Enterprise Account Executive (fmd)

Most enterprise buyers in industrial verticals have lived with the same frontline training problem for years because nothing they tried actually stuck. Sub-2% churn across nearly 500 customers in DACH is the evidence that changes that story. You walk into board conversations not as a vendor pitching a new idea but with proof that similar companies have already committed and stayed.

The role hunts and closes new enterprise accounts at 5000 employee organizations in manufacturing logistics construction and adjacent industrial verticals. You operate inside a vertical pod with a dedicated SDR pipeline is a shared effort but youre expected to contribute your own outbound on top as a matter of ownership. The deals are multi-year multi-stakeholder and reach C-suite level. You build business cases from scratch navigate procurement and legal and present at board level without a pre-sales overlay.

What youll own

• Hunt and close enterprise accounts (5000 employees) in manufacturing logistics construction and adjacent industrial verticals from first contact to multi-year contract.

• Map and advance buying committees that include procurement IT and the executive board simultaneously without losing any thread.

• Build business cases that reach board level: quantified in euros grounded in operational reality built from what you learned in discovery rather than from a template.

• Run every stage of the deal cycle without a dedicated SE or pre-sales overlay discovery solution positioning ROI modeling legal and procurement navigation close.

• Navigate enterprise procurement processes and security reviews at companies that have done this with larger vendors before and close them anyway.

• Manage multi-year contract structures with ramp-up provisions and European subsidiary rollouts as deals grow.

Who you are

• Full-cycle enterprise AE experience selling to companies with 5000 employees with complex deal cycles.

• Built business cases that reached Managing Director or C-suite level and ran those presentations yourself without a VP in the room to carry the conversation.

• Navigated buying committees with four or more distinct stakeholders and can describe specifically how you managed each.

• Sold at a company where the enterprise legal and procurement infrastructure wasnt yet complete and know what it takes to keep a deal credible under those conditions.

• Experience with accounts in manufacturing logistics Construction or other industrial enterprise environments.

• Fluent German.

Whats different here

Most enterprise software categories are crowded with alternatives and at least one company thats burned the buyer before. This one isnt. Your prospects havent seen a frontline training solution that actually sticks at their peers organizations which means the discovery conversation is about helping them understand the cost of an unsolved problem not defending against a competitors track record.

The harder part is structural. doinstructs enterprise infrastructure legal templates security certifications procurement frameworks is being built as the motion scales. Youll navigate procurement at 10000-person industrial groups without complete pre-built responses. That requires a kind of credibility and problem-solving that doesnt come from a major brand behind you. For the right seller building the enterprise playbook is part of what makes this role compelling.

Why doinstruct

• Nearly 500 customers in DACH Series A funded sub-2% churn. Verifiable before you walk into any boardroom.

• Georg Wesinger coaches the methodology directly in the deals youre working rather than through quarterly dashboards.

• The sales team is senior. Youll get better at your craft by being in the room.

• Vertical focus means you build genuine expertise in specific markets over time not a generalist territory that resets every two years.

What success looks like

3 months: Youve already built a decent initial pipeline identified the three to five accounts most likely to close in the next months and run at least three full discovery-to-business-case sequence with Georg present. You understand the procurement and legal landscape for enterprise accounts in your verticals.

6 months: You have buit up a strong pipeline and closed your first deals already. You are showing a clear qualification status with next steps and plan to win on every account in your pipeline. Georg can look at it and know which are real which need more time and which should be dropped.

12 months: You hit you 1st year ARR target. Your pipeline management is predictable enough that the teams forecast is more accurate because youre in it. Youve contributed something concrete to how doinstruct runs enterprise deals a procurement approach a legal framework a C-suite presentation structure that someone else on the team can use.

At doinstruct you can make full use of your skills and play an active role in the further development of our start-up. And yes we attach great importance to a positive working atmosphere maximum transparency communication at eye level and support every step of your personal and professional development.

Even if you dont tick all of the boxes but you are motivated and want to work with us you are very welcome to apply.

We embrace diversity and hire people based on their ability to perform a job. People of any race gender gender expression sexual orientation religion age disability political opinion or marital status are welcome at doinstruct.

For questions or remarks please reach out to our Talent Acquisition Manager Leonard at

Required Experience:

IC