Senior Strategic Enterprise Account Executive – Germany/DACH

JobtailorMünchen

Stellenbeschreibung:

Create qualified enterprise pipeline independently across Germany/DACH

Build Optiml's credibility as a trusted Real Estate Decision Intelligence category leader

Run senior commercial conversations and Optiml demos independently in standard sales situations

Manage complex enterprise sales cycles from discovery through business case, stakeholder alignment, proposal, procurement, contracting, and close

Convert non-standard opportunities into closed ARR

Own accounts until Delivery takeover and prepare complete commercial and operational handovers

Stay involved during early onboarding when needed to protect trust and reinforce value

Manage client requirements and align internally before committing to non-standard requests

Feed German/DACH market insight into GTM, Product, ICP, messaging, packaging, pricing, roadmap, and competitive positioning

Build repeatable sales assets and partner with Marketing/PR on executive events, thought leadership, case studies, and category-building campaigns

Use AI and automation for account research, stakeholder mapping, trigger monitoring, outreach preparation, meeting preparation, follow-up, and CRM hygiene

Multithread accounts and navigate economic buyers, champions, blockers, technical stakeholders, procurement paths, and expansion routes

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

Credibility with senior German institutional real estate stakeholders and investment committees

Ability to run complex demos and senior commercial conversations independently

Fast product learning and ability to manage client-specific requirements without Product support in standard sales cycles

Strong diligence and sales discipline, including 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 with high ownership, high pace, high preparation, frequent travel, and hands-on execution

Existing German institutional real estate network is nice to have

Exposure to DACH real estate regulation, decarbonisation, ESG reporting, Capex planning, portfolio steering, financing, or valuation is nice to have

MRICS/RICS, CFA, CAIA, EBS/IREBS/REM, real estate finance background, or comparable qualifications are nice to have

Experience in early-stage or scale-up environments is nice to have

Core Competencies

Demonstrates expertise in managing complex enterprise sales cycles, generating qualified pipelines, and engaging with senior stakeholders in the German institutional real estate market. Proficient in utilizing AI and automation for sales processes while maintaining strong diligence and structured account management.