Account Executive Enterprise DACH

About the role

You will own a specific geographical region or country within the EMEA market which includes target-accounts and an existing book of business that has companies with 3000+ employees. Your primary focus will be hunting new business opportunities, building sales pipeline, and driving growth within the ENT sector. You will upscale your existing account base through expansion and upsell, leveraging our Extended Access Management Identity. You will communicate in English and German fluently on a daily basis, bringing 5+ years of SaaS sales experience, preferably in security with a focus on Enterprise accounts or top performance in MidMarket/Commercial ready to step up. You will demonstrate familiarity with the DACH region and a proven track record of meeting or exceeding sales quotas and KPIs. You will operate with outstanding sales skills in prospecting, pipeline building, strategic account planning, value-based selling, and territory management, with meticulous operating rigor in pipeline management, forecasting, and pacing to target. You will excel at upselling and cross-selling to both new customers and across a book of business, uncovering customer pain points beyond what is initially shared. You will possess proficient business acumen, negotiation, relationship building, communication & presentation skills to C-Suite stakeholders while demonstrating the ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management. You will be self-motivated, driven, and able to work independently in a remote setting, preferring proficiency with Salesforce, Slack, Zoom, Linkedin Sales Navigator & Outreach.

Key facts

What you'll do

You will manage and grow your designated geographical region or country within EMEA, focusing on acquiring new ENT clients and expanding existing accounts. You will build and maintain a healthy sales pipeline through proactive prospecting, including cold calling and networking, supplemented with inbound leads and effective pipeline development aligned with our sales methodology. You will drive new business growth by refining client targeting through segmentation against Ideal Customer Profiles that align with enterprise needs and priorities. You will develop deep insights into the enterprise structure, key decision-makers, and buying processes, implementing multithreading to engage various stakeholders across departments. You will leverage a combination of self-generated outreach, BDR collaboration, and marketing-driven initiatives to consistently build a high-quality pipeline. You will conduct tailored discovery and scoping sessions to deeply understand customer challenges and co-create value-based solutions. You will utilize AI tools daily to sharpen how you sell and interact with customers, surfacing insights that help anticipate needs and create more time for meaningful customer engagement. You will partner with the Customer Success and Marketing teams to ensure seamless handoffs, informed product feedback, and coordinated go-to-market efforts. You will maintain meticulous records in Salesforce, ensuring accurate forecasting, precise pipeline management, and disciplined pacing to target. You will travel, as needed, within the DACH region to meet with key stakeholders and reinforce 1Password's trusted presence.

Requirements

You can communicate in English and German fluently. You have 5+ years of SaaS sales experience, preferably in security with a focus on Enterprise accounts OR top performance in MidMarket/Commercial and ready to step up. You have familiarity with the DACH region. You have demonstrated success in owning and growing a geographical territory or country within the DACH region. You have a proven track record of meeting or exceeding sales quotas and KPIs. You have outstanding sales skills in prospecting, pipeline building, strategic account planning, value-based selling, and territory management, with meticulous operating rigor in pipeline management, forecasting, and pacing to target. You have demonstrated success in upselling & cross-selling to both new customers and across a book of business, and in uncovering customer pain points beyond what is initially shared. You have proficient skills in business acumen, negotiation, relationship building, communication & presentation skills to C-Suite. You have demonstrated ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management. You are self-motivated, driven, and able to work independently in a remote setting. You are proficient with Salesforce, Slack, Zoom, Linkedin Sales Navigator & Outreach.

Nice to have

None stated in SOURCE.

Practical notes

This is a remote opportunity within Germany.