Major Account Executive

Title: Major Account Executive Location: Munich, Germany

Job summary

As a Major Account Executive, you will be responsible for driving profitable revenue growth across a defined portfolio of strategic enterprise accounts and high-potential prospects in Central Europe.

You will own the full sales cycle, from identifying and developing new business opportunities to expanding existing customer relationships and closing complex, high-value enterprise agreements. By combining a consultative, value-based sales approach with a strong understanding of cybersecurity and digital trust, you will position DigiCert as a strategic partner to senior business and technology leaders.

You will build trusted relationships with C-level executives, including CIOs, CISOs and CTOs, as well as IT infrastructure, security, architecture, and procurement stakeholders. Working closely with Sales Engineering, Sales Development, Marketing, Partner Sales, Customer Success, and executive leadership, you will develop account strategies that generate sustainable growth and long-term customer value.

This is a quota-carrying role for an entrepreneurial, results-oriented enterprise sales professional who thrives in complex customer environments and takes full ownership of commercial outcomes.

What you will do

Key Responsibilities

Strategic Account Development & New Business Acquisition

• Develop and execute strategic account plans for assigned enterprise accounts and high-potential prospects.
• Identify, qualify, and close new-logo opportunities while driving upsell and cross-sell growth within existing customers.
• Build and maintain a healthy pipeline through proactive prospecting, targeted outreach, executive engagement, and collaboration with Sales Development and partners.
• Map customer organizations, identify business sponsors and decision-makers, and develop relationships across multiple functions and buying personas.
• Establish DigiCert as a strategic partner for digital trust, cybersecurity, and enterprise security transformation.

Consultative & Value-Based Selling

• Understand customer business priorities, security challenges, operational requirements, and regulatory obligations.
• Translate complex technical capabilities into clear business outcomes, including risk reduction, operational efficiency, cost optimization, automation, and compliance.
• Position DigiCert's portfolio across PKI, Certificate Lifecycle Management, TLS/SSL, enterprise identity, software and device trust, DNS security, and emerging digital trust requirements.
• Develop compelling value propositions and business cases tailored to each customer's strategic objectives.
• Engage customers on relevant industry developments, including shortening certificate lifetimes, cryptographic agility, post-quantum cryptography, and the growing importance of machine and AI identities.

Enterprise Sales Execution & Deal Management

• Lead complex, multi-stakeholder sales cycles from initial qualification through negotiation, contracting, and close.
• Develop and execute opportunity strategies, including stakeholder mapping, decision criteria, competitive positioning, commercial strategy, and closing plans.
• Apply structured sales methodologies such as MEDDPICC or MEDDIC to qualify opportunities, identify risks, and improve conversion rates.
• Negotiate commercial agreements that deliver sustainable revenue growth and long-term customer value.
• Coordinate internal resources effectively to remove obstacles, accelerate sales cycles, and maximize win rates.

Executive Engagement & Customer Relationships

• Build trusted relationships with senior executives and key decision-makers across IT, cybersecurity, infrastructure, procurement, and business leadership.
• Lead executive-level discussions focused on business priorities, digital trust strategy, security transformation, and long-term technology roadmaps.
• Maintain a strong understanding of customer satisfaction, competitive developments, and potential retention or expansion risks.
• Ensure customer commitments are coordinated with the appropriate technical, implementation, and post-sales teams.
• Represent DigiCert with professionalism and credibility at executive meetings, customer workshops, and industry events.

Partner & Cross-Functional Collaboration

• Work closely with strategic partners, including system integrators, managed service providers, and technology resellers, to identify and develop joint opportunities.
• Build effective relationships with Sales Engineering, Sales Development, Marketing, Customer Success, and Partner Sales to maximize account penetration and revenue potential.
• Leverage partner capabilities and executive sponsorship to accelerate market access and enterprise deal execution.
• Share market intelligence, customer feedback, and competitive insights to strengthen DigiCert's regional go-to-market strategy.

Pipeline Management, Forecasting & Performance

• Own the assigned revenue target and consistently deliver against bookings and new-business objectives.
• Maintain sufficient qualified pipeline coverage through disciplined prospecting and opportunity development.
• Deliver accurate, timely, and transparent forecasts, supported by clear evidence of customer engagement and next steps.
• Maintain high-quality opportunity data, account plans, activity records, and sales forecasts in Salesforce.
• Proactively identify risks, develop mitigation plans, and communicate deal progress and resource requirements to sales leadership.

What you will have

Experience & Track Record

• At least 7+ years of successful, quota-carrying sales experience in enterprise software, technology, cybersecurity, or a related B2B technology environment.
• A proven track record of acquiring new enterprise customers and expanding strategic accounts.
• Demonstrated success managing complex, consultative sales cycles involving multiple stakeholders and senior decision-makers.
• Experience selling subscription-based solutions, enterprise software, managed services, or other multi-year commercial agreements.
• Strong commercial judgment and the ability to manage negotiations, build business cases, and close high-value opportunities.
• Experience with structured sales methodologies such as MEDDPICC or MEDDIC is strongly preferred.

Skills & Competencies

• Executive presence: Ability to establish credibility and build lasting relationships with C-level stakeholders.
• Consultative selling: Strong discovery, listening, questioning, and value-articulation skills.
• Strategic thinking: Ability to translate customer business objectives into actionable account and opportunity strategies.
• Sales discipline: Strong pipeline management, forecasting accuracy, prioritization, and execution.
• Entrepreneurial mindset: Self-motivated, proactive, resilient, and comfortable operating in a dynamic, growth-oriented environment.
• Collaboration: Ability to mobilize cross-functional teams and leverage internal and external resources effectively.
• Technical curiosity: Willingness to develop a strong understanding of cybersecurity, PKI, digital identities, certificate automation, and digital trust technologies.

Education & Languages

• Bachelor's degree or equivalent professional experience.
• Professional fluency in German and English.
• Additional European languages are an advantage.
• Willingness to travel regularly within the assigned territory.

What Success Looks Like

Success in this role means building a sustainable, high-quality enterprise business through new customer acquisition, strategic account expansion, and disciplined execution.

Key indicators of success include:

• Consistent achievement of annual bookings and revenue targets.
• Strong pipeline coverage and accurate forecasting.
• Successful acquisition of new strategic enterprise customers.
• Measurable upsell and cross-sell growth within existing accounts.
• High-quality executive relationships and a strong understanding of customer business priorities.
• Effective collaboration with partners and internal teams.
• Strong customer satisfaction, long-term account development, and sustainable commercial outcomes.

Benefits

• Competitive compensation, including uncapped commission (role-dependent)
• Achievers Club awards and performance-based incentives
• Pension and retirement benefits (location dependent)
• Life insurance and income protection coverage
• Comprehensive health and wellness support, including medical coverage (where applicable), gym reimbursement, and mental wellbeing resources
• Employee Assistance Program with 24/7 confidential support for employees and their families
• Generous paid time off, including holidays and additional leave options
• Family-friendly leave policies, including maternity, paternity, and other supportive leave programs
• Education assistance and professional development opportunities
• Access to LinkedIn Learning and continuous learning resources
• Employee referral bonus program and additional company perks and discounts
• Internal rewards and recognition platform (Motivosity) to celebrate and acknowledge project wins, milestone achievements, and the outstanding contributions of our colleagues
• Business travel insurance and global employee support programs

To protect candidate information and maintain a secure hiring process, all applications must be submitted through our careers portal. Resumes or CVs sent directly via email will not be reviewed or considered.

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