Account Executive (AE) | DACH (d / f / m)
At a glance
Mid-level Account Executive role at Luminovo. Berlin · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Create DACH pipeline through decision-maker outreach, industry events, LinkedIn, inbound leads, and SPICED discovery
- Run pain-led discovery, tailored demos, and ROI workshops with technical buying groups
- Guide multi-stakeholder evaluations and negotiations through to new ARR bookings and Customer Success handoffs
- Track pipeline health, conversion, and deal speed while mentoring junior AEs and improving the sales playbook
- Build electronics supply-chain expertise and pass customer insight to product teams
What you bring
- Professional German and English for discovery, demonstrations, negotiations, and internal work
- A record of selling B2B software with clear command of quota, attainment, deal size, and ramp performance
- Evidence that you have created a new segment, playbook, function, or venture without an established process
- Hands-on use of AI to ship automations, workflows, or tools and explain their results
- Exposure to manufacturing, hardware, or supply-chain operations is valued as a strong bonus
Who this fits
You’ll suit a consultative seller who can uncover problems before buyers fully define them and handle technical, longer-cycle deals with several stakeholders. The role covers DACH plus some English-speaking territories and is based from the Munich headquarters or Berlin office in a hybrid setup, with three office days weekly. Occasional travel covers team retreats and industry events. You’ll work as an individual contributor while mentoring BDRs and junior AEs.
From the employer
About the role
Luminovo builds the B2B SaaS platform that powers the electronics supply chain. DACH is our home market and one of our strongest, and we’re adding an Account Executive to the German-speaking team.
Unlike traditional transactional sales, you'll be selling complex supply chain software to technical buyers—requiring deep discovery, consultative selling, and the ability to prove measurable ROI in a trillion-dollar industry. You'll sell software that directly impacts how electronics companies—from automotive suppliers to industrial equipment manufacturers—manage their complete electronics supply chain. The impact is tangible, the industry is fascinating, and the growth trajectory is yours to shape.
Who you are
You’ve sold B2B software, and you can walk through your own numbers from memory: quota, attainment, average deal size, how long your ramp took
You’ve built something that didn’t exist before you — a segment, a first playbook, a function nobody had staffed, a company of your own. You’re more comfortable without a playbook than with an inherited one
You use AI as more than a better search engine. You’ve built your own automations, workflows, or tools, and you can name what you shipped and what came of it
You’ve been close to how electronics or physical products actually get made — manufacturing, hardware, or supply chain. A bonus rather than a must, and the strongest single signal we look for, because it’s what lets you find the pain before a customer names it
You’re consultative by instinct. Our buyers rarely arrive knowing they have a problem worth solving, so short cycles with demo-ready buyers aren’t the motion here
You work in German and English at a professional level. Discovery, demos, and negotiation happen in German; the company runs in English
Your potential growth path:
Months 1-6: Master the product, close your first 5-10 deals, build your DACH network
Months 6-18: Take on larger deals, navigate complex stakeholder environments, mentor BDRs
18+ months: Transition to Enterprise AE (€100k+ deals), own strategic accounts, mentor junior AEs
Your performance objectives
📣 Generate pipeline
Build your network. Connect with 50+ relevant decision-makers at electronics manufacturers per quarter through industry events, LinkedIn, and targeted outreach. Establish Luminovo's presence at 2-3 key industry fairs annually.
Generate qualified pipeline. Create €240k-€400k in qualified pipeline ARR per quarter (depending on seniority) through outbound prospecting, events, and inbound lead qualification using SPICED discovery.
Qualify with precision. Run customer-centric discovery to uncover Situation, Pain, Impact, Critical event, and Decision criteria. Quantify potential value before investing in lengthy sales cycles.
💪 Close opportunities
Inspire with demos. Deliver product demonstrations tailored to each customer's pain points. Clearly articulate our competitive positioning.
Prove measurable value. Collaborate with domain experts to run workshops that demonstrate ROI through concrete impact calculations (time savings, cost reductions, efficiency gains).
Close strategically. Guide prospects through complex buyer journeys, map stakeholders, and turn negotiations into win-win outcomes. Close €60k-€100k in new ARR per quarter (depending on seniority) with smooth handovers to Customer Success.
💡 Build expertise
Become an industry insider. Develop deep knowledge of electronics supply chains and feed customer insights back to product teams.
Master consultative selling. Make SPICED your guiding principle and build expertise in technical SaaS sales with longer cycles and multi-stakeholder decisions.
📈 Lead by example
Own your metrics. Monitor pipeline health, conversion rates, and deal velocity. Use data to consistently hit quarterly targets.
Enable your peers. Mentor junior AEs through shadowing and deal reviews. Contribute to our sales playbook.
Embrace feedback. Reflect on every major customer interaction and proactively seek coaching to maximize impact.
🇪🇺 Your territory
You'll primarily cover the German-speaking market (DACH), with some English-speaking territories. Fluency in 🇩🇪 German and 🇬🇧 English is essential.
📍 Work location
Munich headquarters or Berlin satellite office (both in hybrid setup with home-office flexibility). Our sales team meets in the office three days per week. Occasional travel for team retreats and industry events (expenses covered).
Whom you'll be working with
Clifton Lobo, VP Global Sales — Your manager who'll coach you on deal strategy and career progression
Sebastian Schaal, Co-Founder — Provides strategic guidance on positioning and pricing
Inga Schwarz, Team Lead and Pioneer AE for OEM — Your primary partner in building the OEM sales playbook
Max Hungenbach and RevOps — Provide CRM support, dashboards, and sales enablement
Marketing, Customer Success & Product teams — Regular collaboration on campaigns, customer onboarding, and product roadmap
💡 Skills, knowledge, and expertise
Just so you know—we purposefully did not create a standard list of minimum qualifications for this role. We care much more about your motivation and ability to help us accelerate technical progress than we care about your CV.
If you're interested to find out more about why we banned requirements from our performance profiles—see here.
⚡️ About Luminovo
Luminovo is the first electronics supply chain platform that unites all data, processes, and stakeholders in the trillion-dollar electronics industry.
We fundamentally believe that technology is the best tool that humankind has developed to tackle the biggest challenges we face as a society today. And we want to do our share in accelerating technological progress.
We bring innovations to life faster and cheaper by creating a more connected and resilient electronics supply chain.
To date, over 300 active customers worldwide are working with us towards this shared goal. Supported by leading investors such as Cherry Ventures, General Catalyst/LaFamiglia, Chalfen Ventures, and others, we have raised more than €20 million.
Our core principles: putting people first & building great things
As a remote-first company headquartered in Munich, our brilliant team is spread across cities including Munich, New York, Austin, Calgary, Berlin, London, Valencia, Nairobi, and Verona, among others. 🌍
Our team includes a mix of product enthusiasts, people advocates, business masterminds, and engineering experts. Among us are graduates from institutions like Stanford University and the University of Cambridge, as well as talented individuals with unconventional CVs. What matters most is their drive to build great things.
We provide an authentic environment based on psychological safety to empower Luminerds from various backgrounds to succeed, grow, and focus on impact. Putting people first means that we deeply care about who our employees are, what makes them unique, and what they excel at.
See what employees and candidates have to say about Luminovo on kununu and Glassdoor.
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