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Culture Amp is the world's leading employee experience platform serving 25 million employees across 6,000+ companies. This Enterprise Account Executive role bridges new customer acquisition (70%) and existing customer expansion (30%) across the France region, reporting to the sales leadership team.
You will serve as a consultative, strategic advisor to People Leaders and HR executives, leveraging deep product knowledge and customer insights to drive measurable ROI. Your responsibilities include:
New Business Acquisition (70%):
- Proactively identify and engage potential customers through outbound calls, emails, LinkedIn, and in-person/virtual marketing events
- Create specific points of view on identified 'lighthouse accounts' to differentiate Culture Amp
- Run tailored product demonstrations for People Leaders, establishing credibility and highlighting competitive differentiators
- Build and manage a robust sales pipeline, guiding prospects from discovery through close
- Develop and present compelling business cases with ROI calculations
- Collaborate with legal, procurement, and security teams to remove barriers and streamline deal closure
- Maintain accurate pipeline and forecasting data in Salesforce to meet quarterly quotas
Customer Expansion (30%):
- Serve as a trusted advisor for existing customers, proactively identifying risks and implementing mitigation plans
- Create tailored Account Plans to guide go-to-market strategy
- 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 to ensure long-term loyalty
You will work from the Berlin office an average of 2 days per week, with flexibility for remote work. Culture Amp is backed by leading venture capital funds and 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 proven track record closing both new business and expansion revenue
- Proven experience in SaaS, particularly HR Tech or related fields
- Strong ability to identify and self-source new and expansion opportunities using innovative strategies
- 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 complex deal closures with clear understanding of customer needs
- Experience coordinating cross-functional teams (Solution Consulting, Security, Legal) through complex sales cycles
- Fluency in French (ideally native) and English (must-have)
Desired traits: Resilience in face of rejection, intellectual curiosity beyond surface-level discovery, assertiveness and commercial control, ability to read stakeholders and power dynamics, collaborative team player approach to enterprise selling.
