Account Executive - DACH

Description

TrueNAS is redefining enterprise storage by delivering proven data resilience, performance, and flexibility without the complexity or constraints of legacy solutions. As the most deployed storage platform in the world, TrueNAS already powers critical data storage infrastructure for businesses, research institutions, and government agencies across 200+ countries and millions of users. Our mission is simple: to become the most trusted name in data storage.

Originally founded in Silicon Valley in 2002 under the name iXsystems, TrueNAS is a profitable, independent company with a culture rooted in trust, curiosity, technical excellence, and continuous improvement. Whether you work remotely or on-site, you’ll be part of a team that values collaboration and meaningful impact - where people come before profit, and bold ideas drive the future of data infrastructure.

If you’re ready to help shape the future of enterprise storage, we’d love to connect.

The Opportunity: The DACH Account Executive is a pivotal role for our EMEA expansion strategy, representing our growth into one of Europe's most strategic and lucrative enterprise technology markets. As our dedicated DACH market specialist, you'll be responsible for driving revenue growth across Germany, Austria, and Switzerland - markets that collectively represent over $15B in enterprise storage spending annually.

Market Position: DACH represents our largest addressable market in EMEA, with strong demand for cost-effective, reliable storage solutions driven by digital transformation initiatives, regulatory compliance requirements (GDPR, DSGVO), and growing adoption of hybrid cloud architectures. You'll work closely with strategic channel partners and directly with enterprise customers to establish TrueNAS as the preferred alternative to traditional storage vendors.

This is a remote position in Germany. 

Base Pay Range

The On-Target-Earnings for this position range from € 136,400 to  € 213,125 annually.

Please note that the provided range reflects the pay spectrum for positions within the same job category as the one to which this position belongs. The final offer will consider various factors, such as location, education, and prior experience, to ensure a comprehensive and fair compensation assessment. 

TrueNAS offers a comprehensive package of benefits including health, dental, vision, disability, and life insurance, paid time-off, 401(k), health and flexible spending accounts, stock purchase plan and more.

Expected Posting Timelines

This position will be open for a minimum of 5 days, a maximum of 90 days.

The Day-to-Day

The essential functions and responsibilities for this position include, but are not limited to, the following. Other duties may be assigned as needed.

Revenue Generation & Territory Management

• Achieve Annual and Quarterly Sales KPIs with targets of $3M+ bookings in Year 1, scaling to TBD in Year 2
• Develop and execute comprehensive territory strategy for Germany, Austria, and Switzerland markets
• Respond to and qualify inbound inquiries while proactively generating outbound pipeline through strategic prospecting
• Discover and determine end-user business objectives - elevate conversations from technical requirements to strategic business outcomes and ROI
• Produce and deliver compelling quotes and proposals that position TrueNAS value proposition against competitive alternatives
• Actively generate sufficient pipeline (4x coverage ratio) to achieve new business sales booking goals and KPIs

Strategic Account Management

• Manage up to 5 strategic enterprise accounts ($500K+ annual potential) with focus on providing outstanding customer service and expanding within organizations
• Identify and develop additional business opportunities within existing accounts through comprehensive account mapping and stakeholder engagement
• Build and maintain C-level relationships with key decision-makers and influencers across target accounts
• Develop account-specific value propositions that address unique business challenges, compliance requirements, and growth objectives
• Coordinate complex, multi-stakeholder sales cycles common in DACH enterprise procurement environments

Competitive Excellence

• Demonstrate consistent winning track record when competing against Fortune 100 tech companies (Dell EMC, NetApp, HPE, Pure Storage)
• Maintain deep understanding of TrueNAS value propositions, product roadmap, and competitive differentiation in DACH markets
• Effectively communicate and present the TrueNAS vision, benefits, and Open Source economics to prospects, customers, and partners
• Maintain current knowledge of competitive landscape, pricing strategies, and market positioning
• Develop territory-specific competitive battle cards and objection handling strategies

Technical Customer Engagement

• Engage with customer and prospect technology teams to effectively communicate and educate end users and decision-makers about TrueNAS solutions
• Collaborate closely with Sales Engineer to deliver technical presentations, proof-of-concepts, and solution architectures
• Coordinate customer demonstrations and technical evaluations that showcase TrueNAS capabilities for specific use cases
• Support complex technical sales processes from initial discovery through implementation planning
• Ensure customer technical requirements are accurately captured and addressed in solution proposals

Channel Partnership Development

• Collaborate with Channel Manager on development and execution of partner strategies for DACH region
• Qualify and approve Deal Registrations generated by approved channel partners
• Support joint customer engagements with strategic partners to maximize win rates and deal velocity
• Participate in partner events, training sessions, and joint marketing activities to strengthen partner relationships
• Provide partner feedback to improve channel program effectiveness and partner satisfaction

Sales Process Excellence

• Handle end-to-end complex sales processes from Sales Accepted Lead through contract execution and customer onboarding
• Maintain accurate pipeline management and forecasting within Salesforce CRM system
• Document all sales activities, customer interactions, and competitive intelligence for team learning and process improvement
• Participate in regular sales reviews with management to ensure goal achievement and process optimization
• Contribute to sales team best practices and knowledge sharing across EMEA organization

Education and Experience

We have identified the following programs, experience, and knowledge that have helped others find success in this role at iXsystems. We understand though that knowledge comes from many forms of learning and experiences. Above all, we consider a person’s potential impact in the role and value their unique path to this point in their career.

Required:

• 5+ years of enterprise B2B sales experience in DACH markets with consistent track record of quota achievement
• $3M+ annual bookings experience in technology sales, preferably infrastructure, storage, or software solutions
• Proven success selling technical solutions to enterprise customers including IT departments and C-level executives
• DACH market experience with established customer and partner relationships preferred
• Complex sales cycle expertise with experience managing multi-stakeholder enterprise procurement processes

Preferred:

• Training in one or more sales methodologies: Challenger Sale, Gap Selling, Force Management, MEDDPICC
• Experience with Open Source business models and enterprise software sales
• Background in data storage, virtualization, or cloud infrastructure technologies
• Previous experience building territories in emerging or high-growth markets
• Multilingual capabilities beyond German and English
• Based in Germany and willingness to travel extensively (40-60%) throughout DACH region for customer meetings and partner events

Equal Employment Opportunity:

iXsystems DBA TrueNAS, Inc provides equal employment opportunities to all employees and applicants in all company facilities without regard to race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental and intellectual disability, age, military status or status as a Vietnam-era or special disabled veteran, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer-related or HIV/AIDS-related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.