Senior Account Executive Net New - Service Industry, DACH (M-F-D)

About the role

We are seeking a driven and focused sales professional to lead the growth within our market unit. This role involves developing new business opportunities, building strong relationships with potential clients, and executing strategic sales initiatives within the service industry sector in the DACH region. The ideal candidate will have a proactive mindset, excellent communication skills, and a proven track record of success in enterprise software sales. This position requires a strategic thinker who can manage complex sales cycles, collaborate effectively with internal teams and partners, and consistently meet or exceed sales targets. The role offers an exciting opportunity to contribute to the expansion of IFS's presence in a key geographical area, working closely with global and local teams to deliver tailored solutions to clients.

Key facts

What you'll do

• Execute targeted sales strategies to generate new business within a designated list of strategic accounts, focusing on the service industry sector in the DACH region.
• Develop and implement a comprehensive Go-To-Market Strategy tailored to specific verticals, ensuring alignment with overall business objectives and market demands.
• Create and manage a detailed Territory Plan for targeted verticals, including defining key account priorities, outreach plans, and growth opportunities.
• Prepare and maintain detailed Account Plans, including specific action items, success metrics, and evaluation strategies for each key account.
• Manage the entire sales process from initial contact and demand generation to understanding customer requirements, conducting product demonstrations, and managing the RFI/RFP process.
• Collaborate with partners to increase account penetration, develop joint sales initiatives, and accelerate deal closures.
• Maintain a healthy sales pipeline with a coverage ratio of at least 4x, ensuring consistent progress toward annual sales targets.
• Regularly update and maintain CRM records to ensure accurate forecasting, account management, and reporting.
• Work closely with Sales leadership and global teams to share insights, align strategies, and strengthen internal networks.
• Conduct regular meetings with prospects and clients to understand their needs, present tailored solutions, and negotiate contracts effectively.
• Participate in industry events, conferences, and networking opportunities to increase brand awareness and generate new leads.
• Provide feedback to product and marketing teams based on customer interactions and market insights to help refine offerings and messaging.
• Track and report on sales activities, pipeline status, and forecast accuracy to management.
• Support onboarding and training of new team members as needed, sharing best practices and sales techniques.
• Ensure compliance with company policies, legal requirements, and data privacy standards during all sales activities.

Requirements

• Proven experience in enterprise software sales, with a successful track record of meeting or exceeding sales quotas within the assigned geographical area.
• Demonstrated ability to develop and execute strategic sales plans tailored to industry verticals.
• Strong understanding of the sales process, including demand generation, qualification, proposal development, negotiation, and closing.
• Entrepreneurial mindset characterized by curiosity, resilience, and a proactive approach to problem-solving.
• Excellent communication and interpersonal skills, with fluency in English and a relevant local language (German preferred).
• Ability to operate effectively within a matrix organization, building relationships across teams and functions.
• Experience managing complex sales cycles and negotiating enterprise agreements.
• Familiarity with CRM software and sales reporting tools to track activities and forecast accurately.
• Ability to work independently, prioritize tasks, and manage time effectively in a fast-paced environment.
• Willingness to travel within the DACH region as needed for client meetings, industry events, and partner engagements.
• Knowledge of the service industry sector and related enterprise solutions is a plus.
• Previous experience working with partners and developing joint sales initiatives is advantageous.

Nice to have

• Knowledge of the enterprise software market and industry trends relevant to the service sector.
• Experience working with ITAR regulations or in highly regulated industries.
• Multilingual skills beyond English and German are beneficial but not required.
• Familiarity with sales enablement tools and digital marketing strategies.
• Experience in a similar role within a global organization with a matrix structure.

Skills & tools

• Proficiency in CRM software and sales reporting tools such as Salesforce or similar platforms.
• Strong negotiation and presentation skills, with the ability to articulate complex solutions clearly.
• Strategic thinking and planning capabilities to develop account and territory plans.
• Excellent interpersonal skills to build rapport with clients and internal teams.
• Ability to analyze market data and customer feedback to inform sales strategies.
• Competence in managing multiple priorities and deadlines effectively.

Practical notes

• Candidates must be eligible to work in Germany.
• The role offers an attractive salary package along with competitive benefits, including a car allowance and reimbursement for business travel expenses.
• The company provides a pension plan and opportunities for ongoing professional development and training.
• Flexible working hours are available, with options to work remotely part of the time.
• The position includes 30 vacation days, with additional leave granted for personal reasons and community service.
• Wellbeing benefits are offered, including health programs and initiatives to support work-life balance.
• The company encourages diversity and inclusion, fostering a welcoming environment for all employees.
• Candidates should be prepared for a comprehensive interview process, including assessments and discussions with multiple team members.
• Applications should be submitted through the online system in English, including salary expectations and earliest possible start date.
• The company conducts ongoing recruitment on a rolling basis; early applications are encouraged.
• All candidates will participate in a DISC assessment as part of the recruitment process to better understand their working style and fit within the team.
• IFS is a billion-dollar company with over 6,000 employees worldwide, committed to innovation and excellence in enterprise software solutions.
• The company's AI technology supports its award-winning solutions, helping clients succeed at critical moments.
• IFS values diversity, inclusion, and sustainability, striving to create a positive impact in the communities where it operates.
• Joining IFS offers an opportunity to contribute to meaningful projects, grow professionally, and be part of a global leader in enterprise software.