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

Job description

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. What we’re looking for 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. About Ultimo Ultimo provides enterprise asset management software used by asset-intensive organisations to manage, maintain, and optimise physical assets across sites and regions. Customers operate complex, operationally critical environments. Ultimo’s software is deeply embedded in daily operations — it is part of the operational backbone, not a discretionary tool. Ultimo is part of IFS, providing long-term backing, global scale, and continued investment — while retaining its own product focus, customer intimacy, and entrepreneurial, scale-up operating model. This combination allows Ultimo to grow with autonomy and pace, without early-stage risk.