About the Position

Senior Account Executive (m/w/d)

Location: Remote within Germany, Hamburg, DE

Employment Type: FULL_TIME

About the Company

SECJUR is a rapidly growing Legal-Tech company based in Hamburg, redefining the compliance market since 2018 with intelligent technology. Our AI-powered SaaS platform, the Digital Compliance Office (DCO), supports businesses of all sizes with regulatory challenges, including information security, data protection, and AI governance.

Compliance doesn't have to be complicated, dry, or purely reactive. Our mission is to create reliable structures by combining technology, clear processes, and excellent expertise.

Software plus expert service. Our clients purchase not just a tool, but consulting experience. With our Expert-Managed Model, SECJUR experts handle a significant portion of the compliance work, from ISMS according to ISO 27001 to NIS2, TISAX, and DSGVO.

Responsibilities

Responsible for new business in the DACH region across the entire cycle: initial consultation, discovery, demo, offer, negotiation, and closing.
Conduct discovery calls with IT management, information security officers, and executives using a fixed methodology (SPICED) and decide if a deal should enter the pipeline.
Choose the appropriate service model (Expert Managed or Self-Service) with clients based on capacity, time pressure, and know-how, and justify the choice to management.
Build a portion of your pipeline yourself: outbound to target accounts, partners, referrals, and events.
Manage your deals with clients using a Mutual Action Plan, not through offers and follow-ups.
Responsible for your quota, submit a weekly forecast you stand behind, and keep stages, close dates, and next steps in HubSpot up-to-date.
Work closely with Product, Customer Success, and the Expert Team.
Share objections, wording, and deal learnings with the team and develop the pitch for Expert Managed.
Consistently use AI in research, preparation, and follow-up.

Requirements

Must-have

At least 3 years of experience in full-cycle new customer sales of B2B software, with your own quota and proven goal achievement per cycle.
Closing deals in the range of 25,000 to 75,000 Euros annual volume with cycles from weeks to a few months and multiple stakeholders involved.
Proven pipeline building, supported by numbers on volume and conversion.
A formal qualification methodology (SPICED, MEDDICC, or similar) that you apply and can explain in deal reviews.
Business IQ: You understand how a company's business works in an initial conversation, where compliance pressure arises, and where SECJUR creates value. This is the most important skill in this role.
Experience with products requiring explanation or regulated markets and the ability to familiarize yourself with ISO 27001, NIS2, DSGVO, and TISAX so that clients perceive you as an expert.
Team player: You learn from others, share your experiences, actively seek sparring, and use feedback to your advantage.
Fluent in German and English.

Nice-to-have

Sales of software combined with consulting or expert services.
Prior knowledge of ISO 27001, NIS2, DSGVO, or TISAX.
Startup or scale-up experience, ideally with the establishment of processes and playbooks, is a plus.
Experience with HubSpot.

We Offer

At SECJUR, we continuously develop, and so do you. With flat hierarchies, a lived Duz culture, direct communication, and a genuine feedback culture, we create an environment where everyone can reach their full potential.

Attractive compensation model consisting of fixed salary plus performance-based commission.
A meaningful role at the intersection of law, technology, and SaaS.
Exciting growth environment with real opportunities for shaping.
Modern, dog-friendly office in Hamburg or remote work within Germany.
Flexible working hours for your best individual performance.
Unlimited vacation for fresh energy.
Growing together, celebrating together: regular team events and joint workations.
Numerous opportunities for professional and personal development.
Your benefit, your choice: EGYM Wellpass, Urban Sports Club, or Edenred.
JobRad: Lease a dream bike or e-bike, also usable privately.
Attractive conditions through our corporate benefits program.

About the Company

More information can be found on our careers page.

Contact Information

For further information about the recruitment process and contact details, please visit our careers page.

Secjur

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Senior Account Executive (m/w/d)

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