Account Executive (m/f/d)

As an Account Executive (m/f/d) at Mercanis, you are the central revenue driver for our existing customer portfolio in the upper mid-market and enterprise segment. Following our successful sales restructuring, we consistently separate 'hunting' and 'farming': You will take full sales and deal responsibility for an exclusive territory of approximately 60-70 existing accounts.

Your Mission: You will identify untapped cross-sell and upsell potentials, navigate complex C-level buying centers with confidence, manage multi-layered deal cycles through to negotiation closure, and thus sustainably maximize our Net Revenue Retention (NRR). If you have a deep understanding of B2B SaaS sales methodologies and want to strategically expand existing customers, not just maintain them, through real added value, this is your perfect opportunity.

• Expansion & ARR Growth: You will manage the entire sales cycle for upsell, cross-sell, and module extensions within a portfolio of approx. 60-70 existing customers and meet your own quota targets.

• In-Account Pipeline Generation: You will independently analyze your accounts for white spots, identify new use cases in procurement & supply chain management, and actively generate qualified expansion pipeline.

• Strategic Closing & C-Level Selling: You will navigate complex buying centers (CPO, CFO, IT leadership), build advocate & champion networks at the executive level, and independently close commercial negotiations (pricing, license extensions, contract renewals).

• Executive Relationship & Account Planning: You will create strategic account plans for your top customers, conduct regular Business Reviews (QBRs) at the C-level, and position Mercanis as an indispensable software partner.

• Predictability & Deal Execution: You will manage your deals using established B2B sales methodologies (e.g., MEDDPICC), maintain your pipeline in the CRM with high forecasting accuracy, and collaborate closely with the Customer Success Team.

• B2B SaaS Closing Experience: You have demonstrable success in B2B SaaS sales (as an Account Executive, Enterprise AM, or Senior Closing Role) – ideally in the context of Procurement, SCM, or complex B2B enterprise solutions.

• Track Record in Deal Execution: You have a proven history of meeting or exceeding your revenue targets (quota) and are familiar with complex sales cycles and multi-stage decision-making processes.

• Sales Methodology & Value Selling: You master value-based selling, can persuasively present ROI analyses at the C-level, and are experienced with sales frameworks (e.g., MEDDPICC, SPIN, Challenger).

• Negotiation Skills & C-Level Fluency: You negotiate fluently in German (native level or have been active in the German business environment for at least 10 years) as well as fluently in English.

• Presence & Scaling Drive: You live in Berlin (or are willing to relocate) for our office-first/hybrid model, work data-driven, and have the motivation to take responsibility in a fast-scaling tech startup.

• Mentoring & Personal Growth: You will work closely with experienced serial founders who will actively support and foster your professional and personal development.
• Compensation: Competitive base salary + attractive, uncapped bonus & VSOP (equity model).
• Perks: Live the scale-up life, regular team events & offsites, and of course: free Uber Eats meals & Uber rides when things run late.
• Room for Ideas: We foster an open culture with real sparring, you will take responsibility and be given the freedom to drive your ideas forward.
• Team Mindset: Become part of a curious, motivated team that experiments boldly, communicates openly, and continuously develops, both individually and together.
• Central Location: Our office is located in the heart of Berlin's startup ecosystem, with excellent connectivity, great energy, and wonderful people.

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