Account Director – Enterprise Performance Management (EPM) SaaS

Account Director – Enterprise Performance Management (EPM) SaaS

Location: Remote, Germany

Employment Type: Full-Time

Gross Annual Base Salary: EUR 110,000 – 125,000 x 2 OTE

Summary

Our client, a global finance transformation consultancy specialising in Enterprise Performance Management (EPM) delivery, is seeking an experienced, proactive sales professional to manage and grow a portfolio of existing enterprise customer relationships. The Account Director will be responsible for subscription renewals, expansion, uplift, and cross-selling of additional solutions within a designated territory, taking full ownership of retention and growth against an assigned quota.

Primary Duties & Responsibilities

• Proactively identify new sales opportunities within the existing customer base by understanding evolving customer needs and the platform's value proposition
• Drive upsell and cross-sell opportunities by introducing additional products and services aligned with customer requirements
• Maintain accurate CRM records, manage the sales pipeline, and prepare proposals
• Build self-sourced pipeline through direct prospecting and collaboration with Customer Success, Business Development, Marketing, and Alliances teams
• Act as a consultative business partner to customers, developing a thorough understanding of their market position, products/services, and competitive landscape to support retention and net revenue growth
• Articulate the platform's value proposition through written, virtual, and in-person presentations, leveraging business cases, marketing assets, and customer success stories
• Prepare joint business cases aligning customer objectives with the platform's capabilities, using these to build alignment and support revenue generation
• Develop and execute business plans to achieve sales targets, and accurately track and forecast opportunities
• Ensure timely and accurate knowledge transfer across internal teams (Business Development, Pre-Sales, Alliances, Customer Success) and external stakeholders (customers, prospects, alliance partners)
• Assess customer needs through research, discovery sessions, and solution demonstrations
• Prepare proposals and SaaS agreements to drive sales
• Identify opportunities for use-case expansion within existing accounts to generate additional revenue
• Model sales professionalism and, where appropriate, act as a coach and mentor within the sales team

Required Education & Experience

• 5–10 years' experience as a sales manager, sales representative, or similar role in B2B selling within Enterprise accounts
• Proven track record of hitting quota and retention targets
• Strong organisational skills, with the ability to prioritise and respond quickly
• Negotiation skills relevant to renewals, upsell, cross-sell, and add-on solutions
• High proficiency in MS Office and CRM systems
• Experience working consultatively with C-level stakeholders on complex SaaS solutions
• Strong customer service background, including assessing and evaluating customer needs and satisfaction
• Excellent oral and written communication and presentation skills
• Experience demonstrating, promoting, and selling products/services
• Knowledge of marketing/sales strategy and tactics, and of general business and management principles
• Extensive experience working within a team environment
• Track record of exceeding revenue goals
• Fluent in German and English (essential)

Preferred Education & Experience

• University degree or college diploma in Sales, Business Administration, Marketing, or a related field
• Prior sales experience in the software industry, ideally within CPM/EPM
• Experience with Salesforce
• Working knowledge of accounting, finance, and Corporate Performance Management

Key Attributes

• Professional and strategic
• Able to build rapport with C-level executives and customers
• Highly organised and tech-savvy
• Responsive to customer needs
• Willing to travel
• Flexible, adaptable, and goal-driven