Principal Account Executive
This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Principal Account Executive based in Germany.
This is a high-impact senior sales role within a fast-growing cybersecurity and application risk management environment, focused on helping enterprises secure their software across the entire development lifecycle. You will be responsible for driving full-cycle enterprise sales, from strategic prospecting and pipeline generation to complex deal negotiation and closure. Operating as a trusted advisor to technical and executive stakeholders, you will work across DevSecOps, security, and IT leadership teams to position advanced application security solutions. The role requires a strong hunter mentality, deep consultative selling skills, and the ability to navigate sophisticated enterprise buying processes. You will own key territories, build long-term customer relationships, and directly contribute to revenue growth in a highly competitive, innovation-driven market. This position offers strong exposure to both direct and channel sales motions within a global, high-growth SaaS organization.
Accountabilities:
- Own the full sales cycle across assigned enterprise accounts, including prospecting, pipeline generation, qualification, negotiation, and deal closure.
- Develop and execute strategic territory and account plans to consistently achieve and exceed revenue targets.
- Conduct outbound prospecting and build strong relationships with technical, security, and executive stakeholders.
- Serve as a subject matter expert on application security solutions and articulate value to both technical and business audiences.
- Prepare, present, and negotiate complex commercial proposals, contracts, and enterprise agreements.
- Manage and maintain accurate sales activity, pipeline, and account information within CRM systems.
- Respond to RFPs, handle sales inquiries, and coordinate internal resources to support deal progression.
- Collaborate closely with pre-sales, marketing, product, engineering, and channel teams to execute go-to-market strategies.
- Participate in industry events, conferences, and seminars to generate leads and strengthen market presence.
- Contribute to cross-functional initiatives that improve sales processes and customer engagement strategies.
Requirements:
- 5-8 years of B2B sales experience in SaaS, enterprise software, or IT infrastructure solutions.
- Proven success selling to technical stakeholders such as Security, DevOps, IT Operations, and C-level executives.
- Strong track record of quota overachievement and closing complex enterprise deals.
- Deep understanding of consultative and value-based selling methodologies.
- Experience working in both direct and channel sales environments.
- Strong business acumen with the ability to manage procurement processes and complex negotiations.
- Familiarity with CRM systems such as Salesforce (SFDC) or equivalent platforms.
- Ability to thrive in a fast-paced, high-growth, and evolving environment.
- Strong communication, presentation, and stakeholder management skills.
- Fluency in Italian is highly desirable.
- Willingness to travel up to 20% as required.
Benefits:
- Competitive salary package with performance-based incentives
- Opportunity to work in a fast-growing global cybersecurity SaaS company
- Strong career growth potential in enterprise sales leadership tracks
- Exposure to cutting-edge application security and DevSecOps solutions
- Dynamic, high-performance and collaborative international environment
- Hybrid or flexible working arrangements depending on team and territory
- Access to ongoing professional development and sales enablement programs
- Opportunity to work with leading enterprise clients across EMEA
