Account Executive

Company : TOPdesk

Role : Business Development Manager / Account Executive (23 hires)

Location : Kaiserslautern or Mannheim area (hybrid)

Language : Native German Business English

WFH policy : Hybrid with preference for strong onsite presence in the first months (1-3 days per week; flexible)

Industry : IT Service Management (ITSM)

Product : ITSM platform for service operations ticketing and multi-department workflows

Size and functions of local team : 100 employees onsite in Kaiserslautern across Development Consulting Support HR Office Operations. Ten sales reps (BDM AM) two Sales Managers and three BDRs supporting pipeline development.

Role description :

This is a full cycle new-logo hunting role focused on Germanys Mittelstand and upper SMB market. You will run a high-volume multi-threaded motion with current deal sizes around 10k ARR and a clear push toward higher Mid-Market and low six-figure opportunities. The role blends vertical-focused outbound collaboration with BDRs executing campaigns jointly with Marketing and managing both remote and occasional onsite sales cycles.

Current sales motion :

Historically inbound-led

Now shifting to 75 percent outbound and 25 percent inbound

New verticalization strategy launching

Pipeline creation capability is essential

You will handle a high number of opportunities while increasing deal quality and shaping the next phase of the DACH go-to-market.

Unique about the company (not found online) :

• TOPdesk operates with extremely high customer satisfaction scoring 96 percent CSAT across support and services.
• The customer base is highly loyal and the product has strong market fit in the German market.
• The Kaiserslautern office is a cross-functional ecosystem rather than a remote-only sales silo fostering collaboration and speed of learning
• Germany is the primary growth engine for the next two years and receives significant internal investment and attention from the CRO.
• Direct exposure to coaches enablement and leadership onsite along with clear paths for progression as the company builds Mid-Market Enterprise and partner motions.

Growth perspective :

Move from 10k ARR deals into Mid-Market and Upper Mid-Market

Help define the future Enterprise motion for DACH

Contribute to a 2 to 3 times scaling of the German business

Progression paths include Senior AE Vertical Lead Team Lead or Enterprise

International growth opportunities available across eight global offices

Must haves :

2-5 of B2B SaaS experience in SMB or Mid-Market. Flexible up to ten years if the profile is coachable and suited to the market complexity.

Builder mentality and comfort in evolving processes with increasing outbound expectations.

Proven success in SMB or Mid-Market new business ideally in high-velocity sales environments.

Curiosity and discipline. Strength in prioritization consistency pipeline ownership and willingness to learn.

Team player with strong collaboration orientation.

Native-level German and strong communication skills.

Nice to haves :

Experience selling into Mittelstand or Public Sector

Exposure to ITSM or IT workflow solutions

Experience at a competitor

Outbound-heavy sales experience in the German market

Hiring process :

Screening call with HR and a Rep or Sales Manager

Interview and Assignment or Roleplay with HR and Sales Director

Optional reference checks (not typical)

Offer issued after final approval

Time window for feedback (SLA) :

24 hours

Salary range and secondary benefits :

OTE of 150k to 160k typically 60 / 40 split

Higher OTE profiles can be considered at 50 / 50

Company car available as an option

30 vacation days per year

Your contact people :

Michelle Dohm and Fabienne Even ( )

Hiring Manager : Michael Kraft Sales Director DACH ( ; CC in communication)

Video :

in SmartRecruiter ATS

Experience : IC

Key Skills

Business Development,Customer Service,Revenue Growth,ABC Analysis,Account Management,Communication,CRM,Excel,Salesforce,PMP,Customer Relationships,Business Relationships,Sales Goals,Sales Process,CPA

Employment Type : Full Time

Experience : years

Vacancy : 1