Enterprise Account Executive - Frankfurt (m/w/d)

Job description

GET TO KNOW US Ideals is a global B2B SaaS product company recognized as the most highly rated and customer-centric brand https://www.g2.com/categories/virtual-data-room?tab=highest_rated in the secure business collaboration market. Trusted by over 2,000,000 users from 300,000 companies globally, we help people run high-stakes processes and make important decisions with less stress, higher quality, and shorter hours. Ideals Virtual Data Room (VDR) https://www.idealsvdr.com/: Secure document sharing and collaboration for due diligence, fundraising, corporate reporting, licensing, clinical trials, and other complex transactions. Ideals Board https://idealsboard.com/: Board and leadership collaboration platform for faster, safer, and more compliant decision-making. After 18 years in the market, we grow sustainably at 30%+ YoY and are now scaling 5x globally to disrupt the VDR category and reach unicorn status by 2029. THE ROLE Ideals has been in the Virtual Data Room space since 2008 and has built a trusted reputation with clients across multiple industries in Europe, including Orcan Energy https://www.idealsvdr.com/clients/energy-firm-orcan-uses-ideals-for-its-fundraising-due-to-its-quality-customer-service-and-transparent-pricing/, E-Gruppe https://www.idealsvdr.com/clients/case-study-e-gruppe/, Deloitte, and EY. To support the rapid expansion of the Ideals VDR line of business in Germany, we are looking for an Enterprise Account Executive (Key Accounts) in Frankfurt to focus on our Corporate segment. Unlike our advisory-focused motions, you will sell directly to a wide variety of enterprise corporations across diverse industries (such as energy, pharma, biotech, and telecommunications). As a quota-carrying strategic seller, your primary goal will be to grow sales and revenue through the acquisition of new strategic enterprise accounts and the expansion of existing ones. You will act as an impactful industry expert, generating demand, navigating complex 6 to 9-month sales cycles, and displacing incumbents by utilizing deep discovery and consultative selling frameworks. Compensation package: 50% base salary; 50% performance-based variable. WHY IDEALS? - Market-leading position: 18+ years in the VDR business, powering 10%+ of global M&A activity, with a 31% CAGR against competitors' 11% - Mature high-trust sales org: Ideals ranks in the top 5% of over 15,000 sales organizations on RepVue https://www.repvue.com/companies/iDeals, as rated by sales professionals. Expect strong Sales Enablement, RevOps, Marketing support, and a structured onboarding ramp. - Real growth trajectory: Profitable and bootstrapped, with 5x revenue growth and unicorn status targeted in the next five years, and real headroom to build the team. WHAT YOU WILL DO - Proactively build and manage a pipeline focused on the acquisition of new strategic enterprise accounts (new logos) - Conduct solution-based sales engagements, including client meetings, executive presentations, and product demonstrations (face-to-face and virtual) - Maintain "White Space" analysis and execute strategic initiatives to upsell and cross-sell within the existing customer base - Develop and deliver comprehensive business cases that quantify the cost of inaction and address customer priorities, pain points, and ROI - Structure, negotiate, and close complex deals, guiding corporate clients step-by-step through enterprise procurement, security compliance, and legal processes - Orchestrate multi-threading strategies to navigate enterprise politics, establishing strong relationships with C-Suite executives and key stakeholders across various verticals - Keep an accurate track record of personal sales activities in the CRM, including methodical mid- and long-term forecasting - Provide relevant customer feedback to the product development team and collaborate with Customer Success, Marketing, and Inbound Sales to maximize revenue and customer satisfaction WHAT YOU BRING - 4–7 years of demonstrable quota-carrying success in B2B sales - Proven track record of managing lengthy or complex enterprise sales cycles - Significant experience selling directly to C-level executives (CxOs) and multi-threading within large enterprise organizations - Clear understanding of, and practical experience with, consultative sales methodologies (e.g., MEDDIC/MEDPIC, SPIN, Challenger) - 4-year university degree (bachelor's) - Exceptional business communication skills, enabling you to execute executive storytelling, challenge the status quo, and handle complex contracting negotiations - High learning agility, analytical thinking, and commercial curiosity to quickly grasp the nuances of various corporate industries - High AI fluency and advanced CRM tracking skills - Native-level proficiency in German with professional English level (C1+) NICE TO HAVE - Fluency in an additional language - Background in SaaS, financial technology, or information security sectors - Familiarity with enterprise M&A use cases and corporate compliance workflows WHAT WE OFFER We highly value our people, so we will empower you with all the resources and support to help you reach your full potential. FOR YOUR BEST WORK - Hybrid flexibility to shape your ideal workday - Home workplace budget - Co-working expense coverage - Individual IT budget for extra equipment - Top-tier tech and AI-powered tools FOR YOUR GROWTH - Access to Ideals Academy with numerous courses - Investment in external learning and development activities - Guidance in Personal Development Plan creation - Professional literature and subscriptions coverage - Support of your passion as a speaker or writer - Internal talent mobility opportunities FOR YOUR WELL-BEING - Tailored Wellness Package to support your physical and mental health - Urban Sports membership - Funding for sports competitions - 30 business days of paid time off per year - Paid health-related time off EXTRA PERKS - Budget for meetups with your local team - Generous internal referral program OUR CULTURE Commitment, Excellence, Collaboration, Trust and Care are core values to the Ideals team. For us, these are the principles that every Idealer lives and breathes. We are on the lookout for like-minded individuals who share our values. By doing so, we create a team where talents feel at ease and work to the best of their abilities. Discover more https://ideals.jobs/our-culture/ Ideals is an equal opportunity employer At Ideals, we value a diverse, inclusive workforce and we provide equal employment opportunity for all applicants and employees. All qualified applicants for employment will be considered without regard to an individual’s race, color, sex, gender identity, gender expression, religion, age, national origin or ancestry, citizenship, physical disability, medical condition, family care status, marital status, domestic partner status, sexual orientation, genetic information, military or veteran status, or any other basis protected by federal, state or local laws. If you need assistance or an accommodation due to a disability, you may inform us in the 'Additional information' field when submitting your application. OUR ASSESSMENT PROCESS - Screening call with the Talent Acquisition Specialist (30-40 mins) - Hiring Manager interview & Cold Call Role-Play (60 mins) - Discovery Role-Play Presentation with the Hiring Manager (60 mins - requires preparation beforehand to build a business case for a target Fortune 500 company) - Competency-based interview (CBI) (60 mins)