Stellenbeschreibung
Account Executive – Strategic Accounts / Expansion (Install Base), DACH
German-speaking Enterprise Customers
Germany-focused DACH | Remote / Hybrid
Why this role exists
Ultimo builds enterprise asset management (EAM) software for organisations where physical assets sit at the heart of operations — manufacturing, industrials, utilities, and infrastructure.
This is mission-critical software. It supports uptime, safety, compliance, and long-term asset performance in environments where operational failure is not an option.
In the DACH region, Ultimo has a meaningful and growing install base of enterprise customers. Many of these organisations operate across multiple sites, plants, and business units — creating significant opportunity for expansion, standardisation, and enterprise-wide adoption.
We are hiring an Account Executive – Strategic Accounts / Expansion to focus on growing existing customers across the German-speaking DACH market, with a primary focus on Germany. German is used regularly in customer-facing conversations.
This is not a net-new logo role. It is a relationship-led, value-driven expansion role.
Why join Ultimo now
Ultimo is moving from legacy success to intentional growth.
In DACH, long-standing customer relationships and strong product adoption have created a solid foundation. Leadership is now focused on unlocking significantly more value from existing customers by:
* Expanding deployments across sites and regions
* Elevating conversations from operational use cases to enterprise value
* Strengthening executive-level relationships
* Driving more structured, value-led expansion motions
For an experienced expansion-focused AE, this is an opportunity to:
* Work with customers who already trust the product
* Own meaningful, long-term commercial relationships
* Drive enterprise-level outcomes, not transactional renewals
* Play a central role in how Ultimo grows its footprint in DACH
Your mandate (Strategic Accounts / Expansion Focus)
As an Install Base / Expansion Account Executive, you will:
* Own and grow a portfolio of existing enterprise customers (Bestandskunden) across a Germany-focused DACH territory
* Expand accounts across additional sites, plants, business units, and use cases
* Lead complex upsell and cross-sell sales cycles end-to-end
* Build and maintain strong executive-level relationships within customer organisations
* Identify opportunities to standardise and scale Ultimo deployments enterprise-wide
* Translate operational challenges (uptime, compliance, asset performance, cost control) into long-term commercial value
* Work closely with Customer Success, Pre-Sales, and Product teams to drive outcomes
* Act as a trusted commercial partner to customers over multi-year relationships
This role is about deepening value, not chasing volume.
How you’ll operate at Ultimo
Ultimo operates like a scale-up inside a serious enterprise software business:
* High autonomy and trust
* Clear accountability for outcomes
* Short decision paths and direct access to leadership
The sales organisation operates in a CRM-first, disciplined environment, designed to support high-quality selling and sound judgement — not bureaucracy.
You’ll be expected to manage relationships thoughtfully, plan accounts strategically, and operate with long-term perspective.
What we’re looking for
This role will suit someone who can demonstrate:
* Experience managing and expanding enterprise or strategic accounts
* Proven success driving upsell and cross-sell within existing customers
* Strong consultative, value-based selling capability
* Comfort operating in complex, multi-stakeholder customer environments
* Ability to build credibility with operational leaders and executive stakeholders
* Strong account planning and relationship management skills
* Commercial judgement, patience, and resilience
Experience selling into manufacturing, industrial, or asset-intensive environments is a strong plus — but sales craft and relationship maturity matter more than sector background.
Fluency in German and English is a must (customer-facing role).
What success looks like
12–18 months in, success looks like:
* Meaningful revenue growth across existing enterprise customers
* Deeper, broader Ultimo deployments within key accounts
* Strong executive relationships and long-term customer trust
* Recognition as a strategic partner internally and externally
* Tangible contribution to Ultimo’s growth in the DACH region
Compensation & practicalities
* Competitive base salary + commission
* Performance incentives aligned to expansion outcomes
* Flexible remote / hybrid working model
* Travel across Germany / DACH as required
* Standard benefits package
Details will be shared transparently during the process.
The invitation
If you’re motivated by building long-term enterprise relationships, expanding value within existing customers, and owning strategic accounts in a serious software business — we would love to hear from you.
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