Enterprise Account Executive (DACH)

About the role

Role: Enterprise Account Executive
Location: Remote (Germany preferred)
Language: German (Business Fluent)
WFH policy: Remote-first, offices in Berlin & Munich
Industry: Logistics Tech / SaaS
Product: SaaS platform for end-to-end coordination across purchase, delivery, and warehouse logistics

Size and functions of local team:

1 AE (current)

4 BDRs (strong inbound engine)

Close collaboration with founders, VP Growth, and Product/Sales Engineers

Role description:
Full-cycle Enterprise AE role focused on converting and expanding DACH-based logistics clients

Targeting logistics teams within mid-market and enterprise supply chains (Mittelstand)

Buyer persona: Heads of Logistics, Ops leaders, Production managers

Sales motion: Mix of inbound and outbound (~50/50) via BDRs and AE-led outbound in strategic territories

Deal sizes:

Initial Land Deals: €10–15K ARR

Expansion Potential: €30–100K+ TCV

Largest Deal in Pipeline: €250K

Sales cycle: ~3 months

Contract length: 1 year to start (top market retention >10 years)

Unique about the company:
Majority-female leadership (60%) – diverse, international, values-led culture

Remote-first, vibrant virtual office with 2x annual on-sites

Work directly with founders and leadership, shaping GTM strategy

Best-in-class product in a trillion-dollar market; product-obsessed culture

Clear strategic shift recently → sharply defined ICP, founder-backed priority

Operates at the intersection of software, supply chain complexity, and real-world logistics impact

Growth perspective:
Defined path to Head of Sales or senior commercial roles

Opportunity to co-create playbooks and shape future GTM org

Ongoing GTM team growth planned

Must haves:
3+ years AE experience in B2B SaaS
Proven track record closing complex, multi-stakeholder deals
Familiarity with warehouse/yard logistics or production operations (either hands-on or via selling into this space)
Comfortable with structured sales methodologies (e.g., MEDDICC, SPICED)
Fluent German
Experience selling into DACH Mittelstand

Nice to haves:
Closed €50–300K TCV deals
Workflow SaaS background with multiple users & technical stakeholders
Logistics/process optimization experience
Exposure to fast-paced, high-growth SaaS orgs
Ambiguity-ready: thrives in agile, early-stage environments

Salary range & secondary benefits:
€140–150K OTE (target), up to €170K for top performers

Commission structure being refined, includes strong kicker potential

Market-leading retention rates on annual contracts

Hiring process:
Interview with Head of People

Interview with Founder

Case Study (onsite or remote)

Final round with co-founder, VP of Growth, and team (can be condensed into 1–2 days)

Reference checks