Account Executive Expansion - SMB | ANZ
•Deel· 4h
💼 Sales⏰ Full-time⭐ Senior🇦🇺 Australia
4h ago
Remotewoman·about 1 month ago
Upsun is the cloud application platform humans and robots love. It is built for today’s hybrid teams, where AI agents write and test code and humans focus on solving the problems that really matter. Developers, DevOps engineers, and platform teams use Upsun to build, ship, and scale confidently without wrestling with backend infrastructure. We give you your time back. You get:
The name says it all. "Up" means uptime, reliability, and acceleration. "Sun" reflects our follow-the-sun-support, a 24x7, globally distributed support team keeping the lights on while you rest. Our core belief is that software should power brighter solutions and greater innovation.
Upsunners are a remote, global workforce, and we thrive in a multicultural team. We are committed to open source and an open, welcoming environment. Our team spans the globe and the experience spectrum.
What's our commonality, our cultural fabric? A curious spirit and a thirst for knowledge; an eagerness for innovative ideas and cultures. We believe we can build anything together in an environment that frees you to do your best work.
Our values:
🌿 We make a positive impact.
✨ We aim for the stars.
💚 We care for each other.
As a Strategic Account Executive at Upsun, you play a key role in driving new customer growth by identifying, engaging, and closing high-potential accounts across the DACH region, with a primary focus on Germany. You help organizations discover the value of Upsun’s cloud application platform by building trusted relationships, understanding complex business needs, and guiding prospects from initial interest through long-term partnership.
Reporting to the General Manager, EMEA, you own the full sales cycle, from prospecting and qualification to closing and account expansion. You collaborate closely with Marketing, Solutions Architects, and Customer Success to deliver a seamless buyer experience and consistently exceed revenue targets in a competitive, technical market.
This is a quota-carrying, individual contributor role for a strategic, customer-centric seller who thrives in complex sales environments. You bring curiosity, discipline, and a growth mindset to your work, continuously refining your approach to drive pipeline, close meaningful deals, and support sustained customer success.
Territory & Account Strategy: Create and execute a tailored plan to achieve corporate objectives within new and existing client accounts, matching our ideal client profile across your territory, and emphasizing our value proposition.
End-to-End Sales Ownership: Manage the full sales cycle from prospecting through deal closure, including assessing buying intent and tracking customer and transactional data in Salesforce.
Cross-Functional Collaboration: Partner closely with Solutions Engineering, Sales Operations, Legal, Customer Success, and other internal teams to ensure effective coordination and support throughout the sales process.
Product Demonstrations: Deliver compelling product demonstrations to prospective customers, either independently or alongside a Solutions Architect, tailored to both technical and business audiences.
Market & Competitive Insight: Stay informed on competitor offerings, industry trends, and product innovation within the DACH market to strategically position Upsun.
Stakeholder Communication: Foster strong, clear communication with management, customers, partners, and internal teams, including pre-sales and onboarding staff, and actively participate in strategy and customer care initiatives.
Forecasting & Deal Execution: Accurately forecast pipeline activity and successfully close new business by clearly differentiating Upsun from competing solutions.
Revenue Growth & Pipeline Management: Drive new subscription revenue by building and managing a robust pipeline, taking full ownership of strategy and results within your territory.
Regional Travel: Travel as needed within the DACH region to support sales efforts and deepen customer relationships.
5+ Years of Technology Sales Experience: Demonstrated success in technology-focused B2B sales environments, with substantial experience selling into Germany and/or the broader DACH market.
Tenacity and Target-Driven: Tenacious in pursuit of sales targets, with a strong desire to consistently exceed expectations.
Strong value selling approach: Passion for resolving clients' business challenges beyond relationship management using technology alongside self-direction and resourcefulness.
Growth Mindset: Demonstrates a sustained commitment to continuous improvement. Actively pursues learning opportunities, solicits feedback proactively, and embraces coaching as a catalyst for performance acceleration.
Technological Acumen: Quickly grasps new technological concepts, with a strong interest in cloud platforms, developer tools, and modern application architectures.
Pipeline Generation: Strong experience with generating sales pipelines, identifying leads, and nurturing prospects through to contract signature.
Communication and Interpersonal Skills: Excellent verbal and written communication abilities in English and German, coupled with strong interpersonal skills to build rapport and engage effectively with prospects.
Team Collaboration: A team player with a positive attitude, eager to collaborate effectively within a diverse, global team setting.
Sales Methodologies: Demonstrable experience in managing and closing new clients using Solution Selling and Value Selling techniques. Familiarity with MEDDIC/MEDDPICC sales methodologies preferred.
Self-Starter: Independent and proactive, able to initiate and drive projects forward while being an integral part of a global sales team
CRM Proficiency: Experience with CRM software, preferably Salesforce, to manage relationships and maintain accurate sales records.
Travel Requirements: Willingness to travel as required to meet business needs (approximately 25% of the time).
Experience with platform-as-a-service, cloud technologies, and web applications.
Exposure to CI/CD pipelines, cloud hosting, or modern application development workflows.
At Upsun, remote work isn't just a trend - it's our foundation. The freedom of remote work with the support of a diverse, global team has been our successful model for over a decade. Our culture celebrates flexibility and collaboration, and while we have team members in over 30 countries around the globe, we are currently focused on hiring for this role in the Germany. Although we’re unable to provide visa sponsorship at this time, we welcome applications from all qualified candidates who are legally authorized to work in these countries.
We know that a great hire won’t meet every requirement that we’ve outlined. If you can see yourself elevating the team, we want to hear your story. Few of us would be here had we not taken a chance.
You can expect 5 interviews on Google Meet to follow the order below. Should you successfully move through the entire process you will have the opportunity to meet with a variety of Upsunners. Our goal is to ensure you can make the most informed decision on whether this role, and our culture aligns with what you’re looking for in your future working environment.
All roles require background checks.
💡 A product you can believe in - Join us in transforming how businesses build and manage web applications, driven making a positive impact as a proud B Corp.
🏆 An Award-Winning Workplace - We’ve been recognized by Forbes’ Top 30 Companies for Remote Jobs and France’s Best Workplaces for Women.
🗣️ A culture that values your voice - Join a flexible, open, and inclusive work environment where your voice is encouraged, and your ideas shape our growth and evolution.
🌎 A global team - Collaborate with colleagues from diverse backgrounds across the world, embracing different perspectives
🎉 Benefits and perks - Make the most of what matters to you
🏝 Flexible PTO📈 Company stock options
🧠 Professional development budget
💻 Office equipment budget
💆♀️ Wellness budget
🧳 Annual team gatherings
🛜 Internet reimbursement
👶 Inclusive parental leave
✈️ Remote work travel program
At Upsun, we celebrate diversity in all its forms and are committed to fostering an inclusive, equitable, and supportive workplace where everyone can thrive. We embrace and value different perspectives, backgrounds, and experiences, because they make us stronger as a team. Whoever you are, wherever you're from, and whatever path you've taken, you are welcome here. We encourage you to bring your whole self to work, connect with others, and share your passion. If you need accommodations at any stage of our hiring process, please let us know. We're here to ensure an accessible and comfortable experience for you.