Account Executive (AE) | DACH (d/f/m)

WHO YOU ARE

• You’ve sold B2B software, and you can walk through your own numbers from memory: quota, attainment, average deal size, how long your ramp took
• You’ve built something that didn’t exist before you — a segment, a first playbook, a function nobody had staffed, a company of your own. You’re more comfortable without a playbook than with an inherited one
• You use AI as more than a better search engine. You’ve built your own automations, workflows, or tools, and you can name what you shipped and what came of it
• You’ve been close to how electronics or physical products actually get made — manufacturing, hardware, or supply chain. A bonus rather than a must, and the strongest single signal we look for, because it’s what lets you find the pain before a customer names it
• You’re consultative by instinct. Our buyers rarely arrive knowing they have a problem worth solving, so short cycles with demo-ready buyers aren’t the motion here
• You work in German and English at a professional level. Discovery, demos, and negotiation happen in German; the company runs in English

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 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.

🇪🇺 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). Our sales team meets in the office three days per week. Occasional travel for team retreats and industry events (expenses covered).

WHOM YOU'LL BE WORKING WITH

• Clifton Lobo https://www.linkedin.com/in/cliftonlobo/, VP Global Sales — Your manager who'll coach you on deal strategy and career progression
• Sebastian Schaal https://www.linkedin.com/in/sebastian-schaal/, Co-Founder — Provides strategic guidance on positioning and pricing
• Inga Schwarz https://www.linkedin.com/in/inga-schwarz/, Team Lead and Pioneer AE for OEM — Your primary partner in building the OEM sales playbook
• Max Hungenbach https://www.linkedin.com/in/maxhungenbach/ and RevOps — Provide CRM support, dashboards, and sales enablement
• Marketing, Customer Success & Product teams — Regular collaboration on campaigns, customer onboarding, and product roadmap

💡 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 https://medium.com/startup-grind/why-we-banned-requirements-from-our-job-descriptions-33a774e1a1c2.

⚡️ ABOUT LUMINOVO

Luminovo is the first electronics supply chain platform that unites all data, processes, and stakeholders in the trillion-dollar electronics industry https://luminovo.com/resources/blog/a-short-primer-on-the-electronics-industry?utm_campaign=employer_branding&utm_source=candidate-traffic.

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 https://luminovo.com/resources/blog/luminovo-raises-eu11-million-in-seed-funding-to-fix-the-broken-electronics-value-chain-with-transformative-software-suite.

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 https://www.kununu.com/de/luminovo and Glassdoor https://www.glassdoor.de/Bewertungen/luminovo-ai-Bewertungen-E2039308.htm.

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Posted Nov 01, 2026

Posted Nov 01, 2026

Source: Statistisches Bundesamt (Destatis), table; dl-de/by-2-0; StarIn's calculation