Senior Account Executive – Mid Market / Expansion (Install Base), DACH

Account Executive – Mid Market / Expansion (Install Base), DACH 

German-speaking Commercial / Mid Market Customers 

📍 Germany-focused DACH | Remote / Hybrid / Bavaria 

Why this role exists 

Ultimo builds enterprise asset management (EAM) software for organisations where physical assets sit at the heart of operations — manufacturing, industrials, utilities, and infrastructure. 

This is mission-critical software. It supports uptime, safety, compliance, and long-term asset performance in environments where operational failure is not an option. 

In the DACH region, Ultimo has a meaningful and growing install base of enterprise customers. Many of these organisations operate across multiple sites, plants, and business units — creating significant opportunity for expansion, standardisation, and enterprise-wide adoption. 

We are hiring an Account Executive – Mid Market / Expansion to focus on growing existing customers across the German-speaking DACH market, with a primary focus on Germany. German is used regularly in customer-facing conversations. 

This is not a net-new logo role. It is a relationship-led, value-driven expansion role. 

Why join Ultimo now 

Ultimo is moving from legacy success to intentional growth. 

In DACH, long-standing customer relationships and strong product adoption have created a solid foundation. Leadership is now focused on unlocking significantly more value from existing customers by: 

• Expanding deployments across sites and regions 

• Elevating conversations from operational use cases to enterprise value 

• Strengthening executive-level relationships 

• Driving more structured, value-led expansion motions 

For an experienced expansion-focused AE, this is an opportunity to: 

• Work with customers who already trust the product 

• Own meaningful, long-term Mid Market commercial relationships 

• Drive Commercial-level outcomes, not transactional renewals 

• Play a central role in how Ultimo grows its footprint in DACH 

Your mandate (Strategic Accounts / Expansion Focus) 

As an Install Base / Expansion Account Executive, you will: 

• Own and grow a portfolio of existing Commercial Mid Market customers (Bestandskunden) across a Germany-focused DACH territory 

• Expand accounts across additional sites, plants, business units, and use cases 

• Lead complex upsell and cross-sell sales cycles end-to-end 

• Build and maintain strong executive-level relationships within customer organisations 

• Identify opportunities to standardise and scale Ultimo deployments enterprise-wide 

• Translate operational challenges (uptime, compliance, asset performance, cost control) into long-term commercial value 

• Work closely with Customer Success, Pre-Sales, and Product teams to drive outcomes 

• Act as a trusted commercial partner to customers over multi-year relationships 

This role is about deepening value, not chasing volume. 

How you’ll operate at Ultimo 

Ultimo operates like a scale-up inside a serious Commercial software business: 

• High autonomy and trust 

• Clear accountability for outcomes 

• Short decision paths and direct access to leadership 

The sales organisation operates in a CRM-first, disciplined environment, designed to support high-quality selling and sound judgement — not bureaucracy. 

You’ll be expected to manage relationships thoughtfully, plan accounts strategically, and operate with long-term perspective. 

What we’re looking for 

This role will suit someone who can demonstrate: 

• Experience managing and expanding Mid Market accounts 

• Proven success driving upsell and cross-sell within existing Mid Market customers 

• Strong consultative, value-based selling capability 

• Comfort operating in complex, multi-stakeholder customer environments 

• Ability to build credibility with operational leaders and executive stakeholders 

• Strong account planning and relationship management skills 

• Commercial judgement, patience, and resilience 

Experience selling into manufacturing, industrial, or asset-intensive environments is a strong plus — but sales craft and relationship maturity matter more than sector background. 

Fluency in German and English is a must (customer-facing role). 

What success looks like 

12–18 months in, success looks like: 

• Meaningful revenue growth across existing Mid Market customers 

• Deeper, broader Ultimo deployments within key accounts 

• Strong executive relationships and long-term customer trust 

• Recognition as a strategic partner internally and externally 

• Tangible contribution to Ultimo’s growth in the DACH region 

Compensation & practicalities 

• Competitive base salary + commission 

• Performance incentives aligned to expansion outcomes 

• Flexible remote / hybrid working model 

• Travel across Germany / DACH as required 

• Standard benefits package 

Details will be shared transparently during the process. 

The invitation 

If you’re motivated by building long-term enterprise relationships, expanding value within existing customers, and owning strategic accounts in a serious software business — we would love to hear from you.