Descripción de la oferta
Build and manage a high‑quality Enterprise pipeline with targeted outbound and executive‑level inbound qualification.
Lead deep discovery across Travel and Spend to quantify pain, value, and ROI; map current processes, data flows, and integrations.
Orchestrate complex evaluations with multiple stakeholders, setting clear timelines, owners, and success criteria (pilot or soft‑launch where needed).
Navigate procurement, legal, and security due diligence; structure pricing and commercial terms aligned to value and policy.
Partner closely with SDRs, Implementation Specialists, and Account Managers to de‑risk go‑live and ensure an effective activation plan.
Maintain rigorous pipeline hygiene and forecasting discipline with crisp next steps and stage exit criteria.
Capture product feedback from the field and channel market insights to Product, influencing the roadmap.
Requirements
4+ years closing complex B2B SaaS deals with multi‑threaded Enterprise cycles for the DACH market.
Proven quota attainment in new business with executive‑level selling and negotiation.
Demonstrated success coordinating cross‑functional work with Legal, Security, RevOps, Implementation, and AM.
Experience selling into Finance/Procurement and IT for platform evaluations that include Spend management and Travel.
Enterprise discovery and value engineering, including ROI/business case creation for Travel and Spend.
Stakeholder mapping, executive communication, and deal strategy across CFO, FP&A, Procurement, IT, and Operations.
Stage discipline, risk management, and precise forecasting.
Strong written and verbal communication in English and German.
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