Account Executive – Strategic Accounts / Expansion (Install Base), DACH

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. 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 commercial relationships
• Drive enterprise-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 enterprise 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.

How you’ll operate at Ultimo

Ultimo operates like a scale-up inside a serious enterprise 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 long-term perspective.

What we’re looking for

This role will suit someone who can demonstrate:

• Experience managing and expanding enterprise or strategic accounts
• Proven success driving upsell and cross-sell within existing customers
• Strong consultative, value-based selling capability
• Comfort operating in complex, multi-stakeholder customer environments
• 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).

What success looks like

12–18 months in, success looks like:

• Meaningful revenue growth across existing enterprise 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.

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.