Enterprise Account Executive - Germany (m/f/d)

Stellenbeschreibung:

About Qorelo

Almost every large company in the DACH region is facing the same task: the transformation to SAP S/4HANA. These programmes run for years, cost tens of millions, and regularly stall at the same point — nobody fully understands the legacy landscape that has grown over decades. That is where Qorelo comes in. We are building the AI layer for S/4HANA transformation: we read code, processes and documentation, make the existing landscape transparent, and deliver the fit-to-standard analysis in weeks instead of months. The knowledge stays with the customer afterwards — including in day-to-day operations, long after the system integrators have moved on. We've raised $3.5M from HPI Ventures, the fund tied to the institute of SAP co-founder Hasso Plattner, along with other strong backers. We already work with Fortune 500 and DAX 40 companies, including Mercedes-Benz, and we sell to enterprise customers across DACH as well as to selected SAP consultancies who use Qorelo in their own client projects.

The role

You will be one of the first sellers on the team, and you own your accounts end to end — from first touch to signature. We have a product with a clear business case, a defined target market, a pricing model that holds up, and a sales playbook you can run from day one. What we need is someone who turns that into pipeline and revenue. You will work closely with the Head of Sales, as well as with product and our engineers, and you will have a direct line to the people who build what you sell.

What you’ll own

The full sales cycle. You build your own pipeline, qualify, run discovery and demos, drive the Proof of Value and negotiate the close — no SDR teeing it up for you, no handover to a closing team. Selling to decision makers. CIOs, Heads of SAP, transformation leads and procurement — you get them into the same room. MEDDICC as your sales motion. You quantify the business case in the customer's own numbers (Metrics), get to the Economic buyer instead of stopping at the sponsor, understand the Decision criteria and the Decision process including procurement, security and works council, map the Paper process early, qualify the Identified pain hard enough to know whether the deal is real, build a Champion who sells internally when you are not in the room, and position against the Competition — including the customer's option to do nothing. Honest qualification. MEDDICC is how we forecast, not paperwork. Gaps in your deal are visible in the CRM, and walking away from a deal that will not close is a good outcome, not a failure. Technical sales cycles. You steer fit-to-standard Proof of Value engagements, security and data protection reviews, and questions around on-premise and cloud deployment together with our team. Negotiating and closing. Multi-year agreements, framework contracts, ramp deals, procurement rounds — you hold the line on value instead of discounting your way to a signature. A forecast we can plan on. You keep Attio, our CRM, clean and current, and your forecast holds up.

What you need

Several years of SaaS sales experience selling to enterprise customers with multi-month sales cycles
A demonstrable track record of not just hitting but exceeding ambitious revenue targets — you can walk us through your numbers for the past few years
Ownership mentality: you run the full sales cycle from first outreach to signed contract
Confident negotiation at executive level in German and English (German at native level)
Experience selling AI products and the ability to translate technical value into a business case that survives a CFO review
You use AI tools in your day-to-day sales work — research, prep, outreach, follow-up — and you are curious about what they can take off your plate next
Self-driven pipeline generation: outbound, network, events — you do not wait for leads
Willingness to travel within DACH for on-site customer meetings