Senior Account Executive – Mid Market / Expansion (Install Base), DACH

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 that supports uptime, safety, compliance, and long‑term asset performance in environments where operational failure is not an option.

The company has a growing install base in the DACH region and is hiring an Account Executive – Mid Market / Expansion focused on existing customers in Germany.

• Your mandate (Strategic Accounts / Expansion Focus)
• Own and grow a portfolio of existing commercial mid‑market customers 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
• How you’ll operate at Ultimo

Ultimo operates like a scale‑up inside a serious commercial 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 manage relationships thoughtfully, plan accounts strategically, and operate with a long‑term perspective.

• What we’re looking for
• Experience managing and expanding mid‑market accounts
• Proven success driving upsell and cross‑sell within existing mid‑market 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
• Fluency in German and English is a must (customer‑facing role)
• What success looks like
• Meaningful revenue growth across existing mid‑market customers in 12–18 months
• Deeper, broader Ultimo deployments within key accounts
• Stronger 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

We would love to hear from you if you’re motivated by building long‑term enterprise relationships, expanding value within existing customers, and owning strategic accounts in a serious software business.

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