Description At Icertis, we are powering contract intelligence to transform how companies manage and unlock value from their contracts As a Director of Account Management at Icertis, you will drive expansion and growth within existing commercial accounts by deeply understanding customer needs and demonstrating how Icertis’s Contract Intelligence solutions can deliver measurable success. Your primary focus will be increasing adoption, maximizing usage, and driving product expansion through strong relationship-building and strategic value-selling techniques. You will need to sell Icertis opportunities effectively, leverage internal teams, and navigate competitive opportunities to achieve consistent growth. This position does not have people management responsibility and offers the flexibility to work remotely from anywhere in Germany. If you enjoy a blend of remote and in-office work, you’re welcome to join us at our modern offices in Frankfurt or Munich a few days a week. LI-MV1 Responsibilities Drive Revenue Growth: Identify and execute upselling and cross-selling opportunities within existing accounts, emphasizing the strategic value of Icertis’s solutions to expand product usage and increase ARR. Confidently sell the value of Icertis and leverage all available resources to win in competitive opportunities. Build Strategic Partnerships : Develop, nurture and maintain strong, trust-based relationships with key stakeholders, from individual contributors to C-level executives, to ensure long-term customer retention and growth. Gain access to key decision-makers both on your own and by leveraging the Icertis team. Ensure Customer Success : Collaborate with internal teams (Customer Success, Professional Services, Engineering, and Marketing) to ensure successful customer outcomes, meet KPIs, and drive adoption and expansion. Be strong in utilizing the full breadth of Icertis resources to deliver value to clients. Leverage Customer Insights: Work closely with customers to understand their evolving business needs and collaborate with product management to identify new solution opportunities that deliver value. Effectively sell Icertis solutions tailored to these insights. Lead Strategic Initiatives : Drive strategic discussions with customers, aligning Icertis’s offerings with their long-term business goals and positioning our solutions as integral to their success. Qualifications Extensive experience in enterprise software sales or account management, with significant time spent in SaaS environments. Fluency in Germany and English is required. Proven success in value-based selling, upselling, and cross-selling that lead to incremental revenue growth. Ability to effectively manage complex sales cycles and uncover new sales opportunities within existing accounts. Experience managing large, Fortune 500 client engagements, driving long-term growth and ensuring strategic alignment. Strong track record of developing executive-level relationships and directing impactful, strategic initiatives. Proficiency in managing enterprise accounts, with experience in pipeline generation, revenue forecasting, and meeting growth targets. Exceptional communication, negotiation, and strategic thinking skills, with a focus on delivering measurable results.