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

Requirements

• 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.

Benefits

Additional Information

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.

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