Senior Account Executive

• Acquire new customers among mid-sized companies in the DACH region across the full sales cycle
• Conduct initial calls, discovery, demos, proposals, negotiations, and closing activities
• Conduct discovery calls with IT leaders, information security officers, and executive management using SPICED
• Decide whether opportunities should be added to the pipeline
• Select and justify the appropriate service model: Expert Managed or Self-Service
• Build part of the pipeline through outbound prospecting of target accounts, partners, referrals, and events
• Lead deals to close together with customers using a Mutual Action Plan
• Own your quota and submit weekly forecasts
• Update stages, close dates, and next steps in HubSpot daily
• Work closely with Product, Customer Success, and the expert team
• Share objections, messaging, and deal learnings with the team
• Help develop the pitch for Expert Managed services
• Consistently use AI for research, preparation, and follow-up
• Report directly to the Head of Sales

• At least 3 years of experience in full-cycle new business sales for B2B software
• Experience owning an individual quota with demonstrable target achievement in each sales cycle
• Experience closing deals with annual contract values of €25,000 to €75,000, sales cycles ranging from several weeks to a few months, and multiple stakeholders
• Demonstrated ability to build a pipeline independently, supported by figures on volume and conversion rates
• Experience with a formal qualification methodology such as SPICED, MEDDICC, or comparable frameworks
• Business acumen: understanding how companies operate, where compliance pressure arises, and where SECJUR creates value
• Experience selling complex products or working in regulated markets
• Ability and willingness to become familiar with ISO 27001, NIS2, GDPR, and TISAX
• Team player who is eager to learn, shares experience, actively engages in sparring, and is receptive to feedback
• Business-fluent German
• Fluent English
• Experience selling software combined with consulting or expert services (nice to have)
• Prior knowledge of ISO 27001, NIS2, GDPR, or TISAX (nice to have)
• Startup or scale-up experience, ideally including the development of processes and playbooks (nice to have)
• Experience with HubSpot (nice to have)

• Attractive compensation package consisting of a base salary plus performance-based commission
• Meaningful role at the intersection of law, technology, and SaaS
• Exciting growth environment with genuine opportunities to shape the business
• Modern, dog-friendly office in Hamburg or remote work from anywhere in Germany
• Flexible working hours to help you perform at your best
• Unlimited vacation for the energy and recovery you need
• Regular team events and shared workations
• Diverse opportunities for professional and personal development
• EGYM Wellpass, Urban Sports Club, or Edenred
• JobRad: lease your dream bicycle or e-bike, also for private use
• Attractive discounts through our corporate benefits program