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

Borken - Germany

Monthly Salary: Not Disclosed

Posted on: 6 hours ago

Vacancies: 1 Vacancy

Department:

Sales

Job Summary

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 youll 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.

Youll be expected to manage relationships thoughtfully plan accounts strategically and operate with long-term perspective.

What were 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

1218 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 Ultimos 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 youre 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.

Remote Work :

Yes

Employment Type :

Full-time

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 manu...