Account Executive – Enterprise (m/f/d) in Karlsruhe

You are interested in the position as Account Executive – Enterprise (m/f/d) at Nesto Software GmbH ? On Instaffo, you can apply for this and other jobs with ease. Create your profile in under 2 minutes and start the application process with just a few clicks. Please note that this position requires work authorization for Germany . The language requirements for this position are: German - Fluent (C1), English - Fluent (C1) . The estimated salary range from XING does not necessarily correspond to the salary range of this job offer. We are looking for an experienced Account Executive to help build a structured, scalable sales organization and drive our commercial success in the enterprise segment. This is a unique opportunity to grow with us and shape the future of workforce management for the hospitality industry across Europe. Activities Your responsibilities You will own the entire sales cycle for strategic enterprise customers — from initial contact to contract signing and ongoing account expansion. You will develop tailored account plans for large customer organizations to identify relevant stakeholders across Operations, HR, IT, Finance, and the C-suite. You will confidently and systematically manage complex, long-term sales processes, often including pilot projects, RFPs, and competitive evaluations. You will lead commercial negotiations (MSA, DPA, country-specific addenda) as an equal partner — from developing and defending pricing strategies for high-ACV deals, to framework agreements, data privacy reviews, and multi-site rollouts. You will understand the operational challenges of our customers and translate them into clear business cases and strategic value. You will quickly build strong relationships with decision-makers and represent Nesto at industry events and customer meetings. You will work in a data-driven manner, maintain the CRM system, and follow established enterprise sales methodologies such as MEDDICC. You will actively contribute your experience to building our enterprise sales structures and help establish scalable processes, deal patterns, and best practices. We are looking for experienced enterprise sales professionals with strong commercial judgement and the patience to win long-cycle deals. Requirements Your background and qualifications You have 5–8+ years of experience in B2B SaaS sales, with a proven track record of closing deals in the six- to seven-figure ACV range. You are capable of managing complex sales processes involving multiple stakeholders from Operations, IT, Finance, Legal, and Executive Management. Experience selling to multi-location businesses, franchise groups, or chain restaurant companies is a major advantage. You are confident throughout the entire commercial process — from ROI arguments and business cases to pricing, contract negotiations, and procurement. You have experience with structured enterprise sales methodologies (e.g., MEDDICC or similar). You can quickly understand operational problems and convincingly translate them into strategic customer value. You present yourself confidently and credibly to executives and decision-makers and are able to build long-term relationships. Experience working with multi-location businesses, franchise systems, or the restaurant industry is a strong plus. You work independently, resiliently, and goal-oriented — especially in environments where individual deals have a major impact on company success. You are fluent in German and English and communicate confidently in both international and domestic business contexts. You are willing to regularly visit customers on-site and maintain an active market presence. Team Our highly motivated team is united by a passion for our products and a culture built on trust. We work together as one team, focusing on solutions, celebrating successes, and maintaining a strong team spirit. Application Process First call Video interview Meet the team About the Company Über uns Als junges IT-Unternehmen mit Startup-Charakter arbeiten wir an einer innovativen Cloud-Lösung zur intelligenten und bedarfsorientierten Personalplanung. Unsere Software ermöglicht unseren Kunden, ihre Personalauslastung anhand von automatischen und fundierten Bedarfsprognosen zu optimieren und ihre Planungssicherheit zu erhöhen. Mission Mit Nesto schaffen wir gemeinsam wieder mehr Zeit für zwischenmenschliche Beziehungen. Mehr Zeit für Gäste, für Mitarbeiter und für positive Erfahrungen. Das leben wir auch bei Nesto und suchen leidenschaftliche & motivierte Team-Mitglieder , die gerne Verantwortung übernehmen. Bei Nesto glauben wir an persönliche Entfaltung sowie ein gemeinsames & gesundes Wachstum . Das spiegelt sich nicht nur in der Qualität unserer Arbeit, sondern auch im Alltag wieder: vom transparenten Umgang mit Unternehmenskennzahlen bis hin zum gemeinsamen Treffen von Entscheidungen. Unser Team: Menschen, die auf Augenhöhe gemeinsam an einer Vision arbeiten. Uns eint unsere Leidenschaft für kundenzentriertes Denken und intuitive Software-Produkte. Wir möchten unsere Kunden bestmöglich bei ihrer Tätigkeit unterstützen und immer wieder aufs Neue begeistern. Dafür leben wir den offenen Austausch, unsere Innovationskultur, sowie den offenen Umgang und das Lernen aus Fehlern