Key skills
CSaaSCommunicationCollaborationNegotiationCustomer SuccessSales
About this role
Role Overview
- Managing and progressing complex, multi-stakeholder sales opportunities from discovery to negotiation and closure.
- Leading value-based conversations with C‑level and VP‑level stakeholders across Sustainability, Procurement, Supply Chain, Risk, Legal, and Finance.
- Delivering compelling product demonstrations and strategic value presentations in collaboration with Presales.
- Developing and executing a territory strategy for the DACH Enterprise market, identifying high‑potential accounts and whitespace opportunities.
- Building and maintaining account plans, including stakeholder mapping, buying centers, and expansion pathways across the osapiens HUB modules.
- Leveraging partner ecosystems (consulting firms, implementation partners, and industry alliances) to accelerate deal cycles and expand reach.
- Maintaining accurate pipeline forecasting using MEDDIC or similar qualification frameworks.
- Collaborating closely with Business Development, Presales, Customer Success, Marketing, and Partner teams to ensure a seamless customer journey.
- Acting as a trusted advisor to prospective customers, guiding them through regulatory complexity and long-term transformation initiatives.
Requirements
- 7+ years of experience in B2B SaaS sales, with a strong focus on complex, enterprise-level or platform-based solutions.
- Proven track record of closing Enterprise deals (€250k–€1M+ ARR) in a consultative sales environment.
- Experience managing multi-stakeholder buying processes and long sales cycles (3–9 months).
- Strong communication, presentation, and negotiation skills, with the ability to influence senior executives.
- Ability to operate effectively in a fast-growing, scale-up environment with evolving product capabilities.
- Fluency in German and English (written and spoken).
Benefits
- A purpose-driven mission tackling complex sustainability challenges while working alongside global industry pioneers at a fast-growing unicorn company
- Room for creativity through collaborative teamwork and an open communication culture
- Flexibility and team bonding with our hybrid work options
- Sustainable mobility options, promoting eco-friendly commuting solutions
- Fun team events and outings with our global teams
- An inspiring working environment in Mannheim