Public Sector Account Executive (DACH & Europe)

WHO WE ARE.

Element develops a secure, sovereign and interoperable communications platform, devised primarily for government, defence and public sector organisations. An alternative to Microsoft Teams or WhatsApp that gives people and organisations the independence to communicate with confidence.

We are a for-profit company that is committed to open source. We build Element on top of an open protocol called Matrix, which was created by the same team that leads Element. Matrix is an open source project managed by the non-profit Matrix.org Foundation.

Element works closely with BWI on the BwMessenger for the German Armed Forces, NATO, the United Nations, the Interdepartmental Digital Directorate (DINUM) in the French government for Tchap, the UK MOD, the US DOD and Germany’s Federal Ministry of the Interior and Home Affairs and Dataport on the development of a sovereign workplace for public administration.

In Germany, Matrix has also been mandated by Gematik for healthcare communications, and is generally widely used across every government level (from local to federal), becoming the de facto standard for sovereign and secure communications. As the creators of Matrix, Element is the best placed to surf this opportunity and strengthen its market leader position.

We build things for everyone, and we know we can’t succeed without a diverse team. Our hiring process is crafted to be respectful and give candidates the best chance to show us what you can do. If we ever fall down on this, please let us know.

THE ROLE.

Germany is our fastest growing market and our sales team needs to be reinforced to be able to make the most of the opportunity.

We’re looking for an energetic Account Executive based in Germany, to join our sales team in a very technical and purposeful environment.

As an Account Executive at Element, you get the opportunity to lead and own the revenue in your given territory. In this newly created role, you will be our second Account Executive in the DACH region, and will get the opportunity to leverage creative marketing, account management, use cases, and sales tactics to deliver a differentiated value proposition primarily to local, regional and federal public sector customers. You will be dealing with multi-millions users nation-scale projects for all public servants or all citizens in the country, and partnerships with the main system integrators and hosters in the country.

Your territory may also extend to wider Europe as Germany collaborates with other countries on strategic open source initiatives involving Element.

RESPONSIBILITIES.

• Overachieve revenue targets by implementing Element’s go-to-market strategy in DACH & other countries of your territory.
• Drive the sales journey from initial qualification to contract negotiations and closing.
• Evangelise our mission and articulate value-based selling strategies leveraging our differentiated technology, products and services.
• Build and own relationships with major accounts in your territory and be their trusted advisor to enable modern collaboration strategies.
• Grow existing business and close new logos by selling our portfolio of products and differentiating it against competition.
• Manage accurate forecasting and optimum resource utilisation.
• Be the voice of your customers and provide feedback internally and early analysis on market trends.
• Understand and manage successfully Public Sector specificities (open source strategies, purchasing process but also defence or military requirements).
• Work in collaboration with Marketing to develop targeted campaigns within your assigned territory and with products to help improve User Experience.
• We’re a diverse team and want you to bring your own unique flavour to the team!

Requirements

REQUIREMENTS

While being passionate about customers and fully committed to providing them with value and a successful journey, you will have a strong curiosity and appreciation of open source technology and will be looking forward to making a real impact to the world by distributing tech which addresses the concrete and very topical problems of data sovereignty and security.

More concretely, we will expect you to have:

• Fluency in spoken and written German as well as excellent written and spoken English, which is our company language
• At least 10+ years experience in strategic sales to public sector and/or Fortune-100, and experience with tenders
• A strong technical understanding and in particular an understanding of on-premise software as well as Professional Services
• An ability to understand, sometimes complex, business requirements and map them to use cases we can offer.
• An ability to think creatively about deal structure and navigate a complex ecosystem of partners
• An appetite for building an exciting big and disruptive business, taking into account the unique nature and possibilities of Matrix as an open ecosystem rather than a conventional walled garden
• Experience with Salesforce and Hubspot appreciated

Benefits

BENEFITS & PERKS.

• Private Health Insurance
• Plumm Health
• Annual Bonus
• Share Options
• Home Office Allowance
• Coworking Space Allowance
• 40 days Annual Leave (including local bank holidays)
• Flexible working hours
• Company Socials (virtual or in person)
• Family friendly environment

You can find a more detailed explanation HERE and you might be eligible for other benefits depending on your location.

ELEMENT VALUES.

We are an open company

We help our customers succeed

We are ambitious

We are bias to action

We trust and look after each other

We leave the world a better place

EQUALITY, DIVERSITY & INCLUSION.

Element does not discriminate on the basis of race, sex, colour, religion, age, national origin, marital status, disability, veteran status, genetic information, sexual orientation, gender identity or any other reason prohibited by law in provision of employment opportunities and benefits.