Most sales roles come with a category problem: you spend the first half of every call convincing someone the type of thing you sell is worth caring about. This one doesn't. Nearly 500 customers in DACH are running doinstruct on their factory floors and in their logistics operations because they had an operational problem they couldn't fix any other way. Sub-2% churn across those customers means they haven't found a reason to leave.
The role sits inside a vertical pod with a dedicated SDR. Pipeline is a shared effort: SDR-generated leads plus your own outbound. The sales motion is consultative throughout, built on MEDDIC qualification and Command of the Message discovery. Deals don't reach a demo stage until they're qualified, which means the pipeline is smaller than most and the close rate is expected to reflect that.
- Build pipeline in corporate and midmarket accounts (200-5,000 employees) across manufacturing, logistics, and construction in DACH, working your pod's SDR-generated leads and contributing your own outbound alongside.
- Run discovery conversations that shift how prospects understand their frontline operations problem. Connect operational friction to euros before the product enters the conversation.
- Qualify hard against MEDDIC criteria and kill deals early when the signal isn't there. Your forecast credibility depends on it.
- Build business cases that reach Geschäftsführer or Operations Director level without a sales overlay.
- Close multi-stakeholder deals, including multi-year contracts when the fit is there.
- Full-cycle AE experience at a B2B SaaS company, preferably in manufacturing, logistics, or operational enterprise environments.
- Track record of building your own outbound alongside SDR support, with specific accounts you personally initiated and moved forward.
- Practiced use of MEDDIC or a comparable qualification framework across your full pipeline.
- Experience selling to operations or line-of-business decision-makers in the 200-5,000 employee range, reaching the economic buyer independently.
- Fluent German.
The role sits inside a vertical pod with a dedicated SDR. Pipeline is a shared effort: SDR-generated leads plus your own outbound. The sales motion is consultative throughout, built on MEDDIC qualification and Command of the Message discovery. Deals don't reach a demo stage until they're qualified, which means the pipeline is smaller than most and the close rate is expected to reflect that.