Manager, Account Executives, Mid Market, DACH (d/f/m)

Personio GmbH; Germany (OH); On-site; USD 161,000 - 230,000; Full time

Benefits offered by this job

Salary package with uncapped OTE

28 days vacation

Impact Day

Family leave & support

Remote-friendly with office hub

Team events and catered meals

Job summary

Personio GmbH is hiring a Manager, Account Executives Mid-Market to lead a 7–8 person team targeting DACH mid-market accounts (500–2,000 employees). You will hire, onboard, coach, and drive the team to consistently meet and exceed targets in a fast-paced SaaS environment.

You will work in a hybrid setup (Munich or Berlin) with 3 days in the office, collaborating with cross-functional partners to execute GTM strategies and ensure scalable sales practices across the organization.

Qualifications

• 10+ years in B2B new customer acquisition.
• At least 5 years leading and building a team from scratch and owning onboarding.
• Experience in SaaS/tech sales in a high-growth environment.
• Familiar with MEDDIC, Challenger Sale, or Gap Selling.
• Strong forecasting and pipeline discipline.
• Ability to communicate in German and English.

Responsibilities

• Lead, develop and recruit a high-performing team of 7–8 senior Account Executives.
• Coach with structured development plans and deal coaching.
• Own forecast and drive execution to targets.
• Analyze KPIs and run data-driven decisions.
• Develop go-to-market strategies with cross-functional teams.

Skills

Leadership

People management

B2B sales

German fluency

English fluency

Forecasting

Data-driven

Negotiation

Account planning

Coaching

Tools

Tableau

Salesforce

Gong!

Groove

Job description

Manager, Account Executives, Mid Market, DACH (d/f/m)

Personio's intelligent HR platform helps small and medium-sized organizations unlock the power of people by making complicated, time-consuming tasks simple and efficient. Our team of 1,500 Personios is building user-friendly products that delight our 15,000+ customers and their 1.5 million employees. Ready to make an impact from day one?

This position is office-based hybrid (Munich or Berlin) - 3 days per week

If you're excited by the prospect of joining a company with vast untapped market potential, a career at Personio could perfectly align with your ambitions. You’ll use your deep understanding of customer needs to drive the growth of a transformative product in an HR technology industry set to soar, offering a lifeline to millions of organizations still stuck in Excel chaos.

We are hiring a Manager, Account Executives Mid-Market who has strong experience in leading and developing SaaS sales teams in a high-growth environment. In this role you will build and lead a team of Mid-Market (Companies with 500-2,000 employees) Account Executives and promote the development of the team using expertise, motivation, as well as the continuous achievement against sales targets. Join the dynamic, high velocity sales environment of our thriving HR software and become a fundamental part of our continued growth strategy!

Role Responsibilities: What you’ll do

• Leadership: You lead, develop and recruit a high-performing team of 7–8 senior Account Executives who navigate complex software purchasing processes in companies with 500–2,000 employees. You hire deliberately, onboard rigorously, and invest continuously in the people on your team.
• Coaching: You coach with intent: structured development plans, hands‑on deal coaching, and a clear framework for how your AEs grow. You define new standards and raise both the floor and the ceiling.
• Target Achievement: Together with your team, you consistently achieve monthly and quarterly goals, including a quarterly accelerator when targets are exceeded. You own your number: you build the forecast and drive the execution that gets you there.
• Data: You run a data‑driven operation, analysing conversion rates, time‑to‑sell, ARPA, and other KPIs to make decisions, not just reports.
• Cross‑Functional Strategy & Execution: Together with sales management, sales engineering, sales development and the marketing team, you develop and execute go‑to‑market strategies for our customer segment and follow through until they’re working.
• Best Practice: You exchange best practices with fellow sales leaders, contribute to a scalable sales methodology, and align frequently with central core.

Role Requirements: What you need to succeed

• Minimum of 10 years of professional experience in B2B new customer acquisition, and at least 5 years of people management, including hiring and building a team from scratch and owning the full onboarding cycle.
• A proven track record of hitting and exceeding targets. Not occasionally, but as a consistent pattern. We’ll want to talk about the numbers.
• Experience in a B2B software, SaaS, cloud or technology sales environment.
• Precise understanding of software sales processes and experience with methodologies such as MEDDIC, Challenger Sale, or Gap Selling, as well as a complex tech stack (Tableau, Salesforce, Gong!, Groove).
• Operational rigour in forecasting and pipeline management: you build a predictable sales playbook and hold your team to it.
• Strong business acumen and a thorough understanding of how companies make investment decisions for software, including stakeholder management, procurement navigation, and embedding solutions into existing IT landscapes.
• You communicate confidently, clearly, transparently and fluently in German and English.

Why Personio

Personio is an equal opportunities employer, committed to building an integrative culture where everyone feels welcomed and supported. We embrace uniqueness and understand that our diverse, values-driven culture makes us stronger. We are proud to have an inclusive workplace environment that will foster your development no matter your gender, civil status, family status, sexual orientation, religion, age, disability, education level, or race.

Aside from our people, culture, and mission, check out some of the other benefits that make Personio a great place to work:

• Receive a competitive reward package – reevaluated each year – that includes salary, benefits, uncapped OTE and pre-IPO equity
• Enjoy 28 days of paid vacation, plus an additional day after 2 and 4 years
• Make an impact on the environment and society with 1 Impact Day per year
• Receive generous family leave, child support, mental health support, and sabbatical opportunities
• We follow an office-led, remote-friendly approach, including opportunities to work from home and international locations. Many of our teams have designated days for gathering in the office to enhance collaboration and foster a sense of community.
• We enjoy gathering for meals, cultural initiatives, and events like local Summer Sessions and year-end celebrations. There's also healthy snacks, drinks, and a weekly catered lunch.