Account Executive

About the role

As an Account Executive at Mercanis, you will be the primary revenue driver for an existing portfolio of mid-market and enterprise clients. You will manage a dedicated territory of 60-70 accounts, focusing on identifying cross-sell and upsell opportunities, navigating complex buying centers, and closing deals to maximize net revenue retention. This role requires a deep understanding of B2B SaaS sales methodologies and the ability to strategically expand client relationships.

Responsibilities

• Manage the full sales cycle for upsell, cross-sell, and module expansions within a portfolio of 60-70 existing accounts.
• Analyze accounts for white spots and identify new use cases in procurement and supply chain management to generate expansion pipeline.
• Navigate complex buying centers and build networks at the executive level to lead commercial negotiations.
• Create strategic account plans and conduct regular business reviews at the C-level.
• Manage deals using established B2B sales methodologies and maintain high forecasting accuracy in the CRM.

Required skills

• B2B SaaS
• Account Management
• Value-Based Selling
• C-Level Selling
• Sales Forecasting
• German
• English

Nice to have

• MEDDPICC
• SPIN
• Challenger Sales
• Procurement software
• SCM software

Benefits

• Mentoring
• Team events
• Offsites
• Free meals
• Transportation support

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 software.