Founding Account Executive DACH (m/f/d)

ROLE OVERVIEW

Our client is hiring an enterprise Account Executive to grow its DACH business alongside the existing Berlin-based commercial colleague, reporting to a co-founder. This is a full-cycle new-business role for a self-sufficient hunter who can prospect, develop senior relationships, navigate complex buying groups and close.

The DACH story, target customer profile and sales materials already exist. The priority is disciplined execution and revenue growth, not building a sales function from scratch. A startup or scale-up mindset remains important, particularly where the team is still refining its approach in parts of the region.

RESPONSIBILITIES

• Own a focused account portfolio from research and prospecting through qualification, negotiation and close.

• Build account plans and targeted campaigns with marketing support. There is no BDR team supplying a ready-made meeting pipeline.

• Engage C-suite buyers and operational stakeholders in large utilities and relevant energy businesses.

• Sell enterprise software with implementation, professional services and expansion opportunities.

• Work with the Customer Solutions Architect on technical discovery, demos, RFPs, business cases and proposals; retain ownership of relationships, commercial structure and next steps.

• Build partner relationships and joint propositions, using the established partner ecosystem where relevant.

• Represent Our client at industry events and travel to customers across DACH.

• Maintain pipeline and qualification discipline. Account management is currently part of the role, although the structure may evolve.

PROFILE

• Demonstrated enterprise or strategic account sales experience, owning prospecting and closing.

• Evidence of winning complex, multi-stakeholder deals around EUR 100,000 and navigating long cycles. Current company deals span roughly EUR 75,000–400,000, with cycles of about two to eighteen months.

• German native/C2 and English at least C1.

• Comfortable creating opportunities without dedicated BDR support.

• Strong qualification, account planning and value-selling skills. MEDDPICC familiarity helps but is not mandatory.

• Genuine interest in energy and ability to learn technical and regulatory complexity. Direct energy experience is useful, not required.

• Startup or scale-up resourcefulness. Candidates from established businesses can fit if autonomous and hands-on in prospecting.

WORKING SETUP AND RAMP

Full-time. Remote work is confirmed, with a visit to the Ghent headquarters at least quarterly and regular regional client travel. Initial ramp is assessed mainly through activity, learning, meetings and pipeline progress for roughly the first six months. Recent annual targets vary by seniority from EUR 500,000 to EUR 1 million

COMPENSATION

Fixed base plus uncapped variable and stock options, with a package review after six months. Commission is 10% of deal value on deals carried end-to-end; a 1.2x payout applies at 20% or more above target, and a team kicker adds one percentage point when the team beats target. Payout is triggered by contract signature. Please note, the advertised salary is a fully loaded salary as opposed to gross base.

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