Enterprise/Commercial AE's - Germany x5

Location: Germany (Remote or Hybrid)

Territory: Germany (DACH) Enterprise Market

Department: Enterprise Sales

Reports To: Regional Sales Director, DACH

About the Role

My clients are seeking several experienced, ambitious, and highly motivated Enterprise Cyber Security Account Executive's to join their expanding DACH sales organisation. These role's are focused on driving significant revenue growth through a combination of new logo acquisition (focus) and expansion opportunities within existing enterprise customers .

The successful candidate(s) will be responsible for developing and executing strategic sales plans that introduce their comprehensive cloud based cyber security platform into some of Germany's largest organisations while identifying new business units, use cases, and stakeholders within their established installed customer base.

This is an ideal opportunity for an enterprise cyber security software sales professional who thrives in complex sales environments, enjoys building executive relationships, and has a proven track record of exceeding quota in the cyber security market.

Key Responsibilities

• Own and exceed annual and quarterly new business revenue targets. (quota's are circa - €1.8M-€2.3M ACV for Commercial (<€1B Enterprises) and €4M+ ACV for Strategic Enterprise >€1B-€10B+ Enterprises))
• Identify, develop, and close new enterprise customer opportunities across Germany.
• AOV for Commercial AE's is €250K-€500K and for Strategic Enterprise AE's - €750K to €1M ACV
• Generate new revenue streams through new logo acquisition and greenfield opportunities.
• Expand existing strategic accounts by identifying new buying centres, departments, subsidiaries, and business initiatives.
• Develop executive-level relationships with CISOs, CIOs, CTOs, Heads of Infrastructure, Security Architects, Risk & Compliance leaders, and Procurement executives.
• Manage complex enterprise sales cycles involving multiple stakeholders and technical evaluations.
• Build and execute territory and account plans focused on long-term revenue growth.
• Partner closely with Sales Engineers, Customer Success, Marketing, Professional Services, and Channel Partners to maximise customer engagement.
• Lead customer discovery workshops, executive presentations, and commercial negotiations.
• Maintain an accurate sales forecast and opportunity pipeline using CRM tools.
• Represent the company at industry conferences, customer events, and executive briefings.
• Stay current on cyber security trends, competitive technologies, regulatory changes, and emerging threats.

Required Experience

• 5+ years of successful enterprise cyber security software sales experience (Commercial) & 10+ years (Strategic)
• Demonstrated success selling into large enterprise organisations (€1B+ revenue).
• Proven history of consistently exceeding annual quotas of €1.5M - €2M (Commercial) & €2.5M-€5M+ ACV or equivalent (Strategic).
• Experience winning competitive displacement opportunities.
• Strong experience managing sales cycles ranging from 6–18 months.
• Comfortable engaging C-Level executives and influencing strategic buying decisions.
• Experience developing opportunities through direct sales, partner ecosystems, and executive networking.

Preferred Cyber Security Background

Experience selling one or more of the following technologies:

• Cloud Security
• Identity & Access Management (IAM)
• Zero Trust
• Endpoint Detection & Response (EDR)
• Extended Detection & Response (XDR)
• Security Operations (SOC)
• SIEM
• SOAR
• Vulnerability Management
• Data Security
• Data Loss Prevention (DLP)
• Cloud Workload Protection
• Network Security
• Application Security
• Attack Surface Management
• Threat Intelligence
• Managed Detection & Response (MDR)
• Security Exposure Management
• AI-powered Security Platforms

Key Competencies

• Strategic Enterprise Selling
• Executive Relationship Management
• Complex Negotiation
• Territory Planning
• Opportunity Qualification
• Business Development
• Consultative Selling
• Value-Based Selling
• Commercial Acumen
• Forecast Accuracy
• Pipeline Generation
• Cross-functional Collaboration
• Presentation & Communication Skills
• Customer Obsession
• Resilience and Self-Motivation

Qualifications

• Bachelor's degree or equivalent commercial experience.
• Fluent German and English (written and spoken).
• Full eligibility to work within Germany.
• Willingness to travel throughout Germany (approximately 30–50%).

What Success Looks Like

Within your first 12 months you will:

• Build a qualified pipeline capable of supporting sustained revenue growth.
• Successfully acquire multiple new enterprise customers.
• Generate significant expansion revenue within existing strategic accounts.
• Establish trusted advisor relationships with senior security executives.
• Become a recognised cyber security expert within your territory.
• Consistently deliver against quarterly and annual sales objectives.

Why Join them?

You'll become part of a fast-growing International leading Enterprise software vendor and working within their specialist cyber security division protecting some of the world's most recognised organisations from increasingly sophisticated cyber threats.

They offer:

• Competitive fixed salary (€90K to €120K DoE) with uncapped commission
• Accelerators for overachievement
• Hybrid working model
• Car allowance's
• Comprehensive local benefits package
• Ongoing technical and sales enablement
• Clear career progression into Strategic Accounts, Global Accounts, or Sales Leadership
• The opportunity to work with market-leading, globally recognised vendor in one of the fastest-growing sectors in enterprise software.