Senior Account Executive (m/w/d)

Secjur

2d•Hybrid

About The Position

SECJUR is a fast-growing Legal-Tech company from Hamburg that has been redefining the compliance market with intelligent technology since 2018. Our AI-powered SaaS platform, the Digital Compliance Office (DCO), supports companies of all sizes with regulatory challenges, including information security, data protection, and AI governance. Compliance doesn't have to be complicated, dry, or purely reactive. Our mission is to create reliable structures through the combination of technology, clear processes, and excellent expertise. Software plus expert services. Our clients buy not just a tool from us, but consulting experience. With our Expert-Managed model, SECJUR experts take on a large part of the compliance work, from ISMS according to ISO 27001 to NIS2, TISAX, and GDPR. We are looking for reinforcement for our sales team in the DACH market as a Senior Account Executive (all genders) as soon as possible and on a permanent basis. Location: remote within Germany, or alternatively in our office in Hamburg.

Requirements

At least 3 years of experience in full-cycle new customer sales of B2B software, with your own quota and demonstrable target achievement per cycle.
Closings in the range of €25,000 to €75,000 annual volume with cycles from weeks to a few months and multiple stakeholders at the table.
Proven self-built pipeline, supported by figures on volume and conversion.
A formal qualification methodology (SPICED, MEDDICC, or comparable) that you apply and can explain in deal reviews.
Business IQ: You understand how a company's business works in an initial conversation, where compliance pressure arises, and where SECJUR creates value. This is the most important skill in this role.
Experience with complex products or regulated markets and the ability to familiarize yourself with ISO 27001, NIS2, GDPR, and TISAX to the extent that customers perceive you as an expert.
Team player: You learn from others, share your experiences, actively seek sparring, and use feedback to your advantage.
Negotiation-level German, fluent English.

Nice To Haves

Sales of software in combination with consulting or expert services.
Prior knowledge in ISO 27001, NIS2, GDPR, or TISAX.
Startup or scale-up experience, ideally with building processes and playbooks, is a plus.
Experience with HubSpot.

Responsibilities

You predictably win new customers and sell the combination of software and expert services.
You build part of your pipeline yourself and are responsible for your forecast.
Customers experience you as an expert on an equal footing, not as a classic salesperson.
You report directly to our Head of Sales.
You are responsible for new business in the DACH medium-sized sector throughout the entire cycle: initial contact, discovery, demo, offer, negotiation, closing.
You conduct discovery calls with IT management, information security officers, and managing directors using a fixed methodology (SPICED) and decide afterward whether a deal belongs in the pipeline.
You choose the appropriate service model with your customers, Expert Managed or Self-Service, based on capacity, time pressure, and know-how, and justify the choice to management.
You build part of your pipeline yourself: outbound to target accounts, partners, referrals, and events.
You close your deals with a Mutual Action Plan together with your customers, not through offers and follow-ups.
You are responsible for your quota, submit a forecast weekly that you stand behind, and keep HubSpot stages, close dates, and next steps up-to-date daily.
You work closely with Product, Customer Success, and the Expert team.
You feed back objections, wording, and deal learnings to the team and help develop the pitch for Expert Managed.
You consistently use AI in research, preparation, and follow-up.

Benefits

Attractive compensation model consisting of a fixed salary plus performance-oriented commission.
Meaningful role at the interface of law, technology, and SaaS.
Exciting growth environment with real scope for development.
Modern, dog-friendly office in Hamburg or remote work within Germany.
Flexible working hours for your individually best performance.
Unlimited vacation for fresh energy.
Growing together, celebrating together: regular team events and joint workations.
Diverse opportunities for professional and personal development.
Your benefit, your choice: EGYM Wellpass, Urban Sports Club, or Edenred JobRad: lease a dream bike or e-bike, also usable privately.
Attractive conditions through our corporate benefits program.