Account Executive - Mid -Market (DACH)

Job Description

Established in 2017, Storyblok has rapidly ascended to the forefront of the global headless CMS landscape. Our vision is to “pioneer the future of content management, removing barriers between developer and marketing teams by offering an intuitive, scalable, and intelligent platform to deliver digital experiences from idea to success”.

Our team is made up of smart, passionate individuals who excel in their work. People who are comfortable taking on big ideas and figuring out the details along the way. With a dynamic team of over 220+ passionate individuals spanning 45+ countries, we're not just breaking boundaries; we're redefining them!

Our recent $80m Series C funding round, secured in June 2024, marked a crucial milestone for us. It has fueled our remarkable growth in the US market and accelerated our ongoing expansion and advancements across EMEA.

We're proud recipients of numerous awards, including recognition in G2's 2024 Best Software Awards. As a remote-first company, we have been officially recognized as one of the top 100 most flexible places to work, ranking #3 in the scale-up category as per Flexa Careers.

WHAT IS IN IT FOR YOU

You will be joining a growing company where you can contribute to many “firsts”. Plus these benefits:

• Monthly remote work stipend (home internet costs, electricity). Home office equipment package right at the start (laptop, keyboard, monitor…)
• Home office equipment upgrade (furniture, ear plugs …) or membership to a local co-working space after your onboarding
• Sick leave benefit, parental leave and 25 days of annual leave plus your local national holidays
• Personal development fund for courses, books, conferences, and material
• VSOP (Virtual Stock Option Plan)
• The annual international team-building trip, quarterly and monthly online get-togethers
• As a fully remote company, with work-life balance at its core, you’ll enjoy flexible schedules
• An international team that loves to have fun at work and works hard together to accomplish shared goals

Zusammenfassung

Als erfahrener Account Executive verfügst du über nachweisliche Fähigkeiten, komplexe SaaS Verkaufszyklen erfolgreich zu steuern. Du besitzt ein tiefes Verständnis für die spezifischen Herausforderungen und Geschäftsziele deiner Kunden, was es dir ermöglicht, spezifische Lösungen zu entwickeln, die sowohl bei operativen Teams als auch bei der Führungsebene Anklang finden. Deine herausragenden Storytelling-Fähigkeiten befähigen dich, effektiv mit Entscheidern aus sowohl IT & Marketing Abteilungen im Mittelstand zu kommunizieren.

Aufgaben:

• Trage direkt zur Expansion der zugewiesenen Region bei, indem du neue Mittelstandskunden gewinnst
• Entwickle und implementiere gemeinsam mit einem erweiterten Team einen Territory-Plan, um das maximale Umsatzpotenzial in deinem Gebiet auszuschöpfen
• Arbeite mit dem BDR- und Partner-Team zusammen und unterstütze diese bei Outbound-Sales-Aktivitäten.
• Akquiriere zusätzlich auch eigenständig neue Kunden (mindestens 20 % der Pipeline werden selbst generiert sein)
• Begleite potenzielle Neukunden durch den Verkaufsprozess und präsentiere die Lösungen von Storyblok
• Begeisterte Mittelstandsunternehmen für die Vision von Storyblok durch Produktdemonstrationen, Marktveranstaltungen und account-spezifische Initiativen.
• Verhandle kommerzielle Angebote mit Kunden und navigiere durch rechtliche Themen sowie den Einkaufsprozess
• Trete bei öffentlichen Storyblok Veranstaltungen auf, um neue Kunden zu gewinnen.
• Pflege eine gute Beziehung zu unseren bestehenden Kunden und arbeite mit dem Customer-Success-Team zusammen um Expansion in vorhandene Accounts voranzutreiben

EDUCATION AND EXPERIENCE

Nachweislicher Erfolg im Abschluss komplexen SaaS-Deals mit MittelstandskundenFähigkeit, Account- und Gebietspläne strategisch zu definieren und auszuarbeiten

• Erfahrung mit verschiedenen Frameworks wie MEDDPICC, Challenger Sales, Gap Selling, SPIN Selling, Sandler, usw.
• Mindestens 3 Jahre Erfahrung im Verkauf von SaaS-Lösungen als Account Executive
• Nachweisbare Fähigkeiten im Beziehungsaufbau und in der Pflege sowie dem Ausbau von Kundenbeziehungen
• Grundlegendes technisches Verständnis, wie Websites & Cloud Software funktionieren
• Fähigkeit, sowohl mit technischen als auch mit Marketing-Kontakten auf Augenhöhe zu kommunizieren
• Deutsch als Muttersprache erforderlich
• Reisebereitschaft, vorwiegend innerhalb von Deutschland, um Kundenbeziehungen zu fördern und an Veranstaltungen teilzunehmen, die zum Wachstum und Erfolg von Storyblok beitragen.

