Account Executive - Mid Market

About the role

You are a strategic closer who thrives in a fast-paced, target-driven environment and owns the full mid-market sales cycle from initial outreach to contract signature. You will own key accounts in the DACH region, positioning DataGuard's multi-suite solutions to C-suite executives and driving sustainable, long-term growth. You will act as the primary revenue driver in your book of business, consistently forecasting and exceeding assigned quotas with precision and discipline. You leverage consultative, multi-touch selling to uncover high-value opportunities and build compelling business cases that align with client strategic objectives. You partner closely with Customer Success to ensure seamless handoffs, reinforcing retention and expansion while safeguarding DataGuard's high trust levels. You utilize dynamic deal multipliers and target accelerators to shorten sales cycles and amplify deal size across your portfolio. You represent DataGuard as a trusted advisor, making strategic decisions that directly contribute to the company's rapid growth and market leadership.

Key facts

What you'll do

You will prospect and qualify mid-market decision-makers across verticals to build a robust, multi-threaded pipeline that fuels predictable revenue growth. You will lead end-to-end sales engagements, navigating complex buying committees and executive stakeholders with confidence and clarity. You will craft tailored value propositions that resonate with specific business pain points and highlight DataGuard's differentiated security and compliance capabilities. You will manage the full sales cycle, including discovery, needs analysis, solution design, proposal development, negotiation, and final contract execution. You will collaborate with internal subject matter experts to address technical inquiries and ensure alignment between client needs and DataGuard's offerings. You will maintain accurate and real-time pipeline forecasts, applying MEDDIC principles to validate opportunity quality and reduce revenue risk. You will leverage outbound techniques and strategic networking to identify new demand and expand within existing customer ecosystems. You will analyze competitive landscapes and refine your approach to win in challenging mid-market deal environments. You will track and report on key performance indicators, adjusting tactics to optimize conversion rates and accelerate growth. You will mentor junior sellers by sharing best practices and reinforcing DataGuard's sales methodologies and standards.

Requirements

You must have at least 3 years of experience in a B2B, SaaS closing role within the midmarket segment, with a proven history of success. You must demonstrate a compelling sales track record with consistent quota achievement and strong win rates across multiple quarters. You must be proficient in lead generation via outbound activities, including cold outreach, email sequencing, and LinkedIn engagement. You must possess excellent skills in addressing business leaders and client-side functional managers involved in the decision-making process, applying MEDDIC frameworks effectively. You must have analytical skills combined with a getting-things-done attitude, showing enthusiasm and a confident, poised demeanor in high-pressure situations. You must be a team player who is willing to both learn from others and share your own experiences to elevate the collective performance. You must have English skills at native speaker level, ensuring clear and professional communication in all interactions. You must be legally authorized to work in Germany without requiring additional visa sponsorship for the position. You must be located in or be willing to relocate to Munich to fulfill the responsibilities of this role. You must adhere to DataGuard's code of conduct and confidentiality standards in all professional interactions.

Nice to have

Experience selling security and compliance solutions to mid-market or enterprise customers in the DACH region.

Familiarity with DataGuard's product suite and the broader security and compliance technology landscape.

Background in consultative, multi-threaded selling environments involving economic buyer engagement.

Track record of using data and insights to refine sales strategies and improve pipeline quality.

Experience with CRM tools such as Salesforce for accurate opportunity tracking and forecasting.

Practical notes

This is a full-time position based in Munich.

The role requires adherence to company policies regarding hours and availability as defined internally.

Candidates must meet the legal work requirements for Germany.