Enterprise Sales Representative

About the role

This role is designed for a driven enterprise sales professional who will act as the primary catalyst for the commercial adoption of Personio' Physical AI platform within the global manufacturing sector. You will own the end-to-end sales cycle, identifying strategic enterprise clients and positioning our solution as the cornerstone of their digital transformation and automation strategy. The hire will be responsible for building and maintaining C-level relationships, ensuring Personio is viewed as an indispensable partner rather than just a technology vendor. You will leverage your expertise to translate complex technical capabilities into clear business outcomes that resonate with manufacturing leadership. This position requires a proactive hunter who can operate independently with minimal supervision while adhering to strict sales methodologies. You will work in close collaboration with implementation and technical teams to ensure the value proposition is maintained from sale to successful deployment. Ultimately, your success will be measured by your ability to secure new enterprise contracts and drive long-term client expansion.

Key facts

What you'll do

• Research and identify high-value enterprise accounts within the manufacturing industry, uncovering new opportunities for platform adoption.
• Own the end-to-end consultative sales process, guiding potential clients from initial discovery through to contract finalization and onboarding.
• Develop and deliver tailored business cases that clearly articulate the platform's financial return on investment and operational efficiency gains.
• Articulate the unique value of the Physical AI platform to technical and executive stakeholders, bridging the gap between IT and OT decision-makers.
• Establish and nurture strategic relationships with senior executives, including plant managers, operations directors, and digital transformation leaders.
• Collaborate with internal engineering and external implementation partners to ensure a seamless handoff and optimal client satisfaction post-sale.
• Forecast sales pipelines accurately and manage multiple complex deals simultaneously to ensure consistent revenue attainment.
• Leverage competitive intelligence to position Personio effectively against alternative automation and software solutions in the market.
• Conduct discovery sessions to uncover latent manufacturing challenges and align the platform's capabilities with specific client pain points.
• Utilize data and insights from sales interactions to refine messaging and improve the overall effectiveness of the value proposition.
• Drive negotiations and finalize framework agreements that establish long-term partnerships and set the stage for future expansion.
• Represent Personio at industry conferences and virtual events to elevate brand awareness and generate new inbound interest.
• Maintain meticulous records of all client interactions and progress within the CRM system to ensure transparency and pipeline accuracy.
• Proactively identify risks and roadblocks within the sales cycle and develop mitigation strategies to keep deals moving forward.

Requirements

• Possess a minimum of 5 years of cumulative experience in enterprise sales roles focused on software, platform, or SaaS/PaaS business models.
• Demonstrate a proven track record of selling sophisticated technology solutions into manufacturing organizations, including both OEMs and their suppliers.
• Show clear evidence of successfully managing complex, multi-stage sales cycles that result in framework agreements and long-term contracts.
• Exhibit a sophisticated understanding of the manufacturing landscape, including the distinct operational and technological dynamics of IT and OT environments.
• Have a history of building and sustaining high-trust relationships with senior-level executives, influencing decisions without direct authority.
• Be comfortable working in a fully remote capacity while maintaining high levels of engagement and communication with global teams.
• Hold the right to work in the location specified or be eligible for Personio' visa sponsorship program without immediate sponsorship needs.
• Display a strong commitment to ethical sales practices and compliance with all relevant corporate and industry regulations.
• Have the ability to travel internationally for client meetings, workshops, and industry events as business needs dictate.
• Be fluent in English, both written and verbal, to ensure precise and professional communication with stakeholders.

Nice to have

• Currently residing in or near the Rhine-Main, Munich, Stuttgart, Düsseldorf, or Cologne/Bonn regions.
• Possess in-depth, hands-on knowledge of production and logistics processes, including common manufacturing workflows and constraints.
• Have prior experience implementing or selling solutions related to shop floor automation or digital twins.
• Understand the intricacies of integrating new software with existing manufacturing execution and enterprise resource planning systems.

Skills & tools

• Utilize consultative selling techniques to uncover business needs and co-create solutions with clients.
• Apply value-based selling methodologies to quantify benefits and justify premium pricing structures.
• Master executive communication to convey complex concepts clearly and persuasively to leadership teams.
• Excel in business case development, creating robust financial models that justify investment in the platform.
• Demonstrate a working understanding of IT/OT integration challenges to foster credibility with technical audiences.
• Leverage CRM platforms to manage sales activities, forecast results, and maintain accurate pipeline visibility.
• Utilize presentation software to create dynamic and data-driven proposals that capture executive attention.
• Apply negotiation skills to secure favorable contract terms that support sustainable growth for both parties.

Practical notes

• Travel may be required for client meetings, workshops, and industry events.
• Personio supports visa sponsorship for qualified candidates who require it to work.
• The company offers a clear growth trajectory with defined paths for professional advancement and increased responsibility.