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 your territory, identifying cross-sell and upsell opportunities while navigating complex C-level buying centers. Your goal is to maximize net revenue retention through strategic account planning and effective deal execution.

Responsibilities

• Manage the entire sales cycle for upsell, cross-sell, and module expansions for a portfolio of 60-70 existing accounts.
• Analyze accounts to identify white spots and generate qualified expansion pipeline.
• Navigate complex buying centers and build networks at the executive level.
• Conduct commercial negotiations and lead contract renewals.
• Create strategic account plans and perform regular business reviews on the C-level.
• Maintain high forecasting accuracy in the CRM using established sales methodologies.

Required skills

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

Nice to have

• Procurement software
• SCM software
• MEDDPICC
• SPIN
• Challenger sales

Benefits

• Mentoring
• Bonus scheme
• VSOP
• Team events
• Offsites
• Uber Eats meals
• Uber 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.