Account Executive (AE) | DACH (d/f/m)

Your performance objectives

• Generate qualified pipeline. Create €240k-€400k in qualified pipeline ARR per quarter (depending on seniority) through outbound prospecting, events, and inbound lead qualification using SPICED discovery.
• Qualify with precision. Run customer-centric discovery to uncover Situation, Pain, Impact, Critical event, and Decision criteria. Quantify potential value before investing in lengthy sales cycles. Close opportunities
• Inspire with demos. Deliver product demonstrations tailored to each customer's pain points. Clearly articulate our competitive positioning.
• Prove measurable value. Collaborate with domain experts to run workshops that demonstrate ROI through concrete impact calculations (time savings, cost reductions, efficiency gains).
• Close strategically. Guide prospects through complex buyer journeys, map stakeholders, and turn negotiations into win-win outcomes. Close €60k-€100k in new ARR per quarter (depending on seniority) with smooth handovers to Customer Success. Build expertise
• Become an industry insider. Develop deep knowledge of electronics supply chains and feed customer insights back to product teams.
• Master consultative selling. Make SPICED your guiding principle and build expertise in technical SaaS sales with longer cycles and multi-stakeholder decisions. Lead by example
• Own your metrics. Monitor pipeline health, conversion rates, and deal velocity. Use data to consistently hit quarterly targets.
• Enable your peers. Mentor junior AEs through shadowing and deal reviews. Contribute to our sales playbook.
• Embrace feedback. Reflect on every major customer interaction and proactively seek coaching to maximize impact.

Who you are

• You’ve sold B2B software, and you can walk through your own numbers from memory: quota, attainment, average deal size, how long your ramp took
• You’ve built something that didn’t exist before you — a segment, a first playbook, a function nobody had staffed, a company of your own. You’re more comfortable without a playbook than with an inherited one
• You use AI as more than a better search engine. You’ve built your own automations, workflows, or tools, and you can name what you shipped and what came of it
• You’ve been close to how electronics or physical products actually get made — manufacturing, hardware, or supply chain. A bonus rather than a must, and the strongest single signal we look for, because it’s what lets you find the pain before a customer names it
• You’re consultative by instinct. Our buyers rarely arrive knowing they have a problem worth solving, so short cycles with demo-ready buyers aren’t the motion here
• You work in German and English at a professional level. Discovery, demos, and negotiation happen in German; the company runs in English

We offer

Your potential growth path: Months 1-6: Master the product, close your first 5-10 deals, build your DACH network Months 6-18: Take on larger deals, navigate complex stakeholder environments, mentor BDRs 18+ months: Transition to Enterprise AE (€100k+ deals), own strategic accounts, mentor junior AEs

Your territory

You'll primarily cover the German-speaking market (DACH), with some English-speaking territories. Fluency in German and English is essential. Skills, knowledge, and expertise