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Culture Amp is the world's leading employee experience platform, serving 25 million employees across 6,000+ companies. The company empowers organizations to transform employee engagement, drive performance management, and develop high-performing teams using people science and comprehensive employee data.
This Enterprise Account Executive role bridges new customer acquisition and existing customer growth across the DACH region (Germany, Austria, Switzerland). You will operate as a consultative, strategic advisor, dedicating 70% of effort to new business acquisition and 30% to customer retention and expansion.
New Business Acquisition responsibilities include:
- Proactively identify and engage potential customers through outbound calls, emails, LinkedIn, and marketing events
- Create specific points of view on identified 'lighthouse accounts'
- Run tailored product demonstrations for People Leaders, establishing credibility and highlighting competitive differentiators
- Build and manage a robust sales pipeline, guiding prospects from discovery to close
- Develop and present compelling business cases with ROI calculations
- Collaborate with internal stakeholders (legal, procurement, security) to remove deal barriers
- Maintain accurate pipeline and forecasting data in Salesforce to meet quarterly quotas
Customer Retention & Expansion responsibilities include:
- Serve as a trusted advisor for existing customers, proactively identifying risks and implementing mitigation plans
- Create tailored Account Plans to guide go-to-market functions
- Conduct regular strategic reviews using data-driven insights to uncover expansion opportunities
- Build a sustainable pipeline of upsell and cross-sell opportunities over rolling 6-month periods
- Establish multi-threaded relationships with key stakeholders for long-term loyalty
The role is based in Berlin with a hybrid arrangement (average 2 days per week in-office). Culture Amp is venture-backed with offices in the US, UK, Germany, and Australia, recognized by Forbes as a top private cloud company and by Fast Company as one of the most innovative companies.
Requirements:
- 5-7+ years of sales experience with focus on both new and expansion-driven revenue targets
- Proven experience in SaaS, particularly HR Tech or related fields
- Strong ability to identify and self-source both new and expansion opportunities
- Exceptional executive presence with polished presentation and communication skills for VP and C-suite engagement
- Experience building and navigating relationships in Enterprise environments
- Familiarity with sales methodologies such as MEDDPICC and understanding of deal stage progression
- Proficiency in leveraging data for decision-making and influencing others
- Skilled in assessing business opportunities and understanding diverse buyer personas
- Proven track record orchestrating business deal closure with clear understanding of customer needs
- Experience coordinating cross-functional teams (Solution Consulting, Security, Legal) through complex sales cycles
- Fluency in German (must-have)
