Account Executive - DACH

As an Account Executive, you'll own the full sales cycle, building pipeline, developing customer relationships, and closing opportunities across the industrial software market in DACH — Germany, Austria and Switzerland. You'll bring a structured approach to selling, using MEDDIC and a strong sales rhythm to qualify deals, manage your pipeline, and keep opportunities moving.

If you're commercially driven, organised, and confident managing complex sales, this is a chance to put your experience to good use. With a $1.8M quota, you'll have a clear target to work towards and the opportunity to make a visible impact through the business you win.


Who’s it for and what’s in it for you?

Helping the world's biggest industrial business to work smarter and faster sounds great right? Well, that's exactly what our client is doing. Their AI and data-focused tech turns complex factory and ops data into clear insights, helping companies prevent downtime, improve manufacturing performance, reduce waste and - crucially - make better decisions.
 

They're big on being a great employer too. When you join them, you'll be part of a collaborative and close knit team who are all working towards a clear mission. And not only is the environment nice, but the benefits package is too. Here’s just some of what's on offer:

• Access to a 401k programme
• Unlimited PTO for your grand vacation plans
• Generous paid family leave
• Medical and health benefits
• Access to an EAP
• An allowance to create the home office of your dreams
• Life and disability insurance access
• Regular (and genuinely fun) team event

No wonder they were named a 'Best Workplace' this year. 

What will your day to day look like?
You’ll drive growth across your assigned DACH territory, winning new enterprise customers and developing existing accounts. Taking ownership of the full sales cycle, you’ll help industrial businesses understand how analytics and AI can improve performance, reliability, efficiency and profitability.

• Build and deliver a territory plan to achieve annual recurring revenue and new customer targets.
• Generate pipeline through targeted prospecting, senior stakeholder outreach, industry events and partner relationships.
• Lead discovery conversations to understand customers’ operational challenges and identify where technology can deliver measurable improvements.
• Build relationships across operations, engineering, IT, procurement and senior leadership.
• Develop business cases, proposals and presentations that demonstrate clear commercial value.
• Work with technical specialists to coordinate evaluations, agree success criteria and guide customers towards a purchasing decision.
• Negotiate pricing and contract terms, working closely with legal and commercial colleagues.
• Grow existing accounts by identifying opportunities across additional sites, business units and applications.
• Partner with Customer Success to support renewals, identify risks and turn proven results into expansion opportunities.
• Use MEDDPICC to qualify opportunities, maintain accurate forecasts and keep complex deals moving.
• Collaborate with Marketing, business development teams and industry partners to open doors and strengthen customer engagement.

This role will suit you if you…

• Bring substantial enterprise sales experience, typically 10 or more years, with a strong track record selling SaaS, industrial software, analytics or related technology.
• Have consistently achieved or exceeded revenue targets and won new enterprise customers.
• Are confident managing complex sales cycles involving technical, commercial and executive stakeholders.
• Take a consultative approach, asking the right questions and translating customer challenges into compelling business cases.
• Can quantify value and explain how a technology investment will deliver operational and financial improvements.
• Have practical experience using MEDDPICC or a comparable sales qualification framework.
• Know how to build senior relationships, develop internal customer champions and negotiate enterprise agreements.
• Are organised and proactive when it comes to territory planning, account development and generating your own pipeline.
• Can bring technical and commercial colleagues together while retaining ownership of your accounts and opportunities.
• Communicate confidently with both technical specialists and business leaders.
• Are comfortable working independently within an international team and travelling across the DACH region.
• Hold a bachelor’s degree or have equivalent relevant professional experience.

Think this could be your next role?
Then we’d love to hear from you! If you’re interested in applying or would like to see the full job description for this role, please get in touch with Sefi on persephone.kennedy@fmctalent.com


The fine print
Reference number: 23182
Temporary or Permanent: Permanent
FMC contact for this role: Sefi Smith