This role bridges the responsibilities of acquiring new customers and fostering growth within an existing book of business. As a consultative, strategic advisor, the Lead Account Executive will leverage deep product knowledge, customer insights, and a results-driven approach to drive new business acquisition (70%) while ensuring customer retention and expansion (30%). The role amplifies Culture Amp’s mission by creating impactful partnerships and delivering measurable ROI to clients.
This a fully remote position based in Germany.
In this role you will:
New Business Acquisition (70%)
- Proactively identify and engage potential customers through a mix of outbound calls, emails, LinkedIn, and attendance at marketing events (virtual and in-person).
- Creation of specific points of view (POV’s) on their identified ‘lighthouse accounts’
- Run tailored product demonstrations for People Leaders, establishing credibility and highlighting Culture Amp’s competitive differentiators.
- Build and manage a robust sales pipeline, expertly guiding prospects through the sales process from discovery to close.
- Develop and present compelling business cases for prospects to adopt Culture Amp’s platform, leveraging insights and ROI calculations.
- Collaborate with internal stakeholders (e.g., legal, procurement, and security teams) to remove barriers and streamline deal closure.
- Maintain accurate pipeline and forecasting data in Salesforce and other tools to meet quarterly new business quotas.
Customer Retention & Expansion (30%)
- Serve as a trusted advisor for existing customers, driving retention by proactively identifying risks and implementing tailored mitigation plans.
- Creation of tailored Account Plans that help serve as a north star for the GTM functions.
- Conduct regular strategic reviews, leveraging data-driven insights to uncover expansion opportunities and optimize customer engagement with the platform.
- Build a sustainable pipeline of upsell and cross-sell opportunities, converting them into closed-won deals to achieve expansion targets across a rolling 6 month period.
- Establish multi-threaded relationships with key stakeholders, fostering deeper connections to ensure long-term loyalty.
You have:
- 8+ years of sales experience with a focus on new business driven revenue targets.
- Proven experience in the SaaS space, particularly within HR Tech or related fields.
- Strong ability to identify and self-source both new and expansion opportunities, employing innovative strategies.
- Exceptional executive presence with polished presentation and communication skills, particularly when engaging with VP and C-suite executives.
- Experience building and navigating relationships within enterprise environments.
- Familiarity with sales methodologies, such as MEDDPICC, and a solid understanding of deal stage progression.
- Proficiency in leveraging data for decision-making and influencing others.
- Skilled in assessing business opportunities and understanding diverse buyer personas.
- Proven track record in orchestrating the closure of business deals with a clear understanding of customer needs.
- Experience coordinating cross-functional teams (Solution Consulting, Security, Legal) through complex sales cycles
Essential experience:
- Fluency in German and English
- Proven background in selling to Enterprise customers (1000+ employees) in the DACH region
We believe that our employees are the heartbeat of our success. We’re committed to fostering a work environment that truly cares for and develops its people, and creates lasting positive impact. In addition to providing a competitive compensation package, some of the key benefits we offer are:
- Employee Share Options Program: We empower you to be an owner in Culture Amp and share in our success
- Programs, coaching, and budgets to help you thrive personally and professionally
- Access to external providers for mental wellbeing and coaching support to sustain the wellbeing, safety and development of our people
- Monthly Camper Life Allowance: An automatic allowance paid out each month with your pay – you can spend it however you like to help improve your experience and life outside work
- Team budgets dedicated to team building activities and connection
- Intentional quarterly wellbeing pauses: A quarterly company-wide shutdown day in each region to to collectively pause, reset and focus on restoration and rest, without having to tap into individual vacation time
- Extended year-end breaks: An extended refresh period at the end of year
- Excellent parental leave and in work support program available from day 1 of joining Culture Amp
- 5 Social Impact Days a year to make a positive impact on the community outside of work
- MacBooks for you to do your best & a work from home office budget to spend on setting up your home office
- Medical insurance coverage for you and your family (Available for US & UK only)
Additionally, we don’t just focus on our internal community; we believe in creating a better world of work for all. We’re committed to diversity, equity, and inclusion, with Employee Resource Groups and ally communities in place.
We have a strong commitment to Anti-Racism, and endeavor to lead by example. Every step we make as a business towards anti-racism is another step we can take to support our customers in making a better world (of work). You can see our current commitments to Anti-Racism here.
Please keep reading…
Research shows that candidates from underrepresented backgrounds often don’t apply for roles if they don’t meet all the criteria – unlike majority candidates meeting significantly fewer requirements.
We strongly encourage you to apply if you’re interested: we’d love to know how you can amplify our team with your unique experience!
Thank you for taking the time to read this advert. If you decide to apply, as part of your application, we will ask you to complete voluntary diversity questions (excluding Germany). Please watch this video from our amazing DEI Leader, Aubrey Blanche to share more on why we collect the data and how we will use it.
If you require reasonable accommodations or adjustments due to a disability to complete the online application or to participate in the interview process, please contact accommodations@cultureamp.com and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.
Culture Amp will retain your CV & personal information for a period of two years (four years for the US) from the date of your application process completion. Culture Amp may contact you in relation to future job opportunities during this time period. For further information please see our privacy policy here or contact privacy[at]cultureamp.com.