Senior Account Executive – Mid Market​/Expansion; Install DACH

Senior Account Executive – Mid Market / Expansion (Install Base), DACH

Ultimo is an industry‑leading SaaS EAM platform used by 2,000+ organisations globally to maximise uptime, control costs, and operate safely.

The platform is modular, scalable, and deeply embedded in operational environments – from manufacturing plants and production lines to logistics fleets and critical infrastructure.

Ultimo is part of IFS, a global enterprise software company with 6,000+ employees. This provides long‑term backing, scale, and continued investment – while Ultimo retains the agility and focus of a dedicated product organisation.

Ultimo builds enterprise asset management (EAM) software for organisations where physical assets sit at the heart of operations — manufacturing, industrials, utilities, and infrastructure.

This is mission‑critical software. It supports uptime, safety, compliance, and long‑term asset performance in environments where operational failure is not an option.

In the DACH region, Ultimo has a meaningful and growing install base of enterprise customers. Many of these organisations operate across multiple sites, plants, and business units — creating significant opportunity for expansion, standardisation, and enterprise‑wide adoption.

We are hiring an Account Executive – Mid Market / Expansion to focus on growing existing customers across the German‑speaking DACH market, with a primary focus on Germany. German is used regularly in customer‑facing conversations.

This is not a net‑new logo role. It is a relationship‑led, value‑driven expansion role.

Ultimo is moving from legacy success to intentional growth.

In DACH, long‑standing customer relationships and strong product adoption have created a solid foundation. Leadership is now focused on unlocking significantly more value from existing customers by:

• Expanding deployments across sites and regions
• Elevating conversations from operational use cases to enterprise value
• Strengthening executive‑level relationships
• Driving more structured, value‑led expansion motions

For an experienced expansion‑focused AE, this is an opportunity to:

• Work with customers who already trust the product
• Own meaningful, long‑term Mid Market commercial relationships
• Drive Commercial‑level outcomes, not transactional renewals
• Play a central role in how Ultimo grows its footprint in DACH

As an Install Base / Expansion Account Executive, you will:

• Own and grow a portfolio of existing Commercial Mid Market customers (Bestandskunden) across a Germany‑focused DACH territory
• Expand accounts across additional sites, plants, business units, and use cases
• Lead complex upsell and cross‑sell sales cycles end‑to‑end
• Build and maintain strong executive‑level relationships within customer organisations
• Identify opportunities to standardise and scale Ultimo deployments enterprise‑wide
• Translate operational challenges (uptime, compliance, asset performance, cost control) into long‑term commercial value
• Work closely with Customer Success, Pre‑Sales, and Product teams to drive outcomes
• Act as a trusted commercial partner to customers over multi‑year relationships

This role is about deepening value, not chasing volume.

Ultimo operates like a scale‑up inside a serious Commercial software business:

• High autonomy and trust
• Clear accountability for outcomes
• Short decision paths and direct access to leadership

The sales organisation operates in a CRM‑first, disciplined environment, designed to support high‑quality selling and sound judgement — not bureaucracy.

You’ll be expected to manage relationships thoughtfully, plan accounts strategically, and operate with a long‑term perspective.

This role will suit someone who can demonstrate:

• Experience managing and expanding Mid Market accounts
• Proven success driving upsell and cross‑sell within existing Mid Market customers
• Strong consultative, value‑based selling capability
• Ability to build credibility with operational leaders and executive stakeholders
• Strong account planning and relationship management skills
• Commercial judgement, patience, and resilience

Experience selling…