TrueNAS · 1 month ago
Account Executive - DACH
United States
Full-time
Remote
Senior Level
5+ years expTrueNAS is redefining enterprise storage by delivering proven data resilience, performance, and flexibility. The DACH Account Executive will be responsible for driving revenue growth across Germany, Austria, and Switzerland, managing strategic enterprise accounts, and executing territory strategies to establish TrueNAS as a preferred storage vendor.
Information TechnologyIT InfrastructureOpen Source
Responsibilities
Achieve Annual and Quarterly Sales KPIs with targets of $3M+ bookings in Year 1, scaling to TBD in Year 2
Develop and execute comprehensive territory strategy for Germany, Austria, and Switzerland markets
Respond to and qualify inbound inquiries while proactively generating outbound pipeline through strategic prospecting
Discover and determine end-user business objectives - elevate conversations from technical requirements to strategic business outcomes and ROI
Produce and deliver compelling quotes and proposals that position TrueNAS value proposition against competitive alternatives
Actively generate sufficient pipeline (4x coverage ratio) to achieve new business sales booking goals and KPIs
Manage up to 5 strategic enterprise accounts ($500K+ annual potential) with focus on providing outstanding customer service and expanding within organizations
Identify and develop additional business opportunities within existing accounts through comprehensive account mapping and stakeholder engagement
Build and maintain C-level relationships with key decision-makers and influencers across target accounts
Develop account-specific value propositions that address unique business challenges, compliance requirements, and growth objectives
Coordinate complex, multi-stakeholder sales cycles common in DACH enterprise procurement environments
Demonstrate consistent winning track record when competing against Fortune 100 tech companies (Dell EMC, NetApp, HPE, Pure Storage)
Maintain deep understanding of TrueNAS value propositions, product roadmap, and competitive differentiation in DACH markets
Effectively communicate and present the TrueNAS vision, benefits, and Open Source economics to prospects, customers, and partners
Maintain current knowledge of competitive landscape, pricing strategies, and market positioning
Develop territory-specific competitive battle cards and objection handling strategies
Engage with customer and prospect technology teams to effectively communicate and educate end users and decision-makers about TrueNAS solutions
Collaborate closely with Sales Engineer to deliver technical presentations, proof-of-concepts, and solution architectures
Coordinate customer demonstrations and technical evaluations that showcase TrueNAS capabilities for specific use cases
Support complex technical sales processes from initial discovery through implementation planning
Ensure customer technical requirements are accurately captured and addressed in solution proposals
Collaborate with Channel Manager on development and execution of partner strategies for DACH region
Qualify and approve Deal Registrations generated by approved channel partners
Support joint customer engagements with strategic partners to maximize win rates and deal velocity
Participate in partner events, training sessions, and joint marketing activities to strengthen partner relationships
Provide partner feedback to improve channel program effectiveness and partner satisfaction
Handle end-to-end complex sales processes from Sales Accepted Lead through contract execution and customer onboarding
Maintain accurate pipeline management and forecasting within Salesforce CRM system
Document all sales activities, customer interactions, and competitive intelligence for team learning and process improvement
Participate in regular sales reviews with management to ensure goal achievement and process optimization
Contribute to sales team best practices and knowledge sharing across EMEA organization
Qualification
Required
5+ years of enterprise B2B sales experience in DACH markets with consistent track record of quota achievement
$3M+ annual bookings experience in technology sales, preferably infrastructure, storage, or software solutions
Proven success selling technical solutions to enterprise customers including IT departments and C-level executives
DACH market experience with established customer and partner relationships preferred
Complex sales cycle expertise with experience managing multi-stakeholder enterprise procurement processes
Preferred
Training in one or more sales methodologies: Challenger Sale, Gap Selling, Force Management, MEDDPICC
Experience with Open Source business models and enterprise software sales
Background in data storage, virtualization, or cloud infrastructure technologies
Previous experience building territories in emerging or high-growth markets
Multilingual capabilities beyond German and English
Based in Germany and willingness to travel extensively (40-60%) throughout DACH region for customer meetings and partner events
Benefits
Health, dental, vision, disability, and life insurance
Paid time-off
401(k)
Health and flexible spending accounts
Stock purchase plan
Company
TrueNAS
Relied upon by millions in over 140 countries, TrueNAS is an award-winning universal data platform used by a majority of Fortune 500 companies.
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
$2M2009-09-04Series Unknown· $2M
Leadership Team
Michael Lauth
President & CEO
Valerie Norwood Burniece
CFO
Recent News
2025-10-29
2025-10-03
2025-08-30
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