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

Das ist der Job

Ultimo is part of IFS, a global enterprise software company with 6,000+ employees.

Darum lohnt es sich

Leadership is now focused on unlocking significantly more value from existing customers by: • Expanding deployments across sites and regions • Elevating conversations from operational use cases to enterprise value • Strengthening executive‑level relationships • Driving more structured, value‑led expansion motions For an experienced expansion‑focused AE, this is an opportunity to: • Work with customers who already trust the product • Own meaningful, long‑term Mid Market commercial relationships • Drive Commercial‑level outcomes, not transactional renewals • Play a central role in how Ultimo grows its footprint in DACH Your mandate (Strategic Accounts / Expansion Focus) As an Install Base / Expansion Account Executive, you will: • Own and grow a portfolio of existing Commercial Mid Market customers (Bestandskunden) 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 This role is about deepening value, not chasing volume.

What success looks like 12–18 months in, success looks like: • Meaningful revenue growth across existing Mid Market customers • Deeper, broader Ultimo deployments within key accounts • Strong 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 Details will be shared transparently during the process.

Senior Account Executive – Mid Market / Expansion (Install Base), DACH Ultimo is an industry‑leading SaaS EAM platform used by 2,000+ organisations globally to maximise uptime, control costs, and operate safely.

The platform is modular, scalable, and deeply embedded in operational environments – from manufacturing plants and production lines to logistics fleets and critical infrastructure. This provides long‑term backing, scale, and continued investment – while Ultimo retains the agility and focus of a dedicated product organisation.

Why this role exists 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.

It supports uptime, safety, compliance, and long‑term asset performance in environments where operational failure is not an option. In the DACH region, Ultimo has a meaningful and growing install base of enterprise customers.

Many of these organisations operate across multiple sites, plants, and business units — creating significant opportunity for expansion, standardisation, and enterprise‑wide adoption.

We are hiring an Account Executive – Mid Market / Expansion to focus on growing existing customers across the German‑speaking DACH market, with a primary focus on Germany. German is used regularly in customer‑facing conversations. This is not a net‑new logo role. It is a relationship‑led, value‑driven expansion role.

Why join Ultimo now Ultimo is moving from legacy success to intentional growth. In DACH, long‑standing customer relationships and strong product adoption have created a solid foundation.

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 be expected to manage relationships thoughtfully, plan accounts strategically, and operate with a long‑term perspective.

What we’re looking for This role will suit someone who can demonstrate: • 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 • 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 — but sales craft and relationship maturity matter more than sector background.

Fluency in German and English is a must (customer‑facing role). The invitation If you’re motivated by building long‑term enterprise relationships, expanding value within existing customers, and owning strategic accounts in a serious software business — we would love to hear from you.