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

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

Ultimo is an industry‑leading SaaS EAM platform used by 2,000+ organisations globally to maximise uptime, control costs, and operate safely.

The platform is modular, scalable, and deeply embedded in operational environments – from manufacturing plants and production lines to logistics fleets and critical infrastructure.

Ultimo is part of IFS, a global enterprise software company with 6,000+ employees. This provides long‑term backing, scale, and continued investment – while Ultimo retains the agility and focus of a dedicated product organisation.

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.

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 a 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
• 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.