Account Executive | DACH Territory (d/f/m) at Luminovo

🤓 YOUR OPPORTUNITY Luminovo is scaling its OEM sales motion across Europe and we need an Account Executive who will be instrumental in defining how we sell our software to electronics designers worldwide. This isn't just another AE role. You'll join as one of the pioneers alongside Inga, our first OEM-focused seller and now Team Lead, to establish our playbook for a customer segment that represents massive growth potential. Unlike traditional transactional sales, you'll be selling complex supply chain software to technical buyers—requiring deep discovery, consultative selling, and the ability to prove measurable ROI in a trillion-dollar industry. You'll sell software that directly impacts how electronics companies—from automotive suppliers to industrial equipment manufacturers—manage their complete electronics supply chain. The impact is tangible, the industry is fascinating, and the growth trajectory is yours to shape. 🚀 THE OPPORTUNITY GAP If you're ready to evolve from simply executing a sales playbook to building one, this is your chance. You'll start by building strategic, consultative partnerships with mid-market and enterprise customers, mastering the OEM sales motion and progressively take on larger deals, more complex stakeholder environments. Eventually, you'll mentor junior AEs as we scale the team. This role is designed as a clear progression path toward becoming an Enterprise AE and/or Team Lead at Luminovo. Your potential growth path: - Months 1-6: Master the product, close your first 5-10 deals, build your DACH network - Months 6-18: Take on larger deals, navigate complex stakeholder environments, mentor BDRs - 18+ months: Transition to Enterprise AE (€100k+ deals), own strategic accounts, mentor junior AEs 🇪🇺 YOUR TERRITORY You'll primarily cover the German-speaking market (DACH), with some English-speaking territories. Fluency in 🇩🇪 German and 🇬🇧 English is essential. 📍 WORK LOCATION Munich headquarters or Berlin satellite office (both in hybrid setup with home-office flexibility). Occasional travel for team retreats and industry events (expenses covered). WHOM YOU'LL BE WORKING WITH - Clifton Lobo, VP Global Sales — Your manager who'll coach you on deal strategy and career progression - Sebastian Schaal [Upgrade to PRO to see link] Co-Founder — Provides strategic guidance on positioning and pricing - Inga Schwarz, Team Lead and Pioneer AE for OEM — Your primary partner in building the OEM sales playbook - Catharina Kuhwald [Upgrade to PRO to see link] Chief of Staff — Driving our OEM GTM motion as project leader - Max Hungenbach and RevOps — Provide CRM support, dashboards, and sales enablement - Marketing, Customer Success & Product teams — Regular collaboration on campaigns, customer onboarding, and product roadmap YOUR PERFORMANCE OBJECTIVES 📣 GENERATE PIPELINE - Build your network. Connect with 50+ relevant decision-makers at electronics manufacturers per quarter through industry events, LinkedIn, and targeted outreach. Establish Luminovo's presence at 2-3 key industry fairs annually. - Generate qualified pipeline. Create €240k-€400k in qualified pipeline ARR per quarter (depending on seniority) through outbound prospecting, events, and inbound lead qualification using SPICED discovery. - Qualify with precision. Run customer-centric discovery to uncover Situation, Pain, Impact, Critical event, and Decision criteria. Quantify potential value before investing in lengthy sales cycles. 💪 CLOSE OPPORTUNITIES - Inspire with demos. Deliver product demonstrations tailored to each customer's pain points. Clearly articulate our competitive positioning. - Prove measurable value. Collaborate with domain experts to run workshops that demonstrate ROI through concrete impact calculations (time savings, cost reductions, efficiency gains). - Close strategically. Guide prospects through complex buyer journeys, map stakeholders, and turn negotiations into win-win outcomes. Close €60k-€100k in new ARR per quarter (depending on seniority) with smooth handovers to Customer Success. 💡 BUILD EXPERTISE - Become an industry insider. Develop deep knowledge of electronics supply chains and feed customer insights back to product teams. - Master consultative selling. Make SPICED your guiding principle and build expertise in technical SaaS sales with longer cycles and multi-stakeholder decisions. 📈 LEAD BY EXAMPLE - Own your metrics. Monitor pipeline health, conversion rates, and deal velocity. Use data to consistently hit quarterly targets. - Enable your peers. Mentor junior AEs through shadowing and deal reviews. Contribute to our sales playbook. - Embrace feedback. Reflect on every major customer interaction and proactively seek coaching to maximize impact. 💡 SKILLS, KNOWLEDGE, AND EXPERTISE Just so you know—we purposefully did not create a standard list of minimum qualifications for this role. We care much more about your motivation and ability to help us accelerate technical progress than we care about your CV. If you're interested to find out more about why we banned requirements from our performance profiles—see here. ⚡️ ABOUT LUMINOVO Luminovo is the first electronics supply chain platform that unites all data, processes, and stakeholders in the trillion-dollar electronics industry [Upgrade to PRO to see link] We fundamentally believe that technology is the best tool that humankind has developed to tackle the biggest challenges we face as a society today. And we want to do our share in accelerating technological progress. We bring innovations to life faster and cheaper by creating a more connected and resilient electronics supply chain. To date, over 300 active customers worldwide are working with us towards this shared goal. Supported by leading investors such as Cherry Ventures, General Catalyst/LaFamiglia, Chalfen Ventures, and others, we have raised more than €20 million [Upgrade to PRO to see link] Our core principles: putting people first & building great things As a remote-first company headquartered in Munich, our brilliant team is spread across cities including Munich, New York, Austin, Calgary, Berlin, London, Valencia, Nairobi, and Verona, among others. 🌍 Our team includes a mix of product enthusiasts, people advocates, business masterminds, and engineering experts. Among us are graduates from institutions like Stanford University and the University of Cambridge, as well as talented individuals with unconventional CVs. What matters most is their drive to build great things. We provide an authentic environment based on psychological safety to empower Luminerds from various backgrounds to succeed, grow, and focus on impact. Putting people first means that we deeply care about who our employees are, what makes them unique, and what they excel at. See what employees and candidates have to say about Luminovo on kununu [Upgrade to PRO to see link] and Glassdoor [Upgrade to PRO to see link]