Senior Account Executive – Strategic Accounts / Expansion (Install Base), DACH

Stellenbeschreibung

Account Executive – Strategic Accounts / Expansion (Install Base), DACH 
German-speaking Enterprise Customers 

📍 Germany-focused DACH | Remote / Hybrid / Bavaria 

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.