Enterprise Account Executive

About the role

You will own the end-to-end sales cycle for strategic enterprise accounts across the DACH region, translating complex risk and compliance needs into clear business value. You will act as a trusted advisor to C-level stakeholders, guiding them through transformative journeys enabled by Optro's AI-powered GRC Intelligence Platform. This role requires you to proactively identify new opportunities, navigate multi-stakeholder decision processes, and secure profitable, long-term partnerships. You will leverage a consultative methodology to ensure every engagement drives measurable outcomes for the customer and aligns with Optro's growth objectives. Your work will directly influence the expansion of Optro's market presence in one of Europe's most critical economic regions. You will be an ambassador of our company values, ensuring integrity and customer obsession are at the heart of every interaction.

Key facts

What you'll do

Identify and qualify high-potential enterprise opportunities within the DACH region, focusing on both public and private sector organizations.

Develop and own a strategic account plan for each major account, outlining business outcomes, stakeholder mapping, and multi-year growth initiatives.

Champion Optro's value proposition by articulating how the platform turns risk into opportunity for enterprise transformation.

Establish yourself as a trusted advisor by deeply understanding client business challenges and aligning them with the capabilities of the AuditBoard platform.

Collaborate closely with Pre-Sales teams to build compelling business cases, demonstrate platform functionality, and address technical inquiries.

Work in partnership with Business Value Consulting to quantify ROI and build business cases that resonate with executive stakeholders.

Coordinate with Marketing to leverage demand generation programs, content, and events that nurture prospects and accelerate pipeline growth.

Engage with strategic alliances and partners to create integrated, customer-centric solutions that enhance platform adoption and retention.

Manage the full sales cycle from initial contact through contract negotiation, ensuring seamless execution and customer satisfaction.

Provide structured feedback to Product and Customer Success teams regarding market trends, competitive landscape, and customer needs.

Utilize structured sales frameworks such as MEDDPICC and Challenger Sale to guide complex deals toward successful closure.

Maintain accurate and timely records in CRM systems to ensure pipeline visibility and enable data-driven decision making.

Represent Optro at industry conferences, seminars, and corporate events to strengthen brand presence and generate new leads.

Build and maintain strong relationships with executive sponsors to influence long-term strategic direction and account growth.

Drive continuous improvement in sales processes and playbooks based on real-world experience and evolving market dynamics.

Requirements

5-7 years of experience in enterprise technology sales, with a proven track record in SaaS or GRC software solutions.

Demonstrated ability to manage complex, multi-stakeholder sales cycles and close high-value deals in regulated environments.

Showcased expertise in value-based selling and the ability to establish long-term client partnerships based on trust and results.

Native-level fluency in German and excellent English communication skills, both verbal and written, are essential for engaging stakeholders across the region.

A collaborative mindset with a history of successful cross-functional teamwork across global and regional organizations.

Experience leveraging structured sales methodologies like MEDDPICC or Challenger Sale to navigate sophisticated buying committees.

Comfortable operating in a fast-paced, international environment where adaptability and a learning-oriented mindset are critical.

Knowledge of German regulatory environments, compliance frameworks, and enterprise procurement expectations is required.

A strong commitment to ethical sales practices and adherence to corporate policies, including background check requirements.

Practical notes

You will work remotely from your home office in Germany, with travel to clients as needed or our London based AuditBoard office.

You will report directly to the Director, Sales and work cross-functionally with regional and global teams.

Perks may vary based on eligibility and location.

Background checks are required. Qualified Applicants with arrest or conviction records will be considered for Employment in accordance with applicable laws and regulations.