Ralph Wayo
@ralphwayo
I close complex Enterprise SaaS and Data & AI deals across DACH, driving new business and account growth.
IrelandWhat I'm looking for
I've spent 16+ years closing complex B2B technology, Enterprise SaaS, Data & AI, and cloud opportunities across DACH. I work in German and English, translating technical capabilities into measurable business outcomes for enterprise stakeholders.
At HubSpot, I managed roughly 300 Corporate DACH accounts across net-new acquisition and customer growth, selling Marketing Hub and related solutions. I led discovery through close, self-generated around 40% of pipeline, and maintained approximately 95% weekly forecast accuracy.
At Nitro Software, I owned Enterprise SaaS sales against a €450K quarterly target, achieved 108% of FY2024 quota, and earned President's Club. I closed €100K+ ACV wins with organisations including Roche, Festo, Andritz, and OMV, navigating multi-stakeholder evaluations across IT, Security, Procurement, Legal, Finance, and business teams.
At Microsoft, I secured a €380K Data & AI project while selling cloud, analytics, and digital-transformation solutions to DACH industrial and manufacturing accounts. Earlier, I drove €1.9M+ in revenue from Deutsche Telekom through strategic account growth and enterprise relationship management.
Experience
Work history, roles, and key accomplishments
Managed a portfolio of ~300 Corporate DACH accounts, achieving 80% of a €40K MRR ramp target. Sold HubSpot Marketing Hub and related solutions, driving upsell and cross-sell opportunities.
Senior Account Manager | Acting Regional Lead, DACH
Nitro Software Inc.
Dec 2019 - Oct 2025 (5 years 10 months)
Owned full-cycle Enterprise SaaS sales across DACH, achieving 108% of FY2024 quota and earning President's Club. Closed multiple €100K+ ACV net-new Enterprise wins, including competitive rip-and-replace deals.
Sold complex Enterprise Data & AI/cloud solutions across DACH manufacturing and industrial accounts. Secured a €380K one-year Data & AI project with BMA, leading discovery and technical evaluation.
Senior Account Manager DACH
Firebrand GmbH
Apr 2008 - Dec 2017 (9 years 8 months)
Drove €1.9M+ revenue from Deutsche Telekom AG through strategic account management and expansion. Built long-term enterprise client relationships and led sales teams.
Business Development Manager DACH
MatchWare GmbH
Jan 2017 - Sep 2017 (8 months)
Developed business in the DACH region for MatchWare GmbH, focusing on new business and account growth.
Education
Degrees, certifications, and relevant coursework
HubSpot
HubSpot AI Sales Onboarding, Sales
2026 - 2026
Completed HubSpot AI Sales Onboarding certification in 2026.
Harvard Business School
Negotiation Mastery, Negotiation
2025 - 2025
Completed Negotiation Mastery certification from Harvard Business School in 2025.
Middlesex University
BA (Hons), Marketing and German
BA (Hons) in Marketing and German from Middlesex University, UK.
John Kenna
Emerging Leader, Leadership
2022 - 2022
Completed Emerging Leader certification by John Kenna in 2022.
Microsoft
AZ900 – Azure Fundamentals, Cloud
Earned Microsoft AZ900 – Azure Fundamentals certification.
Lean Six Sigma
Lean Six Sigma Green Belt, Process Improvement
Earned Lean Six Sigma Green Belt certification.
Prince2
Prince2 Project Management, Project Management
Earned Prince2 Project Management certification.
SPIN Selling
SPIN Selling, Sales
Earned SPIN Selling certification.
CompTIA
CompTIA Strata IT for Sales, IT
Earned CompTIA Strata IT for Sales certification.
Tech stack
Software and tools used professionally
Availability
Location
IrelandAuthorized to work in
Salary expectations
Job categories
Skills
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