Account Executive (AE) | DACH (d/f/m)

About the Role

Luminovo delivers a pioneering B2B SaaS platform that revolutionizes the electronics supply chain, with the DACH region as a key market. This role involves selling complex supply chain software to technical decision-makers, emphasizing in-depth discovery, consultative sales practices, and demonstrating tangible ROI within a trillion-dollar sector. You'll engage with diverse electronics clients, from automotive suppliers to industrial manufacturers, influencing their entire electronics supply chain management.

Who You Are

• Experienced in B2B software sales, able to recall key personal performance metrics such as quotas, achievements, average deal values, and ramp-up duration.
• Innovative in creating new sales segments, frameworks, or functions without relying on existing playbooks.
• Proficient in leveraging AI beyond basic searches to develop custom automations, workflows, or tools, with clear examples of delivered projects and outcomes.
• Familiarity with electronics production or physical product manufacturing processes is an advantage, helping identify customer pain points early.
• Instinctively consultative in sales, comfortable dealing with buyers often unaware of their pain points, requiring deep engagement beyond short sales cycles.
• Fluent in both German and English, with customer interactions and negotiations conducted in German, and company operations primarily in English.

Growth Path

• First 6 months: Gain product mastery, close 5–10 deals, and build a strong DACH network.
• 6 to 18 months: Handle larger, complex deals, engage multiple stakeholders, mentor Business Development Representatives.
• Beyond 18 months: Progress to Enterprise AE handling €100k+ deals, manage strategic accounts, and guide junior account executives.

Performance Objectives

Pipeline Generation

• Connect quarterly with over 50 key decision-makers in electronics manufacturing using events, outreach, and professional networks.
• Ensure presence at 2–3 major industry fairs annually.
• Develop €240k–€400k of qualified annual recurring revenue pipeline every quarter through outbound and inbound activities using SPICED discovery methodology.
• Use precise customer-centric discovery techniques to identify critical situations, pain points, impacts, and decision criteria, quantifying potential value before extended sales efforts.

Closing Deals

• Customize and deliver product demos addressing customer challenges and articulate competitive advantages clearly.
• Collaborate with domain specialists to conduct ROI-focused workshops showing measurable benefits like time and cost savings.
• Manage complex buyer journeys and stakeholder mapping to negotiate mutually beneficial agreements, aiming for €60k–€100k in new ARR per quarter with seamless transitions to Customer Success.

Expertise Development

• Acquire in-depth knowledge of electronics supply chains and provide customer insights to product development teams.
• Refine consultative selling skills using SPICED as a foundational sales approach, tailored for longer sales cycles and multi-stakeholder involvement.

Leadership and Teamwork

• Track and own key sales metrics such as pipeline health and deal velocity, using data to consistently achieve targets.
• Mentor junior AEs through hands-on guidance and contribute to refining the company sales playbook.
• Seek continuous feedback and coaching to enhance performance after every significant customer engagement.

Territory and Work Location

Primary responsibility is the German-speaking DACH market, with some English-speaking regions included. Fluency in German and English is mandatory.

Work is hybrid-based from Munich headquarters or Berlin satellite office, with three office days per week and occasional travel for retreats and industry events, all expenses covered.

Collaborative Team

• Report to the VP of Global Sales, focusing on deal strategy and career development.
• Work closely with company co-founder on positioning and pricing strategies.
• Partner with team leads and Revenue Operations for sales enablement and CRM support.
• Collaborate regularly with Marketing, Customer Success, and Product teams on campaigns, onboarding, and roadmaps.

Company Overview

Luminovo is a trailblazing electronics supply chain platform connecting all stakeholders, data, and processes across a trillion-euro industry. The company aims to accelerate technological progress, enabling faster, cost-effective innovation in electronics manufacturing. Supported by top-tier investors, Luminovo has more than 300 active customers worldwide and a team distributed globally, emphasizing psychological safety and personal growth. Employee satisfaction is high, with strong endorsements on employer review platforms.

Compensation

The salary for this position ranges from €86,500 to €143,500 annually.