Mid-Market Account Executive

Principal Account Executive – Onshape

Onshape (www.onshape.com), a PTC SaaS business, is transforming the product design landscape with a fully cloud-native CAD and data management platform built for professional mechanical engineers and designers. As the first and only pure SaaS product development platform, Onshape is redefining how teams design, collaborate, and innovate.

We are looking for a Principal Account Executive to play a critical role in accelerating Onshape’s growth across territories within Central Europe (CER). This is a senior, high-impact sales role, suited to a proven SaaS sales professional who thrives in complex, enterprise, and solution-oriented sales environments.

Your Impact

• Own and significantly grow revenue within a defined CER territory, consistently exceeding annual and quarterly quota.
• Drive a mix of new logo acquisition and strategic account expansion, with a strong focus on larger, complex, solution-based deals.
• Act as a trusted advisor to senior stakeholders, articulating the business and technical value of Onshape in established, competitive markets.
• Help scale and position the world’s leading SaaS product design platform as a strategic alternative to legacy CAD solutions.
• Contribute to the maturity of the EMEA sales organisation by sharing best practices, supporting junior sellers, and influencing go-to-market strategy.

The Team

You will join an international, high-performing sales team within a diverse and multicultural EMEA environment. You’ll collaborate closely with colleagues across Europe and partner with PTC teams globally to grow Onshape’s footprint with both existing and future customers.

What You’ll Do

• Own the full sales lifecycle, from strategic prospecting and qualified pipeline development through negotiation and close.
• Identify, target, and develop new enterprise and mid-market accounts not yet familiar with Onshape, driving sustained new logo growth.
• Build and execute a territory and account strategy across Central Europe (CER), including target account planning, multi-threading, and stakeholder mapping.
• Provide leadership and direction to assigned BDRs, ensuring alignment on messaging, prioritisation, and execution.
• Partner closely with Marketing and Strategic Account Executives on campaigns, events, and account-based initiatives.
• Lead complex solution demonstrations and value-based discussions in collaboration with Technical Services Engineers, addressing technical and business objections.
• Work with Customer Success to expand and retain existing customers, identifying upsell and cross-sell opportunities.
• Maintain accurate and disciplined forecasting, pipeline management, and quarterly commits in alignment with sales leadership.
• Track and manage all activity using Salesforce, ensuring transparency and predictability.

Skills & Attributes

• Proven track record of high performance and consistent quota attainment in demanding environments.
• Executive-level communication skills with the ability to influence and sell at multiple levels of an organisation.
• Highly autonomous, strategic, and results-driven, with a strong sense of ownership.
• Curious, analytical, and quick to grasp complex technical concepts.
• Confident operating in ambiguity and change, with a “build and scale” mindset.
• Fluent English is required. Fluency in German is required.

Experience We’re Looking For

• 8+ years of B2B SaaS sales experience, ideally in a solution-selling or enterprise software environment.
• Strong background selling technical or engineering-related products into established or competitive markets.
• Demonstrated success closing complex, high-value deals involving multiple stakeholders.
• Experience selling over the phone, via video, and in executive-level presentations that clearly quantify business value.
• Prior exposure to CAD, PLM, manufacturing, engineering, or adjacent domains is a strong advantage.