Account Executive

About the role

As an Account Executive at Mercanis, you will be responsible for driving revenue within an existing portfolio of mid-market and enterprise clients. You will manage the full sales cycle for upsell and cross-sell opportunities, navigate complex C-level buying centers, and execute strategic account planning to maximize net revenue retention. This role requires a deep understanding of B2B SaaS sales methodologies and a proactive approach to strategic account growth.

Responsibilities

• Manage the entire sales cycle for upsell, cross-sell, and module expansions within a portfolio of 60-70 existing accounts.
• Analyze accounts to identify white spots and generate qualified expansion pipeline.
• Navigate complex buying centers and build champion networks at the executive level.
• Conduct commercial negotiations and lead business reviews on the C-level.
• Create strategic account plans and position the company as a key software partner.
• Manage deals using established B2B sales methodologies and maintain high forecasting accuracy in the CRM.

Required skills

• B2B SaaS sales
• Account management
• Value-based selling
• C-level negotiation
• Pipeline management
• MEDDPICC
• German
• English

Nice to have

• Procurement software
• SCM software
• SPIN
• Challenger sales

Benefits

• Mentoring
• Team events
• Offsites
• Free meals
• Free rides

About the Company

Mercanis is a fast-scaling tech startup located in the heart of Berlin's startup ecosystem, focused on procurement and supply chain management solutions.