Founding Account Executive, DACH

Full Time Lead

Job description

About Telnyx

Telnyx is an industry leader that's not just imagining the future of global connectivity—we're building it. From architecting and amplifying the reach of a private, global, multi-cloud IP network, to bringing hyperlocal edge technology right to your fingertips through intuitive APIs, we're shaping a new era of seamless interconnection between people, devices, and applications.

We're driven by a desire to transform and modernize what's antiquated, automate the manual, and solve real-world problems through innovative connectivity solutions. As a testament to our success, we're proud to stand as a financially stable and profitable company. Our robust profitability allows us not only to invest in pioneering technologies but also to foster an environment of continuous learning and growth for our team.

Our collective vision is a world where borderless connectivity fuels limitless innovation. By joining us, you can be part of laying the foundations for this interconnected future. We're currently seeking passionate individuals who are excited about the opportunity to contribute to an industry-shaping company while growing their own skills and careers.

The Role

We're building local Enterprise Sales Pods across global markets — one AE and one Forward Deployed Engineer (FDE), working together to build a Telnyx enterprise business in the DACH region. This is not a remote overlay on an existing territory. You will own a named-account list of 30–40 enterprise accounts across Germany, Austria, and Switzerland, and your job is to turn those accounts into production Telnyx customers.

You'll work side-by-side with a dedicated FDE — not a demo resource, but a technical partner who designs architectures, builds POCs, and gets the first workload live. You win together. No throw-over-the-wall.

This is a founding role. You'll help define how Telnyx sells into enterprise accounts in DACH, set the playbook, and build the references that the next wave of hires will follow.

The Pod Model

Enterprise AE — owns the named-account list, builds executive relationships, gets in the room, owns commercial qualification and close, expands the account.

Forward Deployed Engineer — owns technical discovery, designs the architecture, builds the POC when gated, gets the first workload live, removes blockers and finds the next workload.

We sell the workload, not the SKU. Customers buy a production outcome — an AI contact center, a SOC/NOC agent, global communications, connected mobility, or enterprise inference — that runs on Telnyx primitives (voice, messaging, numbers, wireless, Voice AI, inference, agents, connectivity). You lead with the outcome conversation, not a product menu.

What You'll Do

• Own a territory of 30–40 named enterprise accounts across Germany, Austria, and Switzerland, narrowing to ~10 Tier 1 accounts worth $1M+ in annual potential
• Build executive relationships — get in the room with CIOs, CTOs, VP Engineering, and line-of-business owners
• Run the full sales cycle: prospect, qualify, design the commercial architecture with your FDE, negotiate, and close
• Sell production outcomes, not individual products — lead with "let's deploy an AI agent that operates your SOC or NOC workflow," not "which Telnyx products do you want?"
• Agree the commercial destination before any custom work begins — no free discovery or free development
• Maintain disciplined POC management: every POC has a named executive sponsor, written success criteria, production pricing discussed, a decision date, and a signed commercial document. POCs end in production or they end
• Expand the account — one workload becomes three, one $500K customer becomes a $2M customer
• Build local references and case studies across Munich, Vienna, and Zurich
• Provide accurate pipeline reporting and forecasting — no surprises

What We're Looking For

• 5+ years of enterprise sales experience selling into the DACH market — CPaaS, UCaaS, CCaaS, telecom, AI/ML, or similarly technical infrastructure
• Proven track record of consistently exceeding quota ($1M+ deals)
• Experience selling to both executive and technical buyers — you can hold your own in the boardroom and in the architecture review
• Hunter mentality — you build your own pipeline and thrive on outbound, in-person selling
• Strong consultative selling skills: can build a clear, compelling ROI story for both technical and business buyers
• Familiarity with sales methodologies (MEDDPICC, Challenger, SPIN, etc.)
• Comfortable with modern sales tools (Salesforce, Outreach, Gong, etc.)
• Excellent written and verbal communication in German and English. You listen before you pitch.
• Willingness to be in the field — visiting customers in person is a core part of this role
• Based in Munich, or willing to relocate — this is a hybrid role with travel across Germany, Austria, and Switzerland

Bonus Points For

• Fortune 500 or large enterprise new business sales experience in DACH
• Complex sales cycles including RFPs, POCs, and competitive bake-offs

• C-Level selling experience — you can navigate procurement, security, and legal complexity, including German enterprises (Deutsche Telekom, Siemens, SAP, BMW, Allianz, Bosch, Daimler, Deutsche Bank), Austrian enterprises (ÖBB, OMV, Erste Group, Telekom Austria, Red Bull), and Swiss enterprises (Swisscom, UBS, Credit Suisse, Nestlé, Roche, Zurich Insurance)
• Understanding of SIP trunking, phone number provisioning, carrier networks, or AI/ML platforms
• Established relationships in the Munich enterprise ecosystem — manufacturing/Industrie 4.0, automotive, fintech, insurance, BPO/contact center, or SaaS
• Swiss German or Austrian dialect fluency
• Experience selling across DACH with different regulatory, data sovereignty, and procurement environments (GDPR, German data localization, Swiss data protection)

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Required skills

salesforce automotive negotiation sap manufacturing security german language consultative selling prospecting austria fintech procurement saas insurance gdpr english language germany forecasting ai/ml api switzerland enterprise sales regulatory compliance messaging zurich roi complex sales cycles munich contact center siemens sales cycle outreach rfps industrie 4.0 telecom references wireless multi-cloud relocation gong bosch dach bpo deutsche telekom sales methodologies voice noc soc executive relationships bmw new business sales ai platforms hunter mentality spin selling vienna hybrid role red bull meddpicc field sales numbers closing interconnection pipeline reporting agents connectivity case studies cto cio poc cpaas architecture review global network fortune 500 qualifying workload ucaas account expansion allianz vp engineering named accounts data sovereignty swiss german dialect nestlé technical infrastructure quota swisscom voice ai enterprise sales experience sip trunking large enterprise challenger sale roche technical buyers global communications ccaas ubs daimler Öbb private network success criteria deutsche bank custom work connected mobility fde zurich insurance founding account executive executive buyers forward deployed engineer boardroom line-of-business owners executive sponsor outbound selling commercial architecture edge technology sales pod german data localization swiss data protection production customer ai contact center enterprise inference commercial destination poc management production pricing decision date commercial document in-person selling competitive bake-offs c-level selling legal complexity omv erste group telekom austria credit suisse phone number provisioning carrier networks munich enterprise ecosystem austrian dialect

Founding Account Executive, DACH

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