Account Executive

Mercanis

. Own full sales and deal responsibility for a territory of approximately 60–70 existing accounts .

Posted 9/21/2026full-timeBerlin • GermanySeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B SaaS sales with a strong focus on Procurement and Supply Chain Management, leveraging value-based selling techniques and established sales methodologies to drive revenue growth. Proficient in managing complex sales cycles and building executive-level relationships to maximize account potential.

Highest-signal resume keywords

B2B SaaS Sales ExperienceComplex Sales Cycle ManagementValue-Based SellingMEDDPICC FrameworkBusiness-Fluent German

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account ManagementRevenue Target AchievementROI Analysis PresentationSales Cycle AnalysisContract Negotiation

Soft Skills

Relationship BuildingData-Driven Decision MakingOwnership and Accountability

Tools & Technologies

CRM Pipeline Management

Industry Keywords

ProcurementSupply Chain ManagementB2B Sales MethodologiesC-Level EngagementExecutive Business Reviews

About the role

Key responsibilities & impact

Own full sales and deal responsibility for a territory of approximately 60–70 existing accounts
Manage the entire sales cycle for upsell, cross-sell, and module expansion opportunities
Achieve individual quota targets and sustainably maximize Net Revenue Retention
Analyze accounts for whitespace opportunities and identify new use cases in Procurement and Supply Chain Management
Actively generate qualified expansion pipeline
Navigate complex buying centers involving the CPO, CFO, and IT leadership
Build executive-level networks of believers and champions
Independently lead commercial negotiations on pricing, license expansions, and contract renewals through to close
Create strategic account plans for top customers
Conduct regular C-level business reviews (QBRs)
Position Mercanis as an indispensable software partner
Manage deals using established B2B sales methodologies, including MEDDPICC
Maintain the CRM pipeline with a high degree of forecasting accuracy
Work closely with the Customer Success team

Requirements

What you’ll need

Demonstrated success in B2B SaaS sales as an Account Executive, Enterprise Account Manager, or in a senior closing role
Ideally, experience in Procurement, SCM, or complex B2B enterprise solutions
Proven track record of meeting or exceeding revenue targets (quota)
Experience with complex sales cycles and multi-level decision-making processes
Strong command of value-based selling and the ability to compellingly present ROI analyses to C-level stakeholders
Experience with sales frameworks such as MEDDPICC, SPIN, or Challenger
Business-fluent German at a native level, or at least 10 years of experience embedded in the German business environment
Business-fluent English
Based in Berlin or willing to relocate
Willingness to work in an office-first/hybrid model
Data-driven approach and motivation to take ownership in a rapidly scaling tech startup

Benefits

Comp & perks

Competitive base salary plus attractive, uncapped bonus and VSOP (equity participation plan)
Mentoring and personal development from experienced serial entrepreneurs
Regular team events and offsites
Free Uber Eats meals and Uber rides when work runs late
Open culture with collaboration, ownership, and room for your own ideas
Collaboration with a curious, motivated team
Office in the heart of Berlin’s startup ecosystem with excellent transport connections