Mid-Market Account Executive (x/f/m)

About the role

You will own the end-to-end sales cycle for mid-market customers in the DACH region, acting as the primary strategic partner for prospects and customers from initial discovery through expansion. You will leverage Pigment's AI-powered platform to help finance, HR, and planning teams replace rigid spreadsheets with a single, agile solution for real-time decision-making. You will translate complex business needs into clear value propositions that demonstrate how Pigment delivers agility and scale for organizations navigating dynamic markets. You will build and maintain strong executive relationships, guiding stakeholders across Finance, Operations, and IT to align their planning processes with Pigment's flexible platform. You will own key metrics including pipeline generation, conversion rates, and customer acquisition within your assigned territory, consistently exceeding targets. You will collaborate closely with Customer Success and Implementation teams to ensure smooth onboarding and early wins that drive expansion and retention. You will continuously refine your understanding of mid-market planning challenges, positioning Pigment as the essential tool for organizations that need to move faster than legacy systems allow. You will contribute feedback to product and marketing teams to shape messaging, features, and enablement that resonate with mid-market buyers in a rapidly evolving landscape.

Key facts

What you'll do

Drive proactive outreach to identify new mid-market opportunities across industries, using data and insight to prioritize accounts with the highest potential for value realization.

Conduct discovery sessions with cross-functional stakeholders to uncover strategic planning gaps and position Pigment as the solution that connects people, data, and processes.

Deliver compelling, tailored demos that showcase real-time scenario modeling, collaborative planning, and instant insight generation using Pigment's intuitive interface.

Develop multi-threaded relationships with finance leaders, HR directors, and operations managers, ensuring you influence both strategic decisions and day-to-day planning workflows.

Own the full sales pipeline from initial contact through contract negotiation, applying a consultative methodology that aligns stakeholder needs with Pigment's capabilities.

Collaborate with Customer Success to design implementation roadmaps that highlight quick wins, reduce time-to-value, and reinforce the business case for switching to Pigment.

Track and analyze key performance indicators such as pipeline velocity, win rates, and deal size, adjusting tactics to optimize results across the mid-market segment.

Represent Pigment at industry-relevant events and virtual sessions, building awareness and credibility while generating qualified leads for the broader marketing and sales engine.

Partner with the marketing team to refine messaging for mid-market personas, ensuring that value propositions address specific planning, budgeting, and forecasting challenges.

Support the creation of targeted content and case studies that highlight outcomes achieved by mid-market customers using Pigment's AI-powered planning platform.

Qualify incoming leads from demand generation campaigns, determining fit, urgency, and decision-making dynamics before passing opportunities to senior account executives.

Maintain accurate, real-time records in CRM systems, documenting every interaction, insight, and commitment to ensure seamless handoffs and continuous follow-up.

Coordinate with product teams to relay customer feedback, helping to shape future enhancements that strengthen Pigment's appeal in the mid-market segment.

Act as an internal champion for the mid-market segment, advocating for resources, playbooks, and enablement tools that improve team effectiveness and execution.

Requirements

You have a Bachelor's degree or equivalent practical experience, demonstrating foundational knowledge in business, finance, or a related discipline.

You possess a proven track record of selling into mid-market organizations, with at least several years of experience managing complex B2B sales cycles.

You have experience using data and insights to prioritize accounts, tailor messaging, and justify strategic recommendations to stakeholders.

You are fluent in German and English, with strong written and verbal communication skills that enable you to engage executives and end users at every level.

You have hands-on experience with modern SaaS sales motions, including consultative discovery, value-based selling, and multi-threaded relationship building.

You understand the challenges of planning, budgeting, and forecasting, and you can articulate how integrated platforms like Pigment address these needs better than spreadsheets.

You are comfortable working in a fast-paced, high-growth environment where priorities shift quickly and adaptability is essential.

You demonstrate strong ownership, taking full responsibility for deals, stakeholder alignment, and outcomes without needing constant direction.

You have experience collaborating with cross-functional teams, including Customer Success, Product, and Marketing, to ensure cohesive customer journeys.

Nice to have

Experience selling into regulated industries such as manufacturing, logistics, or pharmaceuticals, where planning and compliance intersect.

Familiarity with AI-powered planning tools and an understanding of how emerging technology is reshaping finance and HR workflows.

Background in HR or workforce planning, enabling you to discuss how Pigment aligns headcount, compensation, and talent strategies with business objectives.

Prior success working with enterprise-grade planning software, giving you credibility when contrasting rigid legacy systems with Pigment's flexibility.

Experience supporting business planning initiatives during periods of rapid growth, mergers, or organizational transformation.

Knowledge of DACH market dynamics and buying committees, helping you navigate local procurement processes and stakeholder alignment.

Practical notes

This role is based in Frankfurt and requires availability during core European business hours.

Travel is expected within the DACH region for client meetings, industry events, and internal enablement sessions.

Candidates must be eligible to work in Germany without sponsorship requirements.

Applications will be reviewed on a rolling basis until the role is filled, so early candidates are encouraged to apply promptly.