Enterprise Account Executive — DACH

Location: Remote / field-based in Germany. Candidates must be based in Germany within convenient travel of a major international airport. Frankfurt, Munich, Düsseldorf and Cologne are preferred for territory coverage.

Department: Enterprise Sales

Employment Type: Full-time employed directly by Nasuni's German corporation

Reports to: VP of Sales, EMEA

The Role

This is a Sales hunter role within an established DACH region. Nasuni has an existing customer base, a Sales Team in territory, and growing brand recognition across the region. Your job is to accelerate that momentum, creating net-new enterprise pipeline, opening new logos, and driving complex sales cycles to close.

You will sell Nasuni's cloud-native SaaS platform purpose-built for secure AI Activation: a platform where customers can categorise, consolidate, and activate their file data for AI and collaboration. This is a complex, business-relevant, multi-stakeholder enterprise sale into CIOs, CTOs, infrastructure leaders, security teams, and Line of Business. Candidates must be able to demonstrate business credibility and their experience of navigating multi-threaded sales cycles.

You will prospect, open doors, build executive relationships, create customer budget, and drive deals from first meeting to signature.

Scope and Impact

You will own enterprise new-logo acquisition across DACH, operating with significant autonomy while orchestrating Nasuni's Sales Engineering, Channel, Marketing, Customer Success and executive resources.

Success requires both territory strategy and direct execution: identifying the right accounts, creating demand, developing executive access, controlling complex opportunities and delivering predictable new-business performance.

What You Will Do

Own the DACH sales cycle end-to-end: territory planning, account selection, prospecting, discovery, technical evaluation, business-case development, negotiation, close and Customer Success handoff.
Create net-new enterprise pipeline through outbound prospecting, executive networking, partner co-selling, field events and coordinated marketing programmes.
Apply structured MEDDPICC qualification to develop stakeholder strategy, expose deal risk, improve forecast accuracy and progress complex opportunities.
Lead enterprise-wide discovery connecting infrastructure and data challenges to measurable outcomes including cost reduction, cyber resilience, productivity and AI readiness.
Build executive business cases that quantify value, create budget and establish urgency.
Develop mutual action plans and orchestrate technical evaluations, procurement, legal and multi-threaded executive engagement through signature.
Maintain accurate opportunity stages, qualification evidence, next steps, close plans and forecasts in Salesforce.
Use approved AI tools to improve account research, stakeholder mapping, opportunity strategy, meeting preparation and pipeline analysis while validating outputs and protecting customer and company information.
Travel regularly across Germany, Austria and Switzerland, with periodic travel to London and EMEA events.

Required Experience

Typically 8+ years of B2B technology sales experience, including substantial experience personally owning full-cycle enterprise new-logo sales. We place greater weight on demonstrated enterprise scope and repeatable results than years alone.
Consistent quota attainment or overachievement against annual new-business targets of approximately €1M or above.
Success selling enterprise SaaS or subscription technology across cloud infrastructure, data platforms and management, cybersecurity, AI/ML, observability, storage/file services, business operations software or an adjacent complex technology category.
Demonstrated use of MEDDPICC, MEDDIC, Command of the Message or another structured enterprise methodology in complex, competitive opportunities.
Strong value selling, executive engagement and business-case development skills, including the ability to quantify ROI and create customer budget.