Account Executive, DACH

We are looking for an ambitious Account Executive to strengthen M-Files’ growing direct sales organization in the DACH region. This is a new position created to support the company’s continued growth and increasing customer demand in the region. The scope of the role can be adapted to the selected candidate’s experience. M-Files is open to both professionals who are still building their careers in complex B2B sales and more experienced Account Executives with a proven track record in enterprise software or solution sales. The position will initially carry the title Account Executive, although an exceptional candidate may be considered directly for a Senior Account Executive title. As an Account Executive, you will play an important role in expanding M-Files’ direct customer base in the DACH market. You will engage prospective customers, identify their information and document management challenges, and demonstrate how M-Files can create measurable value for their business. Basic information Location: Any of the offices in Helsinki, Tampere, Stockholm and Oslo, or remotely in Germany Work model: Very flexible hybrid model, "work from anywhere" policy Travel: Occasional travel, typically 2 trips per quarter Reports to: Senior Sales Director, DACH Employment type: Permanent, full-time position Preferred start: 1.1.2027 (negotiable) Role overview The position is primarily a hunter role focused on winning new customers in the DACH region, with Germany as the main market. You will take ownership of the full sales cycle, from prospecting and discovery through product demonstrations, proposals, negotiations, and closing. Won accounts will generally be transferred to a customer-focused sales colleague over time, although larger and more strategic customers may remain with the Account Executive for longer. M-Files’ direct sales activities focus on medium-sized and large organizations. Key target industries include manufacturing, process and chemical industries, pharmaceuticals, medtech, energy, insurance, and financial services. For a more experienced Account Executive, the role may place greater emphasis on larger enterprise customers, complex RFP and procurement processes, and collaboration with selected strategic partners. A significant part of the role involves identifying customers’ information management challenges and demonstrating how M-Files can create measurable business value. You will conduct discovery discussions and live product demonstrations, supported by Solution Engineers and Services specialists in more complex cases. Key responsibilities and main tasks Prospecting and winning new customer accounts in the DACH region Building, developing, and managing your own sales pipeline Conducting discovery discussions and identifying customers’ information management challenges Connecting customer needs to measurable business value and demonstrating potential return on investment Qualifying opportunities and prioritizing the most commercially viable sales cases Assessing complex document management and business process needs and developing suitable solutions using M-Files Conducting online and on-site product demonstrations for prospective customers Preparing proposals and responding to RFI and RFP processes Managing complex sales cycles and negotiating agreements through to closing Maintaining accurate opportunity and sales activity data in Salesforce Collaborating with Solution Engineering, Services, Legal, Marketing, and Customer Success Working with Microsoft’s regional sales organization and selected local partners Travelling to customer meetings in Germany and Austria when required Knowledge, Skills and Experience – What is M-Files expecting from you? Bachelor's or master's degree, or equivalent experience. High proficiency in German and a fluent level of English is a must (both written and spoken). Proficiency in other Nordic languages is considered an asset. Experience in B2B customer-facing commercial roles such as sales, business development, sales support, consulting, or sales engineering, especially in a technology-focused setting. Previous experience in solution selling is highly desirable. Strong drive to engage new clients and execute effective prospecting strategies. The ability to identify customer challenges, understand business processes, and communicate the value and potential return on investment of a solution. Proactive growth mindset focused on achieving targets and a strong enthusiasm for working in a dynamic and ever-evolving environment. The ability to adapt to different customer situations, purchasing processes, and timelines. Strong communication, presentation, negotiation, and relationship-building skills. Experience using a Customer Relationship Management (CRM) system (e.g Salesforce.com). Working knowledge of Windows-based environments and Microsoft Office applications. Knowledge of the German business environment, including its organizational structures, decision-making proces