Account Executive – Strategic Accounts / Expansion (Install Base), DACH Stuttgart, , Germany Sales

Industrial and Financial Systems; Germany (OH); On-site; USD 81,995 - 105,423; Full time

Benefits offered by this job

Competitive base salary

Performance incentives

Flexible remote / hybrid working model

Standard benefits package

Job summary

Industrial and Financial Systems is seeking an Account Executive for Strategic Accounts / Expansion in the DACH region. This role focuses on managing and expanding existing enterprise customer accounts, primarily in Germany, and requires fluency in German and English.

The ideal candidate will drive value-focused growth through relationship building, upselling, and maintaining strong executive partnerships. Competitive salary, commission, and a flexible working model are offered.

If you excel in value-driven sales and nurturing long-term relationships, we encourage you to apply!

Qualifications

• Experience managing and expanding enterprise accounts.
• Proven success driving upsell and cross-sell within existing customers.
• Strong consultative, value-based selling capability.

Responsibilities

• Own and grow a portfolio of existing enterprise customers.
• Expand accounts across additional sites and business units.
• Lead complex upsell and cross-sell sales cycles end-to-end.

Skills

Consultative selling

Relationship management

Upsell and cross-sell

Account planning

Fluency in German

Fluency in English

Job description

Account Executive – Strategic Accounts / Expansion (Install Base), DACH

• IFS Referral Bonus Code: SH

About Ultimo

Ultimo provides enterprise asset management software used by asset-intensive organisations to manage,maintain, and optimise physical assets across sites and regions.

Customersoperatecomplex, operationally critical environments.Ultimo’ssoftware is deeply embedded in daily operations — it is part of the operational backbone, not a discretionary tool.

Ultimo is part ofIFS, providing long-term backing, global scale, and continued investment — whileretainingits own product focus, customer intimacy, andentrepreneurial, scale-up operating model.

This combination allows Ultimo to grow with autonomy and pace, without early-stage risk.

Account Executive – Strategic Accounts / Expansion (Install Base), DACH
German-speaking Enterprise Customers

Why this role exists

Ultimo builds enterprise asset management (EAM) software for organisations where physical assets sit at the heart of operations — manufacturing, industrials, utilities, and infrastructure.

This is mission-critical software. It supports uptime, safety, compliance, and long-term asset performance in environments where operational failure is not an option.

In the DACH region,Ultimohas ameaningful and growing install baseof enterprise customers. Many of these organisationsoperateacross multiple sites, plants, and business units — creating significant opportunity forexpansion, standardisation, and enterprise-wide adoption.

We are hiring anAccount Executive – Strategic Accounts / Expansionto focus ongrowing existing customersacross the German-speaking DACH market, with aprimary focus on Germany. German is used regularly in customer-facing conversations.

This is not a net-new logo role.It is arelationship-led, value-driven expansion role.

Why join Ultimo now

Ultimo is moving fromlegacy success to intentional growth.

In DACH, long-standing customer relationships and strong product adoption have created a solid foundation. Leadership is now focused upon unlocking significantly more value from existing customersby:

• Expanding deployments across sites and regions
• Elevating conversations from operational use cases to enterprise value
• Strengthening executive-level relationships
• Driving more structured, value-led expansion motions

For an experienced expansion-focused AE, this is an opportunity to:

• Work with customers who already trust the product
• Own meaningful, long-term commercial relationships
• Drive enterprise-level outcomes, not transactional renewals
• Playa central rolein how Ultimo grows its footprint in DACH

Your mandate (Strategic Accounts / Expansion Focus)

As an Install Base / Expansion Account Executive, you will:

• Own and grow a portfolio ofexisting enterprise customers (Bestandskunden)across a Germany-focused DACH territory
• Expand accounts acrossadditionalsites, plants, business units, and use cases
• Leadcomplexupsell and cross-sell sales cycles end-to-end
• Build andmaintainstrong executive-level relationships within customer organisations
• Identifyopportunities to standardise and scale Ultimo deployments enterprise-wide
• Translate operational challenges (uptime, compliance, asset performance, cost control) into long-term commercial value
• Work closely with Customer Success, Pre-Sales, and Product teams to drive outcomes
• Act as a trusted commercial partner to customers over multi-year relationships

This role is aboutdeepening value, not chasing volume.

Ultimooperateslike ascale-up inside a serious enterprise software business:

• High autonomy and trust
• Clear accountability for outcomes
• Short decision paths and direct access to leadership

The sales organisationoperatesin aCRM-first, disciplined environment, designed to support high-quality selling and sound judgement — not bureaucracy.

You’llbe expected to manage relationships thoughtfully, plan accounts strategically, andoperatewith long-term perspective.

Whatwe’relooking for

This role will suit someone who candemonstrate:

• Experience managing and expandingenterprise or strategic accounts
• Proven success drivingupselland cross-sell within existing customers
• Strong consultative, value-based selling capability
• Ability to build credibility with operational leaders and executive stakeholders
• Strong account planning and relationship management skills
• Commercial judgement, patience, and resilience

Experience selling into manufacturing, industrial, or asset-intensive environments is a strong plus — butsales craft and relationship maturity matter more than sector background.

Fluency in German and English isa must (customer-facing role).

What success looks like

12–18 months in, success looks like:

• Meaningful revenue growth across existing enterprise customers
• Deeper, broader Ultimo deployments within key accounts
• Strong executive relationships and long-term customer trust
• Recognition as a strategic partner internally and externally
• Tangible contribution toUltimo’sgrowth in the DACH region

Compensation & practicalities

• Competitive base salary + commission
• Performance incentives aligned to expansion outcomes
• Flexible remote / hybrid working model
• Travel across Germany / DACH asrequired
• Standard benefits package

Details will be shared transparently during the process.

The invitation

Ifyou’remotivated by building long-term enterprise relationships, expanding value within existing customers, and owning strategic accounts in a serious software business — we would love to hear from you.