Senior Strategic Enterprise Account Executive / Market Maker - Germany/DACH

About Optiml

Optiml is transforming real estate with Real Estate Decision Intelligence (REDI), an AI-powered decision technology that helps decarbonize buildings while optimizing asset and portfolio financial performance.

Our platform helps investors, owners, and asset managers make clearer capital allocation and decarbonisation decisions by translating complex regulatory, financial, and technical constraints into actionable renovation and investment plans.

Founded as an ETH Zurich spin-off, Optiml launched its first product in April 2024 and is now scaling across Europe and the US, with teams based in Zurich, London, and across Germany. The company is backed by leading US and European investors, including Innovation Endeavors (the fund of former Google CEO Eric Schmidt), Planet A Ventures, KOMPAS, BitStone Capital, and The Bau Ventures. Following an oversubscribed €8M Seed round, we are accelerating product development and go-to-market execution.

About the role

We are looking for a Senior Strategic Enterprise Account Executive / Market Maker to build and convert enterprise pipeline in Germany / DACH.

This is not a standard demo-led SaaS role. You will create senior access, diagnose strategic pain, run credible Optiml demos independently, navigate complex stakeholder groups, and carry the account from first conversation to commercial close and Delivery handover.

You will sell to senior institutional real estate buyers in a market where trust matters, sales cycles are complex, and client requirements are rarely off-the-shelf. You need to combine commercial hunger, consulting-grade thinking, executive presence, product learning speed, and rigorous sales discipline.

TASKS

Key Objectives

✅ Create qualified enterprise pipeline in Germany / DACH independently by building senior access across asset managers, fund managers, banks, insurers, consultants, large owners, and other institutional real estate stakeholders

✅ Build Optiml's credibility in the German real estate market as the trusted category leader in Real Estate Decision Intelligence

✅ Run senior commercial conversations and Optiml demos without Product support in standard sales situations, adapting the narrative by persona, asset type, use case, and maturity level

✅ Convert complex, non-standard opportunities into closed ARR by managing discovery, value case, stakeholder alignment, mutual action plans, commercial scope, procurement, and contracting

✅ Own the account until Delivery takeover, ensuring expectations, use case, stakeholder map, success criteria, requirements, risks, and implementation assumptions are clear

✅ Feed German / DACH market insight back into GTM and Product, especially around buyer objections, regulatory drivers, partner routes, pricing, and repeatable use cases

Your Responsibilities

1️⃣ Pipeline Creation - Germany / DACH

• Build and own a qualified Germany / DACH enterprise pipeline through targeted account selection, senior outreach, referrals, events, associations, advisors, consultants, and partner routes.
• Develop sharp account theses for priority targets: why this account, why now, which persona, what business pain, what trigger, what value case, and what route to senior engagement.
• Create qualified senior meetings independently with asset managers, fund managers, banks, insurers, REITs, consultancies, owners, and other institutional real estate stakeholders.
• Build and expand a relevant German real estate network quickly, including associations, advisors, consultants, lenders, partners, and market influencers.

Use AI and automation to improve account research, stakeholder mapping, trigger monitoring, outreach preparation, meeting prep, follow-up, and CRM hygiene.

2️⃣ Enterprise Sales Execution - Discovery, Demo, Close

Run structured, consultative enterprise sales cycles end-to-end:

• Run consultative enterprise sales cycles end-to-end: discovery, tailored demo, business case, stakeholder mapping, mutual action plan, proposal, procurement, and close.
• Run high-quality Optiml demos independently without Product support in standard sales situations.
• Sell a fast-moving, category-defining product where client requirements differ and the sales process is rarely repetitive.
• Translate Optiml into German buyer language: NAV protection, Capex efficiency, stranded-asset risk, refinancing pressure, ESG / regulatory exposure, IC readiness, and governance-grade decisioning.
• Maintain strong deal control through qualification, stakeholder mapping, mutual action plans, commercial next steps, pricing discipline, and realistic forecasting.

3️⃣ Stakeholder & Committee Navigation

• Engage credibly with senior buying personas across Asset Management, Fund Management, Sustainability, Finance, Transactions, Investment, Banking, Insurance, and Real Estate Strategy.
• Operate confidently in executive and committee-style environments with conservative, senior, and highly analytical buyers.
• Diagnose the real problem before pitching: decision credibility, capital allocation, portfolio risk, stranded-asset exposure, refinancing pressure, delivery feasibility, or governance burden.
• Create urgency without overselling by helping buyers understand the commercial cost of delay and the risk of fragmented consulting outputs, static plans, or spreadsheet-based decisioning.
• Multithread accounts proactively and identify economic buyers, champions, blockers, technical stakeholders, procurement paths, and expansion routes.

