Enterprise Account Executive, Rocket.Chat

• Level: Senior
• Proven track record in B2B enterprise software sales, ideally with experience in both direct new business hunting and channel/partner ecosystems
• Experience selling into the Public | Government and large enterprise accounts in the DACH region, with knowledge of procurement processes, compliance requirements, and decision-making cycles
• Strong network and understanding of the DACH enterprise market operating in heavily regulated industries
• Demonstrated ability to generate pipeline, consistently achieve quotas, and win complex deals
• Strong channel sales experience: demonstrated ability to recruit, enable, and manage channel partners (e.g. system integrators, resellers, and distributors) to drive public sector and enterprise deals
• English and German Fluency
• Proficiency with CRM and sales engagement tools
• Travel availability (30%)
• Dynamic professional with a passion for effective communication and collaboration
• Key player, engaging in cross-functional collaboration, fostering a positive work environment that values teamwork and innovation
• A critical thinking and analytical mindset will be instrumental in solving complex challenges and driving strategic initiatives
• Presentation skills, delivering compelling and impactful messages to diverse audiences
• Entrepreneurial skills are a must as you contribute to the development of innovative solutions and identify growth opportunities
• Results-oriented individuals, you'll thrive in a fast-paced environment, consistently delivering on targets combined with your disciplined approach ensuring efficiency and effectiveness in all tasks
• Passion: Genuine enthusiasm for what you do and how it contributes to our company's mission
• Dream: Proactively seek out opportunities and challenges to achieve extraordinary results. If you're someone who takes initiative and is always striving to improve, you'll fit right in
• Own: Take ownership of your work, set high standards for yourself, and be accountable for outcomes demonstrating a strong sense of responsibility and commitment
• Trust: Recognizing the importance of trust and support and actively working towards a collaborative and inclusive workplace
• Share: Communicating openly and transparently, ensures clarity and honesty in interactions

Desirable

• Working Hours: Full Time (40h/Week)
• You will report to our Chief Revenue Officer and join the EMEA Sales team. On TheOrg, you can view our complete organizational structure, including information about every team member, hiring managers, and the size of each department
• We are looking for a high-performing Enterprise Account Executive to accelerate our growth in the DACH region. This role blends direct enterprise sales with strategic channel engagement, driving new business through a mix of outbound hunting, partner collaboration, and product-led growth initiatives
• Ou will be responsible for building and executing a revenue strategy that leverages one of the world’s most widely deployed secure open source collaboration platforms. Success in this role requires balancing direct engagement with enterprise customers while also developing and enabling channel partners to expand our reach
• Sales Strategy & Execution
• Drive revenue growth through enterprise sales, channel partnerships, and product-led sales motions
• Generate and manage pipelines with a strong hunter mindset—approximately 70–80% of your focus will be on outbound prospecting and new logo acquisition
• Manage the full sales cycle—from prospecting and qualification to negotiation and closing—with enterprise and public sector customers in the DACH region
• Deliver compelling sales presentations, innovative proposals, and impactful executive-level meetings
• Strategic Partnerships & Collaboration
• Build and strengthen relationships with key channel partners (distributors, OEMs, VARs, system integrators) to co-sell, co-market, and expand into strategic accounts and public sector opportunities
• Collaborate closely with marketing, product, and partner teams to leverage inbound interest, product usage data, and ecosystem opportunities
• Develop tailored business cases and account plans to drive co-selling motions with partners
• Client Relationship Management & Consultation
• Nurture long-term client relationships by providing strategic consultation, addressing business challenges, and ensuring seamless pre- and post-sales support
• Represent the company as a trusted advisor to executives, aligning customer business needs with our platform’s value proposition
• Resolve sales and delivery challenges while fostering collaboration with C-suite executives, partners, and internal teams
• Sales Methodology & Process Improvement
• Apply consultative selling methodologies (MEDDPICC) to deeply understand customer needs and drive successful sales outcomes
• Develop comprehensive territory plans and contribute insights to win/loss analyses to continually improve sales strategy and execution
• Market Analysis & Business Development
• Deepen industry and public sector knowledge, keeping current on market trends, regulatory requirements, and competitive positioning
• Generate qualified leads and cultivate new customers through outbound prospecting and channel partner collaboration
• Provide accurate activity tracking, pipeline visibility, and forecast reporting to drive business performance