Enterprise Account Executive - DACH

Enterprise Account Executive – DACH Location: Remote / Field-Based in Germany, covering Germany, Austria, and Switzerland Required base: For customer access and territory coverage, candidates must be based in Germany outside Berlin and eastern Germany. Frankfurt, Munich, Düsseldorf, and Cologne are preferred. Department: Enterprise Sales Employment Type: Full-Time Reports to: VP of Sales, based in London Role Overview 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 You will independently build and execute the DACH territory strategy, prioritize named enterprise accounts, create qualified pipeline, and lead complex, multi-stakeholder sales cycles. At full ramp, the role carries an annual quota of approximately US$1 million . You will partner closely with Sales Engineering, Channel, Marketing, Customer Success, executive sponsors, and technology partners while retaining 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 Must-Have 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. About Nasuni Nasuni is the unstructured data foundation for enterprise teams—and the AI that supports them. We manage, protect, and activate the world’s unstructured data so organizations can work smarter, spend wisely, and create safely without limits. As a Vista-backed SaaS data infrastructure company, Nasuni powers the operational file layer where work happens. Our secure, cloud-native, AI-ready platform helps enterprises modernize file environments, strengthen cyber resilience, reduce infrastructure complexity, improve global collaboration, and make governed data more accessible to people and AI. Why Work at Nasuni This is an opportunity to build the DACH market for a differentiated enterprise platform at the intersection of cloud, cyber resilience, data, and AI. You will have meaningful ownership of your territory, direct exposure to senior leadership, and close partnership with an international go-to-market team. Nasuni combines the pace, accountability, and opportunity of a growth company with the resources and operating discipline of the Vista ecosystem. Why work at Nasuni? As part of our commitment to your well-being, we are pleased to offer comprehensive benefits packages to employees across Germany. Benefits packages generally include: • 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 To all recruitment agencies: Nasuni does not accept agency resumes. Please do not forward resumes to our job boards, Nasuni employees or any other company location. Nasuni is not responsible for any fees related to unsolicited resumes. Nasuni is an equal opportunity employer. The equal employment opportunity policy at Nasuni protects employees and job applicants from discrimination on the bases of race, religion, color, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, family medical history or genetic information, political affiliation, military service, or other non-merit based factors. These protections extend to all management practices and decisions, including recruitment and hiring practices, appraisal systems, promotions, and training and career development programs. This privacy notice relates to information collected (whether online or offline) by Nasuni Corporation and our corporate affiliates (collectively, “Nasuni”) from or about you in your capacity as a Nasuni employee, independent contractor/service provider or as an applicant for an employment or contractor relationship with Nasuni.