Account Executive

Our client is an international technology company specialising in B2B SaaS, marketing technology and digital customer engagement solutions. Through a portfolio covering marketing automation, customer engagement, SEO and digital communications, the company supports marketing and commercial teams in improving customer acquisition, engagement and sustainable business growth.

As part of its expansion across Germany, Austria and Switzerland, the company is strengthening its regional sales organisation and is looking for a Sales Development Representative to support its outbound activities across the DACH market.

The Sales Development Representative will identify and approach potential B2B customers, understand their business challenges, qualify their interest and generate sales meetings for the Account Executive team. The role involves prospecting through cold calling, LinkedIn, social selling, email and other relevant channels, working with qualified prospect lists, maintaining accurate information in HubSpot or the designated CRM, and contributing to the continuous improvement of outreach scripts and prospecting processes.

Professional Skills

• B2B new-business development
• Full-cycle sales management
• Consultative discovery
• Product and solution presentations
• Value-based selling
• Business-case development
• Proposal preparation
• Commercial negotiation
• Contract closing
• Pipeline management
• Sales forecasting
• CRM management
• Senior stakeholder engagement

Education (min)

Bachelor’s degree in Business, Sales, Marketing, Communication or a related field.

Key Responsibilities

• Identify, develop and close new Mid-Market and Enterprise business opportunities across the DACH region.
• Independently generate pipeline through targeted outbound prospecting, social selling, networking and strategic account development.
• Conduct discovery meetings to understand customer objectives, commercial challenges, technical requirements and decision-making processes.
• Qualify opportunities using MEDDPICC or another agreed structured sales methodology.
• Engage relevant business and technical stakeholders, including C-level decision-makers.
• Deliver tailored solution presentations and strategic product demonstrations.
• Build compelling value propositions and business cases based on the customer’s priorities and expected commercial outcomes.
• Manage complex sales cycles from initial qualification through proposal, negotiation and contract signature.
• Negotiate pricing, contractual terms and closing conditions while protecting long-term customer value.
• Maintain a healthy, accurately qualified pipeline and prepare reliable sales forecasts.
• Record opportunities, activities, stakeholders and decisions accurately in the CRM.
• Collaborate with SDRs, Marketing and other internal teams to support pipeline development and successful customer handover.
• Represent the company at relevant customer meetings, networking activities and industry events.
• Achieve agreed revenue, new-customer and sales-quota targets.

Ideal Candidate Profile

• At least three years of successful experience managing complex B2B sales cycles.
• Proven experience selling solutions with an annual recurring value above approximately €10,000.
• Experience managing longer sales cycles involving several stakeholders and decision stages.
• Strong knowledge of MarTech, marketing automation, CRM, customer data or related digital solutions.
• Proven ability to develop new strategic accounts without relying exclusively on inbound opportunities.
• Experience engaging and influencing senior decision-makers, including C-level stakeholders.
• Strong discovery, presentation, objection-handling, negotiation and closing skills.
• Comfortable discussing data-related topics such as APIs, tracking, segmentation and system integrations.
• Disciplined approach to CRM management, pipeline qualification and forecasting.
• Fluent German and professional working proficiency in English.

Preferred Skills

• Experience selling SaaS or MarTech solutions to Mid-Market or Enterprise customers.
• Familiarity with MEDDPICC or another structured enterprise-sales methodology.
• Experience delivering software demonstrations and developing complex commercial business cases.
• Knowledge of marketing automation, CDP, CRM, emailing, data or customer engagement solutions.
• Experience collaborating with technical stakeholders on APIs, tracking, segmentation or integrations.
• Existing professional network within the German or wider DACH market.

Competencies

• New-business development
• Strategic prospecting
• Consultative selling
• Discovery and qualification
• Business-case development
• Presentation
• Negotiation and closing
• Pipeline management
• Forecasting
• Stakeholder management
• CRM discipline
• Results orientation

Personal Characteristics

• Commercially ambitious and results-oriented
• Confident and persuasive
• Curious about customer challenges
• Proactive and self-motivated
• Structured and disciplined
• Comfortable with accountability and individual targets
• Resilient when managing objections and longer sales cycles
• Able to build credibility with senior stakeholders
• Collaborative and responsive

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