About the role
Role: (pioneer) Enterprise Account Executive (DACH)Location: Germany (Remote)
Language: German
WFH policy: Remote
Industry: SaaS (Data Center & IT Operations Automation)
Product: AI-driven IT operations automation platform (observability, incident response, infrastructure automation)
Size and functions of local team:
First AE hire in DACH
Dedicated SE for DACH
Dedicated SDR for DACH (based in the UK)
Business value service team for RFIs
Partners (Deloitte, SVA and others) contributing pipeline (introduced, DB, Allianz, Deutsche Telekom, VW)
3-4 additional hires planned in DACH over the next 12 months
Head of Sales is UK based
Role description: Enterprise AE (DACH)
Focus: Penetration of the DACH market *(total greenfield)
New logos & upsell within assigned accounts
Target customers: CIOs, CTOs, IT leadership
Territory: Large, covering major enterprise accounts in Germany
Competitive landscape: Dynatrace, Datadog, ServiceNow
Sales motion: Direct sales + partner-led pipeline (Deloitte, SVA)
ACV: $400K ARR
Deal cycle: 9 months
Pipeline generation: 25% self-generated, $1M via partners, $1M via SDRs
Revenue goal: TBD
(EU does 15% of total company revenue at 10M ARR - which will grow to 20M ARR in '25)
Methodology: MEDDICC + Command of the Message
Unique about the company
Leading in IT operations automation with AI - truly disrupting the space
The topic is on the board's agenda for every large company (not hard to get in)
Highest NRR rating in the EU, signing the most new logos in the region
Positioned to define a new category with Generative AI
High calibre people on board and highly rated culture ("remote first - all adults")
EU is the highest growth region doing only 15% of the company's revenue
Strong partner ecosystem driving enterprise deals
Well-funded (Series E, $100M in the bank, near profitability - getting ready for IPO)
Growth perspective
First AE in DACH with significant market opportunity
3-4 additional AEs planned in the next 12 months, potential leadership path
IPO expected in the next 2 years
High earnings potential with aggressive commission structure (people making serious money)
Must haves:
5+ years Enterprise sales experience
Experience selling technical solutions to CTO/IT leadership (not necessarily as main buyer persona)
C-suite selling experience
Challenger sales methodology / MEDDICC experience
Self-starter, ownership mindset
Highly motivated, proactive problem solver - able to break open a new market
Nice to haves:
Experience in start-ups (not required, but strong drive is)
IT operations or observability sales experience
Trained on Command of the Message
Salary range & secondary benefits:
€240K-260K OTE (50/50 split) + equity
Commission plan: 11% base, with kickers leading to 20%+ over deals closed
Quota: €1.3M ARR (from which €150K may come from professional services + ramp 3 months guaranteed commission)
First year is ramp year on lower target - very achievable
Hiring process:
Initial screening
Interview with hiring manager
Final interviews with leadership
Panel
Offer
Convinced? Apply immediately!
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