The posting
Job description
Job description We're hiring an Enterprise Account Executive to own net-new business generation across our DACH East & South enterprise territory, while protecting and growing a list of strategic existing accounts. This is a hunter-first role: the majority of your impact comes from self-sourced pipeline and new-logo wins, with stewardship of a small number of named strategic enterprise accounts layered on top.
Kiteworks sells predominantly through partners and distributors in DACH, so this is a channel-first seat. You'll bring active, current relationships with regional VARs and distributors, and you'll know how to co-sell and register deals through the channel. If you're energized by opening brand-new logos, building your own pipeline, and closing complex enterprise deals, we'd love to talk.
What you'll do
- Generate net-new enterprise business across the DACH East & South territory, with new-logo revenue as your primary success measure.
- Build and own your own pipeline through outbound prospecting, your personal network, and event and community sourcing — rather than relying on inbound or SDR-sourced leads alone.
- Co-sell and register deals through regional VARs and distributors, deepening existing channel relationships and developing new ones.
- Steward and grow a small number of strategic named accounts — protecting renewals and driving expansion — without letting new-business momentum slip.
- Run complex, multi-stakeholder enterprise sales cycles, engaging confidently at C-level.
- Forecast accurately and manage opportunities with a disciplined qualification methodology.
What you'll bring
- 8+ years in enterprise or complex B2B software sales into the DACH market, with clear, verifiable evidence of self-generated (not inherited or inbound-only) pipeline. Strong candidates with 5–8 years may be considered where the hunter track record is exceptional.
- Demonstrated channel- and partner-led selling in DACH — real, current relationships with distributors and VARs, and concrete examples of deals co-sold or registered through partners.
- A genuine hunter profile: outbound-first, energized by cold outreach and opening new logos, and resilient in the face of rejection.
- Native-level German and fluent business English.
- Comfort holding a small number of large strategic accounts alongside an aggressive net-new prospecting motion — this is a hybrid role, not pure hunting or pure farming.
- Based in, or willing to relocate to, Munich or Berlin.
Nice to have
- Established relationships within automotive, defense/aerospace, financial or industrial manufacturing enterprise buyers.
- Experience selling secure file transfer, MFT, DLP, CASB, or content-governance solutions.
- Familiarity with MEDDPICC or a comparable qualification methodology.
What success looks like (first 6–12 months)
- Self-sourced net-new pipeline visibly built within your first 90 days.
- Strategic named accounts protected and grown — without new-logo activity dropping off.
- Active, working relationships established with key DACH channel partners, with deals being co-sourced and registered through them.
About Kiteworks The Kiteworks single-tenant-by-design virtual appliance delivers full data sovereignty, governing employees’ and AI agents’ access to, use, and sharing of sensitive data under the same identity, policy, encryption, and audit controls. Compliance is built in, not bolted on.
The values that define us
- Execution – We deliver results with focus, ownership, and consistency. Our teams take initiative, solve challenges proactively, and continuously optimize how we work to create meaningful impact for our customers.
- Transparency – We communicate openly and clearly, ensuring stakeholders have the information they need to make informed decisions. We foster a culture of trust, welcome feedback, and embrace accountability in everything we do.
- Integrity – We uphold the highest standards of honesty and responsibility. Our teams act ethically, consistently honor commitments, and build trust through principled, reliable actions.
Compensation
- Base Salary range of €100,000, plus uncapped variable pay.
- Base pay depends on many factors, such as location, education, experience, and skills. Base pay is only one part of Kiteworks competitive Total Rewards package that can include benefits, perks, equity, and bonuses. The base pay range is subject to change and may be modified in the future.
Benefits & perks
- Stock Options
- Hybrid working model
- Health Insurance
- Multisport Card
- 100 EUR Food Vouchers/month
Commitment to equal opportunity & inclusion Kiteworks is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances.
Other requirements Ability to meet Kiteworks, customer, and/or government security screening requirements for this role. These requirements include, but are not limited to, a Kiteworks Background Check — this position requires passing the Kiteworks background check upon hire/transfer and every two years thereafter.
