Account Executive – Strategic Accounts / Expansion (Install Base), DACH
About Ultimo
Ultimo provides enterprise asset management software used by asset-intensive organisations to manage, maintain, and optimise physical assets across sites and regions.
Customers operate complex, operationally critical environments. Ultimo’s software is deeply embedded in daily operations - it is part of the operational backbone, not a discretionary tool.
Ultimo is part of IFS, providing long-term backing, global scale, and continued investment - while retaining its own product focus, customer intimacy, and entrepreneurial, scale-up operating model.
This combination allows Ultimo to grow with autonomy and pace, without early-stage risk.
Account Executive - Strategic Accounts / Expansion (Install Base), DACH
German-speaking Enterprise Customers
Germany-focused DACH | Remote / Hybrid / Bavaria
Why this role exists
Ultimo builds enterprise asset management (EAM) software for organisations where physical assets sit at the heart of operations - manufacturing, industrials, utilities, and infrastructure.
This is mission-critical software. It supports uptime, safety, compliance, and long-term asset performance in environments where operational failure is not an option.
In the DACH region, Ultimo has a meaningful and growing install base of enterprise customers. Many of these organisations operate across multiple sites, plants, and business units - creating significant opportunity for expansion, standardisation, and enterprise-wide adoption.
We are hiring an Account Executive - Strategic Accounts / Expansion to focus on growing existing customers across the German-speaking DACH market, with a primary focus on Germany. German is used regularly in customer-facing conversations.
This is not a net-new logo role. It is a relationship-led, value-driven expansion role.
Why join Ultimo now
Ultimo is moving from legacy success to intentional growth.
In DACH, long-standing customer relationships and strong product adoption have created a solid foundation. Leadership is now focused on unlocking significantly more value from existing customers by:
- Expanding deployments across sites and regions
- Elevating conversations from operational use cases to enterprise value
- Strengthening executive-level relationships
- Driving more structured, value-led expansion motions
For an experienced expansion-focused AE, this is an opportunity to:
- Work with customers who already trust the product
- Own meaningful, long-term commercial relationships
- Drive enterprise-level outcomes, not transactional renewals
- Play a central role in how Ultimo grows its footprint in DACH
Your mandate (Strategic Accounts / Expansion Focus)
As an Install Base / Expansion Account Executive, you will:
- Own and grow a portfolio of existing enterprise customers (Bestandskunden) across a Germany-focused DACH territory
- Expand accounts across additional sites, plants, business units, and use cases
- Lead complex upsell and cross-sell sales cycles end-to-end
- Build and maintain strong executive-level relationships within customer organisations
- Identify opportunities to standardise and scale Ultimo deployments enterprise-wide
- Translate operational challenges (uptime, compliance, asset performance, cost control) into long-term commercial value
- Work closely with Customer Success, Pre-Sales, and Product teams to drive outcomes
- Act as a trusted commercial partner to customers over multi-year relationships
This role is about deepening value, not chasing volume.
How you’ll operate at Ultimo
Ultimo operates like a scale-up inside a serious enterprise software business:
- High autonomy and trust
- Clear accountability for outcomes
- Short decision paths and direct access to leadership
The sales organisation operates in a CRM-first, disciplined environment, designed to support high-quality selling and sound judgement - not bureaucracy.
You’ll be expected to manage relationships thoughtfully, plan accounts strategically, and operate with long-term perspective.
What we’re looking for
This role will suit someone who can demonstrate:
- Experience managing and expanding enterprise or strategic accounts
- Proven success driving upsell and cross-sell within existing customers
- Strong consultative, value-based selling capability
- Comfort operating in complex, multi-stakeholder customer environments
- Ability to build credibility with operational leaders and executive stakeholders
- Strong account planning and relationship management skills
- Commercial judgement, patience, and resilience
Experience selling into manufacturing, industrial, or asset-intensive environments is a strong plus - but sales craft and relationship maturity matter more than sector background.
Fluency in German and English is a must (customer-facing role).
What success looks like
12-18 months in, success looks like:
- Meaningful revenue growth across existing enterprise customers
- Deeper, broader Ultimo deployments within key accounts
- Strong executive relationships and long-term customer trust
- Recognition as a strategic partner internally and externally
- Tangible contribution to Ultimo’s growth in the DACH region
Compensation & practicalities
- Competitive base salary + commission
- Performance incentives aligned to expansion outcomes
- Flexible remote / hybrid working model
- Travel across Germany / DACH as required
- Standard benefits package
Details will be shared transparently during the process.
The invitation
If you’re motivated by building long-term enterprise relationships, expanding value within existing customers, and owning strategic accounts in a serious software business - we would love to hear from you.