Senior Strategic Enterprise Account Executive – Germany, DACH

Responsibilities

• Create qualified enterprise pipeline in Germany / DACH independently by building senior access across asset managers, fund managers, banks, insurers, consultants, large owners, and other institutional real estate stakeholders
• Build Optiml's credibility in the German real estate market as the trusted category leader in Real Estate Decision Intelligence
• Run senior commercial conversations and Optiml demos without Product support in standard sales situations, adapting the narrative by persona, asset type, use case, and maturity level
• Convert complex, non-standard opportunities into closed ARR by managing discovery, value case, stakeholder alignment, mutual action plans, commercial scope, procurement, and contracting
• Own the account until Delivery takeover, ensuring expectations, use case, stakeholder map, success criteria, requirements, risks, and implementation assumptions are clear
• Feed German / DACH market insight back into GTM and Product, especially around buyer objections, regulatory drivers, partner routes, pricing, and repeatable use cases

Requirements

• 5–10 years of relevant professional experience in enterprise sales, strategic business development, consulting, institutional real estate, real estate finance, ESG / sustainability, climate tech, PropTech, enterprise data, or complex B2B SaaS
• Strong university degree, ideally in Business, Finance, Real Estate, Economics, Engineering, Architecture, Sustainability, or a related field
• Experience at a high-performance organisation such as a strategy consultancy, real estate advisory firm, institutional asset / fund manager, real estate bank, infrastructure / energy transition business, enterprise SaaS company, PropTech, ESG / climate data platform, or similarly demanding environment
• Proven ability to generate enterprise pipeline independently — not only working inbound, founder‑led opportunities, or inherited accounts
• Credibility with senior stakeholders and the ability to hold your own with German institutional real estate buyers, including asset managers, fund managers, banks, insurers, consultants, owners, or investment committees
• Ability to run complex demos and senior commercial conversations independently, learning product detail fast and managing client‑specific requirements without relying on Product in standard sales cycles
• Strong diligence and sales discipline: structured account plans, stakeholder maps, MEDDPICC‑style qualification, clean CRM, clear next steps, reliable follow‑up, and realistic forecasting
• Native‑level German and strong business English
• Willingness to work at founder‑stage intensity: high ownership, high pace, high preparation, frequent travel, and readiness to do the unglamorous work required to build a market

Core Competencies

Demonstrates expertise in enterprise sales and strategic business development within the German real estate market, with a strong focus on building relationships with senior stakeholders and managing complex sales processes. Proficient in generating independent enterprise pipeline and conducting high‑level commercial conversations and product demonstrations.