Strategic Account Executive, DACH
Job description
About the role
The is responsible for building enterprise adoption within a focused portfolio of strategic accounts located in the DACH region. This position navigates complex enterprise sales cycles and successfully closes deals to drive sustainable revenue growth. The role develops and expands Postman's footprint among the most strategic accounts by establishing strong presence and value realization. You will own the end-to-end sales process, balancing immediate results with a long-term strategic perspective to maximize overall revenue generation for the enterprise. Collaboration with internal stakeholders is essential to build tailored strategic adoption plans that address the specific needs of large, multi-stakeholder accounts. The position requires a consultative approach, where deep listening is combined with expert product knowledge to uncover client challenges. Ultimately, this role rewards consistent activity, disciplined pipeline management, and honest qualification of opportunities to ensure the team meets its strategic objectives.
Key facts
What you'll do
You will build strategic relationships with VP and C-level contacts inside target accounts in the DACH region, becoming a trusted advisor at the highest levels of the organization. You will provide detailed weekly reports on progress and pipeline status, ensuring transparency and alignment with internal stakeholders. You will balance short-term results with a long-term perspective to maximize overall revenue generation across the entire customer lifecycle. You will deliver accurate monthly forecasting and revenue delivery, maintaining rigorous data integrity within sales systems. You will collaborate with Solutions Engineering, Customer Success Managers, and Leadership to construct strategic adoption plans for large accounts, ensuring seamless implementation and expansion. You will demonstrate expert-level communication skills, articulating complex value propositions clearly to both technical and executive audiences. You will manage multiple opportunities simultaneously at various stages of the buying process, maintaining a disciplined and proactive approach. You will take an active interest in increasing customer satisfaction and deepening customer relationships to drive expansion and advocacy. You will navigate enterprise sales cycles with resilience, handling complex objections and removing barriers to purchase through persistence and problem-solving. You will present to senior managers and the C-suite, leveraging data and storytelling to highlight strategic impact and return on investment.
Requirements
The posting states a bachelor's degree requirement; you must You must possess 8+ years of Account Executive experience selling enterprise solutions in a complex sales environment. You must be a native German speaker and a fluent English speaker to communicate effectively with all stakeholders. You must have relevant experience targeting VP and C-suite executives within enterprise organizations. You must have a proven track record at a strategic sales level, demonstrating consistent success in high-level deal execution. You must have strong experience selling developer and/or technical products, understanding the nuances of the API economy. You must have strong experience managing a pipeline and closing large contracts, with a history of successful negotiations. You must communicate excellently with customers and within organizations, adapting your style for diverse audiences. You must have proven negotiation and closing skills, demonstrated by regularly exceeding sales targets while selling right-fit customers profitably. You must have a strong track record of navigating large and mid-market organizations, understanding their unique decision-making dynamics. You must be able to develop senior-level relationships quickly and effectively, building trust and credibility from the outset. You must be capable of presenting to senior managers and the C-suite, conveying vision, strategy, and value in a compelling manner. You must be able to manage multiple opportunities simultaneously at various stages of the buying process without sacrificing quality or accuracy. You must take an active interest in increasing customer satisfaction and deepening customer relationships to foster long-term loyalty.
Practical notes
You will work in Berlin, Berlin, Germany, requiring reliable local transportation within the city. In-office collaboration is expected for this role, and attendance at team meetings and company events will be necessary to maintain cohesion. The role is based on a pay-on-performance philosophy, where a significant portion of compensation is tied to achieving measurable results. There are no specified hours, travel requirements, visa sponsorship details, or application deadlines mentioned in the source documentation.
Typical interview steps
Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection in a structured scenario. Behavioral questions focus on past quota attainment and deal history, seeking concrete examples of success. Energy and preparation matter significantly in the interview process, as interviewers look for candidates who can thrive under pressure. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo during the conversation. Practicing your own sales pitch out loud is highly recommended to build comfort and refine your messaging.
Good to know
API platform products power digital transformation for millions of developers, making this role critical to enabling technological progress. Enterprise sales cycles involve multiple stakeholders and long decision processes, requiring patience and strategic persistence. Developer tools rely on clear documentation and hands-on experimentation, necessitating a product-focused mindset. Cross-functional collaboration with engineering and customer success is common in this role, ensuring alignment between commercial and technical teams. Consistent forecasting and pipeline management are central to success in this position, demanding meticulous organization and analytical skills.
Questions to ask
Worth asking in any interview: how the team measures success, who the role works with daily, what the onboarding looks like, and what the company is trying to achieve this year. Asking what past hires did well is a strong final question that provides insight into performance expectations. Keep the list short and pick the questions that matter most to you to make the most of limited interview time.
Career growth
Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles, offering a clear progression path for ambitious professionals. Some sellers move into partnerships, account management, or revenue operations, diversifying their skill set and impact within the organization. Compensation typically mixes a base with commission tied to results, rewarding high performance and scalability. High performers in sales typically move into larger accounts, team leadership, or sales operations, leveraging their experience to influence broader business strategy. Quota history and references carry the most weight in promotion decisions, emphasizing the importance of consistent delivery and relationship-building.