Account Executive

About the role

Role: Business Development Manager / Account Executive (2–3 hires)
Location: Kaiserslautern or Mannheim area (hybrid)
Language: Native German + Business English
WFH policy: Hybrid with preference for strong onsite presence in the first months (1 to 3 days per week; flexible)
Industry: IT Service Management (ITSM)
Product: ITSM platform for service, operations, ticketing, and multi-department workflows
Local team size: 100+ employees onsite across Development, Consulting, Support, HR, Office Operations. Ten sales reps (BDM + AM), two Sales Managers, and three BDRs supporting pipeline development.

Role description:
This is a full cycle new-logo hunting role focused on Germany’s Mittelstand and upper SMB market. You will run a high-volume, multi-threaded motion with current deal sizes around 10k ARR and a clear push toward higher Mid-Market and low six-figure opportunities. The role blends vertical-focused outbound, collaboration with BDRs, executing campaigns jointly with Marketing, and managing both remote and occasional onsite sales cycles.

Current sales motion:
• Historically inbound-led
• Now shifting to 75 percent outbound and 25 percent inbound
• New verticalization strategy launching
• Pipeline creation capability is essential
You will manage a high number of opportunities while elevating deal quality and contributing to the next phase of the DACH go-to-market.

Unique aspects (not publicly available):
• Extremely high customer satisfaction, with a 96 percent CSAT across support and services
• Strong market fit and loyal customer base in Germany
• A fully cross-functional office environment that fosters collaboration, knowledge sharing, and faster development
• Germany is the central growth engine, receiving significant internal investment and executive attention
• Direct exposure to coaching, enablement, and leadership, with clear progression paths as the business expands its Mid-Market, Enterprise, and partner motions

Growth perspective:
• Move from 10k ARR deals into Mid-Market and Upper Mid-Market territory
• Contribute to building the future Enterprise motion for the region
• Support a 2 to 3 times scaling of the German business
• Progress toward Senior AE, Vertical Lead, Team Lead, or Enterprise roles
• International development opportunities across multiple global offices

Must haves:
• Two to five years of B2B SaaS experience in SMB or Mid-Market. Flexible up to ten years for highly coachable profiles.
• Builder mentality with comfort in evolving processes and growing outbound motions
• Proven track record in SMB or Mid-Market new business, ideally in high-velocity environments
• Curiosity, discipline, prioritization, consistency, and strong pipeline ownership
• Strong team orientation and collaborative mindset
• Native-level German and excellent communication skills

Nice to haves:
• Experience selling into Mittelstand or Public Sector
• Knowledge of ITSM or IT workflow tools
• Experience at a relevant competitor
• Strong outbound background in the German market

Hiring process:
• Screening call with Talent and Sales
• Interview and assignment or roleplay with Sales Leadership
• Optional reference checks (not typical)
• Final offer after leadership approval

Feedback SLA:
24 hours

Compensation and benefits:
• OTE of 150k to 160k with a typical 60/40 split
• Higher OTE structures (50/50) possible for senior profiles
• Optional company car
• 30 vacation days per year