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

Account Executive – Strategic Accounts / Expansion (Install Base), DACH  German-speaking Enterprise Customers  📍 Germany-focused DACH | Remote / Hybrid / Bavaria  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 – Strategic Accounts / 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. 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.  About Ultimo  Ultimo provides enterprise asset management software used by asset-intensive organisations to manage, maintain, and optimise physical assets across sites and regions.  Customers operate complex, operationally critical environments. Ultimo’s software is deeply embedded in daily operations — it is part of the operational backbone, not a discretionary t