Strategic Account Executive - DACH

About The Role

We're hiring a Strategic Account Executive to win and grow strategic enterprise accounts. You will own the commercial outcome—from pipeline creation to close—by practicing insight‑led selling: reframing the customer's initial problem, quantifying the cost of inaction, and mobilizing buying committees around a compelling "why now".

You’ll lead multi‑stakeholder enterprise cycles with CFO/CIO/Shared Services/Procurement leadership, partnering closely with Solutions Engineering, Marketing, and Customer Success to run disciplined deal plans, deliver value‑based proposals, and land enterprise rollouts.

What You’ll Own

Pipeline creation & territory strategy

• Build and execute a territory/account plan: target accounts, stakeholders, sequencing, and multi‑threading strategy.
• Create net‑new pipeline through outbound prospecting, partner motion, events, and customer referrals.
• Maintain disciplined pipeline hygiene and forecasting, and operate a repeatable, metrics‑driven cadence.

Insight‑led selling & deal shaping

• Practice insight selling: challenge the customer's initial framing and introduce a sharper point of view on where value is trapped (exceptions, approvals, master data, controls).
• Run executive discovery to uncover operational bottlenecks and decision friction—and translate it into a crisp target‑state narrative, urgency, and mutual action plan.
• Build internal alignment across CFO/CIO‑led buying committees, including champions, economic buyers, IT/security, and process owners.

Commercial ownership: value case, negotiation & close

• Own the business case, pricing strategy, proposals, negotiation, and contracting.
• Quantify and communicate value (capacity release, cycle time reduction, control/compliance improvements, stack simplification) and tie it to executive priorities and budget.
• Drive the deal to closure with clear next steps, strong deal governance, and accurate forecasting.

Orchestration across presales & delivery

• Partner with Solutions Engineers to run workshops/demos and de‑risk technical concerns (security, integration, rollout).
• Align with Customer Success on implementation readiness, success criteria, and expansion paths.
• Ensure clean handoffs from close to kickoff, maintaining continuity of value narrative and outcomes.

Competitive positioning

• Position blp against point tools and fragmented stacks (OCR/IDP/workflow/process mining/RPA) with an "end‑to‑end + exceptions‑first" narrative.
• Anticipate and neutralize competitive plays with crisp differentiation and proof.

What We're Looking For

Must‑haves

• 5–10+ years of enterprise B2B SaaS selling experience (or equivalent complex solution sales), with a consistent track record of hitting/exceeding targets.
• Proven ability to run insight‑led enterprise sales cycles: ability to respectfully push back, quantify impact, and mobilize buying committees.
• Strong executive presence with CFO/CIO/Head of Shared Services and comfort navigating enterprise procurement.
• Ability to manage complex, multi‑threaded deals: mutual action plans, MEDDICC‑style qualification, forecasting discipline.
• Strong collaboration with presales/SE and post‑sales teams; you sell what can be delivered.

Strong plus

• ERP/SAP exposure (S/4, ECC, Public/Private Cloud) or selling into finance/procurement/shared services transformations.
• Experience selling automation platforms (workflow/RPA/process mining/IDP) and winning against incumbents.
• Experience with global enterprise rollouts and multi‑country stakeholders.

Language

• Fluent in English and German (or another major European language depending on territory).

You'll Get

• A product that wins: strong differentiation and real enterprise proof points.
• Uncapped earnings: high, realistic OTEs with uncapped commission.
• Real ownership: employee‑owned company; choose annually to take variable compensation in cash or shares.
• Growth and autonomy: build your path in a rapidly scaling, international company.
• Continuous learning: structured onboarding plus ongoing coaching.
• Exceptional team: ambitious, collaborative colleagues who push each other to excellence.