Enterprise Account Executive

    Illumio

    🇩🇪 Germany
    SaaS
    Base + Commission
    See your match score
    Posted 2 weeks ago
    Work Type

    On-site

    Vertical

    SaaS

    Source

    arbeitnow

    Language

    🇩🇪 German

    About this role

    Onwards Together!Illumio is the leader in ransomware and breach containment, redefining how organizations contain cyberattacks and enable operational resilience.

    Powered by the Illumio AI Security Graph, our breach containment platform identifies and contains threats across hybrid multi-cloud environments – stopping the spread of attacks before they become disasters.Recognized as a Leader in the Forrester Wave™ for Microsegmentation, Illumio enables Zero Trust, strengthening cyber resilience for the infrastructure, systems, and organizations that keep the world running.Location: Germany (Remote)Our Team's Vision:Illumio’s Sales team is building the next chapter of cybersecurity by helping organizations contain breaches, stop lateral movement, and build cyber resilience across hybrid, cloud, endpoint, and critical environments.

    We partner with some of the world’s most complex enterprises to connect Illumio’s breach containment platform to measurable business outcomes—from ransomware containment and Zero Trust Segmentation to application visibility, cloud modernization, and resilience in the AI era.By joining our high-growth Sales organization, you will work alongside driven, collaborative professionals who are passionate about helping customers reduce cyber risk and protect what matters most.

    Our team brings curiosity, accountability, and executive-level storytelling to every customer conversation, helping organizations understand their environments, prioritize risk, and take action before attacks become cyber disasters.

    If you are motivated by meaningful customer impact, continuous growth, and the opportunity to help define the future of breach containment, Illumio is the place to build your next chapter.Your Impact:Serve as an Enterprise Account Executive in the Illumio field organization, finding and creating new sales opportunities within our target accounts and leading a virtual team of Illumio people and external partners to win those opportunitiesCreate and ex

    Selling Motion

    Sales Cycle

    Enterprise

    6–18 month cycles, complex multi-stakeholder deals

    Prospecting

    Channel / Partner

    Sell through partners, resellers, or alliances

    Buyer Persona

    C-Suite

    Selling to executive decision-makers

    Territory

    Named Accounts

    Pre-assigned list of target companies

    Typical Day — Account Executive

    Stakeholder meetings3–5/week
    Executive presentations2–3/week
    Business cases & RFPs1–2/week
    Forecast & pipeline2×/week
    Champion coachingDaily

    Estimates based on role type and selling motion — actual may vary by company.

    Role Signals

    Green Flags

    ✓
    Remote Friendly

    Location flexibility

    SaaS — Interview Intel

    Typical Sales Cycle

    30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)

    Common Buyer Objections

    • "We're locked into a contract with [competitor]"
    • "We built something in-house already"
    • "We don't have budget until next quarter"
    • "Our team won't adopt another tool"

    Key Industry Metrics

    ARR / MRRNet Revenue Retention (NRR)CAC Payback PeriodLogo Churn vs Revenue ChurnACV (Avg Contract Value)Magic Number

    Hot Topics to Reference

    • • AI-native product disruption
    • • PLG vs sales-led motion debate
    • • Vertical SaaS consolidation
    • • Usage-based pricing models

    Use these insights to speak the buyer's language in interviews.

    Tags

    Sales
    —

    Walk me through your discovery process.

    Template question
    —

    How do you handle a prospect who goes silent mid-deal?

    Template question
    —

    Tell me about your largest closed deal and the sales cycle.

    Template question
    —

    How do you build business cases for stakeholders?

    Template question
    —

    Describe a deal you lost and what you learned.

    Template question
    Research Illumio's product, recent news, and key competitors
    Prepare metrics: quota attainment %, average deal size, win rate
    Practice a 2-minute product demo pitch for a mock discovery call
    Research typical OTE splits for this role level and negotiate accordingly
    Review the job description and map your experience to each requirement
    Role Insights

    This Account Executive position at Illumio involves managing the full sales cycle from prospecting through close.

    SaaS sales roles typically involve consultative selling with longer deal cycles.

    The German market values structured sales processes and typically offers strong base salaries alongside performance incentives.

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