Lead Enterprise Account Executive (Berlin)

About the Role

This role bridges the responsibilities of acquiring new customers and fostering growth within an existing book of business across the DACH region. As a consultative, strategic advisor, the Enterprise Account Executive will leverage deep product knowledge, customer insights, and a results‑driven approach to drive new business acquisition (70%) while ensuring customer retention and expansion (30%). The role amplifies Culture Amp’s mission by creating impactful partnerships and delivering measurable ROI to clients.

In this role you will

New Business Acquisition (70%)

• Proactively identify and engage potential customers through a mix of outbound calls, emails, LinkedIn, and attendance at marketing events (virtual and in‑person).
• Creation of specific points of view (POVs) on their identified ‘lighthouse accounts’.
• Run tailored product demonstrations for People Leaders, establishing credibility and highlighting Culture Amp’s competitive differentiators.
• Build and manage a robust sales pipeline, expertly guiding prospects through the sales process from discovery to close.
• Develop and present compelling business cases for prospects to adopt Culture Amp’s platform, leveraging insights and ROI calculations.
• Collaborate with internal stakeholders (e.g., legal, procurement, and security teams) to remove barriers and streamline deal closure.
• Maintain accurate pipeline and forecasting data in Salesforce and other tools to meet quarterly new business quotas.

Customer Retention & Expansion (30%)

• Serve as a trusted advisor for existing customers, driving retention by proactively identifying risks and implementing tailored mitigation plans.
• Creation of tailored Account Plans that help serve as a north star for the GTM functions.
• Conduct regular strategic reviews, leveraging data‑driven insights to uncover expansion opportunities and optimise customer engagement with the platform.
• Build a sustainable pipeline of upsell and cross‑sell opportunities, converting them into closed‑won deals to achieve expansion targets across a rolling 6 month period.
• Establish multi‑threaded relationships with key stakeholders, fostering deeper connections to ensure long‑term loyalty.

You have

• 5‑7+ years of sales experience (closing) with a focus on either new or expansion (or both) driven revenue targets.
• Proven experience in the SaaS space, particularly within HR Tech or related fields.
• Strong ability to identify and self‑source both new and expansion opportunities, employing innovative strategies.
• Exceptional executive presence with polished presentation and communication skills, particularly when engaging with VP and C‑suite executives.
• Experience building and navigating relationships within Enterprise environments.
• Familiarity with sales methodologies, such as MEDDPICC, and a solid understanding of deal stage progression.
• Proficiency in leveraging data for decision‑making and influencing others.
• Skilled in assessing business opportunities and understanding diverse buyer personas.
• Proven track record in orchestrating the closure of business deals with a clear understanding of customer needs.
• Experience coordinating cross‑functional teams (Solution Consulting, Security, Legal) through complex sales cycles.

Must have

• Fluency in German.

Benefits

• Employee Share Options Program: Be an owner in Culture Amp and share in our success.
• Programs, coaching, and budgets to help you thrive personally and professionally.
• Access to external providers for mental wellbeing and coaching support to sustain the wellbeing, safety and development of our people.
• Monthly Camper Life Allowance: An automatic allowance paid out each month with your pay – you can spend it however you like to improve your experience and life outside work.
• Team budgets dedicated to team building activities and connection.
• Intentional quarterly wellbeing pauses: A quarterly company‑wide shutdown day in each region to pause, reset and focus on restoration and rest, without having to tap into individual vacation time.
• Extended year‑end breaks: An extended refresh period at the end of year.
• Excellent parental leave and in‑work support program available from day 1 of joining Culture Amp.
• 5 Social Impact Days a year to make a positive impact on the community outside of work.
• MacBooks and a work‑from‑home office budget to set up your home office.
• Medical insurance coverage for you and your family (available for US & UK only).