Account Executive (d/f/m)

Stellenbeschreibung:

Your opportunity

Luminovo is scaling its OEM sales motion across the DACH region, and we need an Account Executive who will define how we sell our software to electronics designers worldwide. This isn't just another AE role. You'll join as one of the pioneers alongside Inga, our first OEM‑focused seller and now Team Lead, to establish our playbook for a customer segment that represents massive growth potential. You’ll sell complex supply‑chain software to technical buyers, requiring deep discovery, consultative selling, and the ability to prove measurable ROI in a trillion‑dollar industry. Your software directly impacts how electronics companies—from automotive suppliers to industrial equipment manufacturers—manage their complete electronics supply stream. The impact is tangible, and the industry is fascinating.

The opportunity gap

If you're ready to evolve from simply executing a sales playbook to building one, this is your chance. You’ll build strategic consultative partnerships with mid‑market and enterprise customers, master the OEM sales motion and progressively take on larger deals, more complex stakeholder environments. Eventually you’ll mentor junior AEs as we scale the team. This role is a clear progression path toward becoming an Enterprise AE and/or Team Lead at Luminovo.

Your potential growth path:

Months 1‑6: Master the product, close your first 5‑10 deals, build your DACH network.
Months 6‑18: Take on larger deals, navigate complex stakeholder environments, mentor BDRs.
18+ months: Transition to Enterprise AE (€100k+ deals), own strategic accounts, mentor junior AEs.

Your territory

You’ll primarily cover the German‑speaking market (DACH), with some English‑speaking territories. Fluency in German and English is essential.

Work location

München headquarters or Berlin satellite office in a hybrid setup with home‑office flexibility. Occasional travel for team retreats and industry events (expenses covered).

Whom you’ll be working with

Clifton Lobo, VP Global Sales – Manager who’ll coach you on deal strategy and career progression.
Sebastian Schaal, Co‑Founder – Provides strategic guidance on positioning and pricing.
Inga Schwarz, Team Lead and Pioneer AE for OEM – Primary partner in building the OEM sales playbook.
Catharina Kuhwald, Chief of Staff – Drives our OEM GTM motion as project leader.
Max Hungenbach and RevOps – Provide CRM support, dashboards, and sales enablement.
Marketing, Customer Success & Product teams – Regular collaboration on campaigns, customer onboarding, and product roadmap.

Your performance objectives

Generate pipeline

Build your network: Connect with 50+ decision‑makers per quarter through industry events, LinkedIn, and targeted outreach. Establish Luminovo’s presence at 2‑3 key industry fairs annually.
Generate qualified pipeline: Create €240k‑€400k in qualified pipeline ARR per quarter (depending on seniority) via outbound prospecting, events, and inbound lead qualification using SPICED discovery.
Qualify with precision: Run customer‑centric discovery to uncover Situation, Pain, Impact, Critical event, Decision criteria, and quantify potential value before investing in lengthy sales cycles.

Close opportunities

Inspire with demos: Deliver product demonstrations tailored to each customer’s pain points and articulate our competitive positioning.
Prove measurable value: Collaborate with domain experts to run workshops that demonstrate ROI through concrete impact calculations.
Close strategically: Guide prospects through complex buyer journeys, map stakeholders, and turn negotiations into win‑win outcomes. Close €60k‑€100k in new ARR per quarter (depending on seniority).

Build expertise

Become an industry insider: Develop deep knowledge of electronics supply chains and feed customer insights back to product teams.
Master consultative selling: Make SPICED your guiding principle and build expertise in technical SaaS sales with longer cycles and multi‑stakeholder decisions.

Lead by example

Own your metrics: Monitor pipeline health, conversion rates, and deal velocity; use data to consistently hit quarterly targets.
Enable your peers: Mentor junior AEs through shadowing and deal reviews; contribute to our sales playbook.
Embrace feedback: Reflect on every major customer interaction and proactively seek coaching to maximize impact.

Skills, knowledge, and expertise

We care more about your motivation and ability to help us accelerate technical progress than about your CV. No standard list of minimum qualifications.