Account Executive - DACH - Microsoft Licensing & Solutions (First In Market)
💰 €70,000 to €75,000 base, double OTE (€140,000 to €150,000)
📍 Germany based, home based with travel as needed across DACH and occasional European travel
Company & role
Ten years ago this business did not exist. Today it turns over more than $500m, employs close to 300 people, operates across North America and EMEA, and holds all six Microsoft Solutions Partner designations as a Direct Cloud Solution Provider. Thousands of organisations rely on them for Microsoft licensing, Azure, security, managed support and professional services. That is not a slow burn. That is a business that knows how to grow.
Germany has become their fastest growing market in EMEA. Until now it has been serviced from the wider regional team, which has worked, but it has also made the ceiling obvious. You cannot properly build a market from another country. So they are doing the sensible thing and putting someone on the ground.
That someone is you. You will be the first dedicated commercial hire for DACH, but the runway is already laid. There are German customers on the books, SDRs actively working the market, proven propositions that win elsewhere, and a technical bench that turns up when deals get complicated. Your job is to take all of that and convert it into net new business.
One thing to be clear about. This is a hunting role. Building your own pipeline and closing it is the job, not a portion of it. If prospecting is the part of sales you would rather someone else did, this is not your role. If it is the part you are actually good at, keep reading.
Why This Role Stands Out
This is a genuine step up without the usual catch. Most roles that offer real ownership expect you to have done it twice already. Here you get the market to yourself, with an established brand, proven propositions, existing customers and pipeline support behind you. You are not being asked to prove the company. Just to sell it properly.
You are also landing in the right market at the right time. Germany is already growing faster than anywhere else in their EMEA footprint, so you are pushing a door that is opening rather than one that is stuck.
The comp reflects the ask. Double OTE means real upside for someone who delivers, rather than a modest bonus bolted onto a comfortable base.
There is a proper ceiling above you too. If you want to build a team around you as the market matures, that conversation is open. Sales management is a real pathway here, and being the person who established the region is the strongest possible case for leading it.
You will be set up properly rather than dropped in at the deep end. You report to the EMEA General Manager in the UK, and you will spend an initial period there getting to know the people, the process and how the business actually works before you are running solo.
Beyond that, the portfolio gives you room to sell properly. Licensing, Azure, security, managed support and professional services across mid market, enterprise and multinational customers. You are not pitching one product into one use case.
Key Responsibilities
Own net new customer acquisition across DACH, building pipeline across mid market, enterprise and multinational organisations.
Generate the majority of your own pipeline through direct prospecting, referrals, Microsoft relationships, partners and events, with the SDR function covering the German market alongside you.
Run the full sales cycle from discovery through business case, negotiation and close, engaging stakeholders across technology, procurement, finance, security and executive leadership.
Position the full portfolio across Microsoft licensing, Azure, security, managed support and professional services.
Build visibility across the DACH Microsoft ecosystem, developing relationships with Microsoft stakeholders, channel partners and industry networks.
Use existing German customers to create local references, case studies and repeatable use cases.
Adapt the global sales methodology and value proposition for the local market, refining messaging, campaigns and materials as you go.
Build the prospecting, pipeline and forecasting habits that future commercial hires will run on.
Ideal Experience
Experience selling for a Microsoft partner, CSP, reseller, MSP or Microsoft focused consultancy.
A track record in new business sales with a genuine ability to create your own pipeline rather than relying on inbound.
You actively enjoy prospecting. This is the core of the role and there is no way around it.
Working knowledge of Microsoft licensing, Microsoft 365, Azure, security, managed services or professional services.
Comfortable selling into mid market or enterprise customers and holding your own with commercial and technical stakeholders.
Commercial confidence in conversations around pricing, contracts, licensing and business outcomes.
Fluent German and strong professional English.
Desirable
Existing relationships across the DACH Microsoft, channel or enterprise technology ecosystem.
Experience opening up a new territory, proposition or customer segment.
Exposure to international sales organisations, and selling a mix of licensing, support and professional services.
If you want ownership of a market that is already growing, with the backing to scale it and a real route into leadership behind it, this is worth a conversation.