budgets
• Medical insurance (US & UK only)

We are dedicated to diversity, equity, and inclusion through Employee Resource Groups and ally communities. We also prioritize anti-racism initiatives, supporting our customers and community in creating a better world of work. See our commitments to anti-racism here.

We encourage candidates from underrepresented backgrounds to apply, even if they don't meet all criteria. We value your unique experience!

Thank you for considering this opportunity. If you apply, you'll be asked to complete voluntary diversity questions (excluding Germany). For more info, watch our DEI Leader Aubrey Blanche's video on data collection and usage.

If you require accommodations during the application or interview process, please contact us and specify your needs. Do not include medical information in your email. Our team will respond promptly.

Culture Amp will retain your CV and personal information for up to two years (or four years in the US) and may contact you about future opportunities. See our privacy policy for details.

Required Experience & Key Skills

SAAS, Customer Service, Cloud, Healthcare, Account Management, CRM, Salesforce, Infrastructure, Client Relationships, New Customers, Territory, Trade Shows, Sales Goals, Sales Process, Analytics