[Hiring] Enterprise Account Executive @Nasuni

Role Description

Nasuni is seeking a seasoned Enterprise Account Executive to win net-new enterprise customers across the DACH region. You will own the territory and full sales cycle, from selecting target accounts and opening doors through discovery, budget creation, technical evaluation, business-case development, negotiation, and close.

You will sell Nasuni’s cloud-native SaaS platform for managing, protecting, and activating unstructured data. This role calls for an experienced enterprise hunter and value-based seller who can create demand, earn credibility with senior buyers, and align technical, financial, procurement, and business stakeholders around a complex enterprise decision.

This is not an account-management or inbound-led role. It is designed for a disciplined door opener who creates pipeline, controls the sales process, and closes new enterprise business.

Scope of the Role

• Independently build and execute the DACH territory strategy.
• Prioritize named enterprise accounts.
• Create qualified pipeline.
• Lead complex, multi-stakeholder sales cycles.
• At full ramp, the role carries an annual quota of approximately US$1 million.
• Partner closely with Sales Engineering, Channel, Marketing, Customer Success, executive sponsors, and technology partners.
• Retain clear ownership of each opportunity and the forecast.

Responsibilities

• Build and execute a DACH territory plan covering priority accounts, market triggers, whitespace, partner routes, and pipeline actions.
• Create net-new enterprise pipeline through outbound prospecting, executive networking, field engagement, partner co-selling, and coordinated marketing programs.
• Open doors and establish relationships with CIOs, CTOs, infrastructure leaders, security leaders, data teams, finance, procurement, and business stakeholders.
• Lead value-based discovery that connects technical challenges to measurable business, financial, security, and operational outcomes.
• Create or redirect customer budget by quantifying business value, operational risk, cost, resilience, productivity, and product-adoption potential.
• Develop executive-level business cases and mutual action plans that create urgency and align technical and commercial decision-makers.
• Apply the MEDDPICC playbook to qualification, stakeholder mapping, competitive strategy, forecasting, and deal control.
• Orchestrate technical evaluations, commercial negotiations, procurement, legal review, and executive engagement through signature.
• Establish a credible product-adoption and expansion path, then coordinate a disciplined handoff to Customer Success and account teams.
• Maintain accurate pipeline data, next steps, close plans, qualification evidence, and forecasts.
• Use approved AI tools to improve account research, stakeholder mapping, meeting preparation, pipeline inspection, and follow-up while validating outputs and protecting confidential information.
• Travel regularly across DACH, with periodic travel to London and other EMEA meetings or events.

Qualifications

• 8+ years of B2B – SaaS Cyber technology sales experience, including 5+ years personally owning full-cycle enterprise new-logo sales.
• Consistent achievement against approximately US$1 million or larger annual quotas.
• Experience closing six-figure enterprise software opportunities involving multiple technical and commercial stakeholders.
• A disruptive challengers mindset to go high and wide in enterprise accounts.
• MEDDPICC Playbook, with demonstrated use of the methodology in complex, competitive opportunities.
• Proven success opening new accounts and generating qualified pipeline through direct outreach, executive engagement, and partner-led motions.
• Experience creating a business case and customer budget rather than only responding to an established, pre-funded project.
• Experience selling enterprise SaaS in cloud, cybersecurity, data platforms, observability, business operations software, or a closely related category.
• Strong executive presence, value-selling ability, negotiation skills, commercial judgment, and forecast discipline.
• Professional fluency in German and English.
• Legal ability to work in Germany and willingness to travel regularly across the DACH region.

Preferred

• Repeated success closing $250K–$1M+ ACV new-logo opportunities.
• Success building a territory with limited inherited pipeline, existing customers, or brand awareness.
• Experience co-selling with cloud providers, global systems integrators, resellers, or strategic technology partners.
• Technical fluency in cloud, data, security, infrastructure modernization, or AI-ready enterprise data environments.
• Existing enterprise buyer and partner relationships across DACH.
• Practical use of AI to improve account research, prioritization, deal strategy, forecasting, or customer communication, with clear validation and judgment.

Ideal

• A consistent record of creating demand where no funded customer project initially existed.
• Experience mobilizing complex buying groups and developing senior champions across technical, financial, and executive functions.
• A track record of turning an initial enterprise platform win into a credible adoption and expansion path.
• A modern SaaS background in cloud, security, data, observability, or business operations. Direct storage-sector experience is not required.

Experience Guidelines

• Typical candidates bring 9–15 years of B2B SaaS Cyber technology sales experience, including 5–10 years in complex enterprise new-logo roles.
• Successful candidates will have personally led six- to twelve-month sales cycles involving multiple technical, financial, procurement, legal, and executive stakeholders.
• They will be able to demonstrate clear ownership of pipeline creation, budget development, competitive deal strategy, forecasting, and measurable revenue outcomes.

Benefits

• Best in class employee onboarding and training.
• Generous Paid-Time-Off.
• Generous employee referral bonuses.
• Flexible remote work policy.
• Wide array of wellbeing offerings.
• Great team culture and social activities.
• Collaborative workspaces.
• Free on-site fitness centers and stocked kitchens in select office locations.
• Professional development resources.