Optiml is hiring a Senior Strategic Enterprise Account Executive / Market Maker - Germany/DACH

Responsibilities

• Independently generate a qualified enterprise sales pipeline in Germany and the DACH region by establishing senior-level relationships across asset managers, fund managers, banks, insurers, consultants, large property owners, and other institutional real estate entities
• Establish credibility as the leading provider of Real Estate Decision Intelligence in the German market
• Lead high-level commercial discussions and product demonstrations without reliance on Product teams during standard sales engagements, tailoring messaging by role, asset class, use case, and organizational maturity
• Close complex, non-standard deals by managing discovery, value assessment, stakeholder alignment, joint action plans, commercial scoping, procurement, and contract execution
• Maintain full ownership of accounts until transition to Delivery, ensuring clarity on expectations, use cases, stakeholders, success metrics, requirements, risks, and implementation assumptions
• Provide feedback to Go-To-Market and Product teams on market dynamics, including buyer objections, regulatory influences, partner strategies, pricing sensitivity, and repeatable use cases in the DACH region
• Develop and manage a qualified enterprise pipeline in Germany and DACH through targeted account selection, senior outreach, referrals, events, industry associations, advisors, and partner channels
• Formulate detailed account strategies for key targets, identifying rationale, timing, decision-makers, business pain points, triggers, value propositions, and pathways to senior engagement
• Secure qualified meetings with senior executives at asset managers, fund managers, banks, insurers, REITs, consultancies, property owners, and other institutional real estate organizations
• Rapidly build and expand a professional network within the German real estate ecosystem, including industry associations, advisors, consultants, lenders, partners, and influencers
• Leverage AI and automation tools to enhance account research, stakeholder mapping, trigger detection, outreach preparation, meeting readiness, follow-up processes, and CRM accuracy
• Manage full-cycle enterprise sales processes, from discovery through tailored demonstration, business case development, stakeholder mapping, mutual planning, proposal, procurement, and closure
• Conduct high-quality product demonstrations independently in standard sales scenarios without Product team involvement
• Sell an innovative, fast-evolving product where client needs vary significantly and sales processes are rarely identical
• Translate platform capabilities into language relevant to German buyers, including concepts such as NAV protection, capital efficiency, stranded asset risk, refinancing challenges, ESG and regulatory exposure, investment committee readiness, and governance-grade decision-making
• Exercise strong deal control through rigorous qualification, stakeholder analysis, mutual action planning, commercial follow-up, pricing discipline, and accurate forecasting
• Engage effectively with senior decision-makers across Asset Management, Fund Management, Sustainability, Finance, Transactions, Investment, Banking, Insurance, and Real Estate Strategy functions
• Operate confidently in executive and committee-based decision environments with conservative, senior, and highly analytical buyers
• Identify the underlying business problem before presenting solutions, focusing on decision credibility, capital allocation, portfolio risk, stranded asset exposure, refinancing pressure, delivery feasibility, or governance burden
• Create urgency by helping buyers understand the financial cost of delay and risks associated with fragmented consulting outputs, static planning, or spreadsheet-based decision processes
• Proactively engage multiple stakeholders within accounts to identify economic buyers, champions, blockers, technical evaluators, procurement paths, and expansion opportunities
• Own the customer relationship through to Delivery handover, ensuring commercial and operational readiness for onboarding
• Prepare thorough and structured handovers to Delivery and Customer Success teams, including stakeholder maps, use cases, success criteria, commercial scope, product assumptions, known gaps, risks, timelines, and expansion potential
• Remain involved during early onboarding when necessary to maintain trust, reinforce value, and ensure customer experience aligns with sales commitments
• Carefully manage client requirements in a rapidly evolving product environment, ensuring internal alignment before committing to non-standard requests

Benefits

• Opportunity to shape a new category in one of Europe's most strategic real estate markets
• High degree of autonomy in building the enterprise sales function in Germany and DACH, with direct collaboration with founders and leadership teams
• Direct impact on generating qualified pipeline, influencing market positioning, and contributing to annual recurring revenue growth
• Professional development at the intersection of real estate, finance, sustainability, AI-driven decision technology, and enterprise software
• Competitive compensation package with performance incentives and equity or VSOP participation where applicable
• Flexible work model with remote operations and regular travel for client meetings, industry events, and team collaboration

Compensation

Competitive compensation with performance-based upside and equity / VSOP participation where applicable

Work Arrangement

Remote (Country) — Germany, DACH

Team

Reports directly to founders and collaborates closely with Product, Delivery, Marketing, and leadership teams

Other

• Native-level proficiency in German and strong business English required
• Frequent travel is a requirement of the role
• Must be prepared to operate at high intensity in a founder-led, fast-paced commercial environment
• Candidate must be based in Germany or the DACH region