BENEFITS:

• Attraktives Gehaltspaket mit ungedeckelterter Provision und VSOP (Virtual Stock Optionen)
• Einführungs Schulungen bei der Einstellung und kontinuierliche Verkaufs- und Produktschulung
• Aufstiegsmöglichkeiten in einem schnell skalierenden Unternehmen
• Storyblok wurde von Gartner als #1 für Web Content Management ausgezeichnet

SETUP

• Remote (von zuhause innerhalb von Deutschland) oder Co-Working Office in deiner Nähe

JOB SUMMARY

As a seasoned Account Executive, you have a proven ability to navigate complex sales cycles with mid sized companies. You possess deep insight into your clients' unique challenges and business goals, enabling you to craft compelling, value-driven solutions that resonate with both operational teams and executive leadership. Your exceptional storytelling skills empower you to effectively engage with stakeholders across various departments.

ESSENTIAL JOB FUNCTIONS

• Driving Regional Growth: Take ownership of generating new Enterprise customers in the mid-market segment (annual revenue under EUR 1B) and contribute to expanding Storyblok’s presence in your territory.
• Strategic Planning & Execution: Collaborate with cross-functional teams to develop and execute Storyblok’s go-to-market strategy, ensuring maximum revenue potential in your assigned region
• Pipeline Management: Guide prospects through the sales journey, presenting Storyblok’s innovative solutions tailored to their unique needs and challenges
• Collaborative Sales Approach: Work closely with the BDR and Partner teams on outbound sales efforts, contributing to the broader success of the sales organization
• Self-Generated Pipeline: Drive your own prospecting efforts, ensuring that at least 20% of your sales pipeline is self-sourced through proactive outreach
• Negotiation & Deal Closure: Lead negotiations and draft commercial offers, ensuring competitive and mutually beneficial agreements
• Navigating Complex Sales Processes: Steer deals through the legal and procurement processes typical of B2B SaaS sales, ensuring a smooth path to closing
• Client Relationship Management: Foster strong relationships with existing clients and collaborate with the Customer Success team to identify opportunities for upselling and deepening account value

EDUCATION AND EXPERIENCE

• Minimum 3 Years in SaaS Sales: At least 3 years of proven experience in SaaS solution selling, as an Account Executive, with a strong understanding of the full sales cycle from prospecting to deal closure

Proven Success in Complex SaaS Sales: Demonstrated ability to close complex SaaS deals, consistently exceeding targets and driving revenue growth.Strategic Account & Territory Planning: Strong experience in mapping out and executing detailed account and territory plans to maximize sales opportunities and territory potential.

• Sales Methodology Expertise: Proficient in modern sales methodologies such as MEDDPICC, Challenger Sales, Gap Selling, SPIN Selling, Sandler, and others, with a track record of applying them to drive results
• Relationship Building: Proven ability to cultivate and maintain long-term relationships with enterprise-level clients
• Technical Acumen: some technical understanding of how websites and modern web technologies function, allowing effective communication with both technical and non-technical audiences
• Versatile Communication Skills: Ability to adapt messaging and context to different audiences, whether technical teams, product specialists, or marketing stakeholders
• Language & Regional Expertise: Native-level fluency in the local language of the assigned territory (English and Germany), with the ability to effectively connect and build rapport with clients
• Willingness to Travel: Ability to travel within the assigned region to nurture client relationships, participate in key events, and contribute to the overall success of Storyblok.

ADDITIONAL BENEFITS

• Competitive compensation package with uncapped commission and VSOP (Virtual Stock Purchase Plan)
• Ramp up schedule including onboarding training at hire and continuous sales and product training
• Career Advancement in a fast-paced and rapidly growing organization, mobility within the firm
• Joining an organization which was recently recognized by Gartner as #1 customer’s choice for Web Content Management

MENTAL, PHYSICAL AND ENVIRONMENTAL REQUIREMENTS

Remote (home) work opportunity or funded by Storyblok co-working space

GENERAL TERMS

Storyblok has a commitment to diversity and inclusion. We strive to create a hiring environment in which all people feel they are equally respected and valued, irrespective of gender identity or expression, sexual orientation, ethnicity, age, religion, citizenship or any other characteristic. You can find more information about our privacy policy here.

All communications regarding job opportunities at Storyblok will come from an official Storyblok employee with an email address ending in @storyblok.com. We will never redirect you to another portal or another site that is unrelated to our domain (storyblok.com).

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If you need an accommodation for any part of the application process, please email talent.acquisition@storyblok.com