Enterprise Account Executive - Germany (Hybrid - Frankfurt, Munich, Berlin)

About You

As Enterprise Account Executive Germany, you will convert Optiml’s growing presence in the German market into closed enterprise revenue, while building a high-quality, repeatable pipeline across one of Europe’s most important institutional real estate markets.

This is a full-cycle, hunter-led role: you will originate opportunities, run structured enterprise sales processes, navigate complex stakeholder environments, and close new customers — while partnering closely with founders and senior commercial leadership on the most complex late-stage negotiations.

You are expected to operate with commercial discipline and institutional credibility: qualify rigorously, forecast realistically, protect pricing integrity, and progress only the right opportunities at the right time.

This role requires confidence to engage senior stakeholders (including CFOs, investment committees, and finance functions), and the judgment to challenge assumptions where needed — not simply progress deals for momentum’s sake.

While Germany is your primary focus, you will also collaborate closely with the wider European commercial team and contribute to cross-border opportunities where relevant.

About Optiml

Optiml is transforming real estate with Real Estate Decision Intelligence (REDI), an AI-powered decision technology that helps decarbonize buildings while optimizing asset and portfolio financial performance.

Our platform helps investors, owners, and asset managers make clearer capital allocation and decarbonisation decisions by translating complex regulatory, financial, and technical constraints into actionable renovation and investment plans.

Founded as an ETH Zurich spin-off, Optiml launched its first product in April 2024 and is now scaling across Europe and the US, with teams based in Zurich, London, and across Germany. The company is backed by leading US and European investors, including Innovation Endeavors (the fund of former Google CEO Eric Schmidt), Planet A Ventures, KOMPAS, BitStone Capital, and The Bau Ventures. Following an oversubscribed €8M Seed round, we are accelerating product development and go-to-market execution.

Tasks

Key Objectives

• Generate and close high-quality enterprise pipeline in Germany, delivering meaningful new ARR with strong forecast accuracy
• Build Optiml’s credibility in the German institutional real estate ecosystem through trusted stakeholder relationships and consistent deal execution
• Execute a structured and repeatable enterprise sales motion (qualification, stakeholder mapping, mutual action plans, procurement navigation)
• Contribute to GTM refinement by feeding back market insight on ICP, use cases, pricing, and messaging
• Ensure clean transition into onboarding and early expansion by aligning expectations with institutional timelines and readiness

Your Responsibilities

Pipeline Creation (Germany-first)

• Own pipeline creation across Germany through targeted outbound, ecosystem relationships, referrals, and industry presence.
• Build a focused account list across institutional investors, asset managers, banks/insurers, and consultancies.
• Leverage partner networks (advisors, consultants, technology partners) to unlock new opportunities.

Enterprise Sales Execution (Discovery → Close)

Run structured, consultative enterprise sales cycles end-to-end:

• Discovery grounded in capital allocation, risk, and return frameworks
• Stakeholder mapping across investment, asset management, finance, and ESG functions
• Business case development aligned to financial and regulatory outcomes
• Mutual action plans to manage long, committee-driven processes

Close deals with support from founders/senior leadership on complex negotiations and procurement dynamics

Stakeholder & Committee Navigation

Engage confidently with senior stakeholders (C-level / N-1) across:

• Institutional investors
• Asset managers
• Banks / insurers
• Real estate advisory firms

Operate effectively in committee-driven environments , maintaining deal integrity without forcing progression prematurely

Clean Handover & Early Expansion

• Transition customers cleanly into onboarding with Delivery and Customer Success
• Set realistic expectations on timelines, data requirements, and internal coordination
• Support early expansion signals through strong follow-through and relationship continuity

GTM Feedback Loop

Feed structured insight back into:

• ICP definition and segmentation
• Use case development
• Pricing and packaging
• Product roadmap discussions

Identify Germany-specific regulatory, market, and buyer dynamics and translate them into GTM improvements

Requirements

Must Have

• 5–9 years total experience, including 3+ years in quota‑carrying B2B sales (enterprise or complex mid‑market)
• Proven ability to generate pipeline from scratch and run deals end‑to‑end through close
• Experience selling into or working with institutional real estate, capital markets, or closely related sectors
• Strong understanding of German institutional decision‑making environments (committees, procurement, multi‑stakeholder dynamics)
• Structured qualification and forecasting discipline (e.g. MEDDPICC‑style); comfortable disqualifying weak deals
• Experience with multi‑year / land‑and‑expand customer relationships
• Credibility engaging senior stakeholders (CFOs, investment teams, finance functions)
• Active network and/or involvement in relevant associations (e.g. ZIA, ULI, RICS, INREV)
• Entrepreneurial and autonomous mindset; comfortable in a remote‑first, early‑stage environment with travel (25–50%)
• Practical use of AI tools in your commercial workflow
• Fluent in German and English (business level)
• EU / German work permit

Nice to Have

• Enterprise SaaS experience in regulated or conservative industries
• Cross‑border / European commercial exposure
• Degree in Business, Finance, Real Estate, Engineering, Architecture, or similar
• Certifications such as MRICS, CFA, CAIA, or equivalent

Benefits

Impact (Germany): Play a key role in scaling Optiml in Germany — one of Europe’s most important institutional real estate markets

Ownership: Real responsibility over pipeline and outcomes — build, progress, and close enterprise deals while shaping how we sell in Germany

Growth: Work directly with founders and senior commercial leadership; collaborate across Product, Tech, Delivery/CS, and Marketing to influence GTM and product direction

Culture: High-performance, low‑ego environment — ownership over hierarchy, direct feedback, and strong collaboration across markets

Benefits: Competitive base salary with meaningful variable and VSOP participation; remote‑first setup across Germany; travel for clients and industry events; learning & development budget