About the role
Role: Ent. AELocation: North East Germany (remote)
Language: German native + English fluent
WFH policy: remote
Industry: Databases - NoSQL Space
You are focused on a territory: Southeast or South of Germany and build your own GTM plan with the manager focused on new logos and existing accounts.
Target / KPI: 800K ARR in new business (with new logo's and existing business)
PG % & support: 3,5-4x factor or pipeline generation is the norm, likely 70% is self-generated,(most of this comes from events and partners like AWS)
30% Support comes from 2 SDRs sitting in London, + marketing campaigns, field marketing
You sell to developers, CTO's, Head of Architects, that build solutions for the future with a cut edge data base behind it.
Unique about the company (that you don't read online):
It’s THE platform for critical applications in the AI world, not well known due to the underperformance of the sales org
EMEA senior leadership + sales leadership was changed. The previous copy paste GTM approach from the US didn't work in CEUR / DACH.
They have now taken top sales leaders to built a separate GTM approach for CEUR / DACH - this region has all the support of the business to succeed.
Company is moving from agnostic to more verticalized use-case selling approach (heavy on value sales, story telling, and MEDDICC approach)
CEUR is a huge underutilized market with tremendous TAM potential
They are strong in supporting IoT Edge use cases, mobile use cases, and offline applications (when there's no internet available like with air carriers)
They work with clients like Linkedin, LX, Tommy Hilfiger and have several strong verticals they have enterprise logo use cases with.
Growth perspective:
CEUR is by far the region with the most potential and highest market potential growth
Comparison: Northern Europe and Southern Europe have between 15-18 salespeople in the field – CEUR has 7.
Current Sales leader is officially 2nd line, but operating on 1st line basis, which means there are options for AE's to step into leadership positions shortly.
You can grow within the country as a team lead or gain international experience via a sidestep e.g. from Germany to Eastern Europe to sharpen his/her profile
Must haves:
4+ years in SaaS b2b sales closing experience (this needs to be a successful tenure)
3+ years in Enterprise b2b sales closing
Closing complex deals with large enterprises - working with multiple buying departments and showcasing excellent stakeholder management internally and externally
Having sold with technical stakeholders internally and sold to technical buyers externally
Combination of new logo + existing business development
Excellent track record of pipeline generation, ability to hunt and build/own territory with GTM plan (build pipeline, close, overachieve, and do this multiple years in and row)
Strong value sellers and storytellers, being able to understand market dynamics, and use that in storytelling, in combination with the customer - they test this in a case study with a GTM approach + MEDDICC discovery role play.
People who are strong/overachievers, who are triggered by kickers and accelerators
Experience closing bigger deals, but smaller and faster deals on the side
Sales methodology trained
People who are capable of being a semi-lonely wolf, able to work remotely and own their region.
No job hopping - people need to show at least 2-3+ year tenures and success!
Nice to haves:
5 - 7 years experience b2b closing experience
MEDDICC trained
Experience with the database / NoSQL world - people from direct competitors are good.
People that have 3-4 year tenures - indicating their continued success with a company
Hiring process: 3 steps
Salary range & secondary benefits: 196 - 228K OTE (50/50) split uncapped with fantastic kickers & accelerators
Convinced? Apply immediately!
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