Account Executive — Enterprise (m/w/d)

Overview

New enterprise business in Germany will be won by people who can open doors cold, read a boardroom, and turn a first conversation into a funded programme.

Do you have a track record of winning net-new enterprise logos, leading long, multi-stakeholder pursuits, and selling value rather than features? Can you own the commercial thread while a domain expert shapes the solution? If yes, join our sales team at Nortal.

As an Account Executive, you own the account, the pipeline and the commercial pursuit, and you close. You decide which accounts to target, open them, and lead with our data and AI offering, with an industrial focus where it fits. You work hand-in-hand with Subject Matter Experts, who bring the technical depth while you own the relationship, the deal and the number. Your remit is net-new private and industrial enterprise across the German market.

Responsibilities

• Own the number. Carry a target for net-new recurring revenue from private and industrial enterprise accounts in Germany, and close it.
• Build your book. Choose your target accounts, then fill the pipeline from warm networks, existing relationships, marketing campaigns and your own outbound. Lead with data and AI as the entry point, and open through a Business Transformation and Advisory assessment where it fits.
• Run the pursuit end to end. Handle commercial qualification, the business case, negotiation and close. Your Subject Matter Expert owns solution shaping and technical credibility.
• Co-sell around our industrial software work. Use our industrial software partnerships and their installed accounts as a beachhead into broader enterprise cross-sell.
• Orchestrate the team. Bring in business development, marketing, the right Subject Matter Expertise, delivery and legal at the right moments, and keep everyone aligned around the account.
• Keep the data honest. Maintain clean records in HubSpot and forecast accurately. Decisions across the funnel run on your numbers.
• Help build the motion. Contribute to a repeatable sales rhythm and playbook as we professionalize the function.

How you sell it, hand-in-hand with Subject Matter Experts:

• Two roles, one pursuit: you own the account, the pipeline, the case and the close; your SME owns solution qualification and shaping.
• Questions before answers: qualify budget, sponsor and timing before anyone proposes a solution, and let go of opportunities without genuine pain or a path to value.
• Always a concrete next step: close every conversation on a workshop, an assessment or a fixed-scope pilot.
• Build the first references: lead with outcomes and capability proof, and aim to land the first local lighthouse reference early.

Qualifications

• Five or more years winning net-new B2B enterprise business in a closing role, in consulting, software, or nearshore and managed services.
• Enterprise credibility: you are comfortable running long, multi-stakeholder pursuits and holding your own at C-level, next to senior domain experts.
• Consultative, value-based selling: you can build a business case a buyer will fund.
• Comfort co-selling: you own the commercial pursuit and the shared pipeline while our tech teams own the depth. A closer first, commercially fluent where it matters most to the customer.
• A hunter's mindset: you enjoy prospecting, you are creative about it, and you own your number.
• Fluency in German and English, in writing and in presentations, credible with both buyers and technical teams.
• A solid command of a CRM, preferably HubSpot.
• Willingness to travel for the business.

Nice to have:

• Exposure to manufacturing or other industrial sectors, with a feel for OT and IoT environments.
• Literacy in data and AI value cases, enough to lead the first conversation.
• An existing network in the German market you can activate.

Where and how you work: Germany, remote-friendly, with a regional focus, for example South Germany around Stuttgart or Munich, or the Rhine/Ruhr area in the west. The role carries a competitive base and a performance-based variable; details are shared in the process.