4️⃣ Account Ownership Until Delivery Handover

• Own the customer relationship until Delivery takes over, ensuring the account is commercially and operationally ready for onboarding.
• Prepare clean handovers to Delivery / CS, including stakeholder map, use case, success criteria, commercial scope, product assumptions, known gaps, risks, timeline, and expansion potential.
• Stay close during early onboarding where needed to protect trust, reinforce value, and ensure the customer experience matches what was sold.
• Manage client requirements carefully in a fast-moving product environment and align internally before committing to non-standard requests.
• Support early expansion signals by tying the initial use case to broader account and portfolio penetration logic.

5️⃣ GTM Feedback & Category Building

• Feed structured market insight back into ICP, persona messaging, packaging, pricing, roadmap, demo flows, objection handling, and competitive positioning.
• Identify Germany / DACH-specific buying triggers, objections, regulatory drivers, partner opportunities, and market narratives.
• Help build repeatable sales assets: account plans, persona talk tracks, demo narratives, business-case examples, objection responses, and handover templates.
• Partner with Marketing / PR on executive events, thought leadership, case studies, and category-building campaigns.
• Act as a commercial voice of the market: clear, structured, evidence-based, and useful to Product, Delivery, Marketing, and leadership.

REQUIREMENTS

Must Have

✔ 5–10 years of relevant professional experience in enterprise sales, strategic business development, consulting, institutional real estate, real estate finance, ESG / sustainability, climate tech, PropTech, enterprise data, or complex B2B SaaS

✔ Strong university degree, ideally in Business, Finance, Real Estate, Economics, Engineering, Architecture, Sustainability, or a related field

✔ Experience at a high-performance organisation such as a strategy consultancy, real estate advisory firm, institutional asset / fund manager, real estate bank, infrastructure / energy transition business, enterprise SaaS company, PropTech, ESG / climate data platform, or similarly demanding environment

✔ Proven ability to generate enterprise pipeline independently — not only working inbound, founder-led opportunities, or inherited accounts

✔ Credibility with senior stakeholders and the ability to hold your own with German institutional real estate buyers, including asset managers, fund managers, banks, insurers, consultants, owners, or investment committees

✔ Ability to run complex demos and senior commercial conversations independently, learning product detail fast and managing client-specific requirements without relying on Product in standard sales cycles

✔ Strong diligence and sales discipline: structured account plans, stakeholder maps, MEDDPICC-style qualification, clean CRM, clear next steps, reliable follow-up, and realistic forecasting

✔ Native-level German and strong business English

✔ Willingness to work at founder-stage intensity: high ownership, high pace, high preparation, frequent travel, and readiness to do the unglamorous work required to build a market

Nice to Have

✔ Existing network in German institutional real estate, especially across asset managers, fund managers, listed real estate, banks, insurers, consultants, large owners, lenders, or industry associations

✔ Previous experience in enterprise SaaS, PropTech, ESG / climate tech, enterprise data, real estate finance, real estate consulting, banking, insurance, infrastructure, or energy transition

✔ Exposure to DACH real estate regulation, decarbonisation, ESG reporting, Capex planning, portfolio steering, financing, or valuation topics

✔ Professional credibility signals such as MRICS/RICS, CFA, CAIA, EBS / IREBS / REM / real estate finance background, or comparable qualifications

✔ Experience working in early-stage or scale-up environments where product, category, and sales playbook were still evolving

You are not a fit if

❌ You need SDRs, inbound demand, or founder introductions to create pipeline

❌ You are mainly a demo-runner and need Product in the room to be credible

❌ You prefer mature, repetitive, off-the-shelf sales motions

❌ You are uncomfortable with senior, skeptical, or committee-style buyers

❌ You treat CRM, notes, forecasting, and follow-up as admin rather than core sales work

❌ You need a narrow job description and clear boundaries before taking action

❌ You are not willing to work at high intensity in a founder-stage commercial environment

BENEFITS

Category-defining role: help build Real Estate Decision Intelligence in one of Europe's most important real estate markets

⚙️ High ownership: build the Germany / DACH enterprise motion and work closely with founders, Product, Delivery, Marketing, and leadership

Commercial impact: create senior pipeline, shape the market narrative, and directly contribute to closed ARR

Learning and growth: work at the intersection of real estate, finance, sustainability, AI-enabled decision technology, and enterprise software

Competitive compensation with performance-based upside and equity / VSOP participation where applicable

✈️ Flexible setup with regular travel for clients, events, and team collaboration

Please apply with your CV and a short note explaining why you are excited about Optiml and how you would create qualified senior pipeline in Germany / DACH in your first 30 days.