# Ralph Wayo

Ralph Wayo is a remote worker on Himalayas, Lead Account Executive Corporate DACH at HubSpot, based in Ireland.

Source: https://himalayas.app/@ralphwayo

```text
I close complex Enterprise SaaS and Data & AI deals across DACH, driving new business and account growth.
```

| Detail | Value |
| --- | --- |
| Availability | Looking for a job |
| Location | Ireland |
| Authorized to work in | Ireland |
| Salary expectations | 95k+ EUR |
| Job categories | Enterprise Account Executive, Account Manager, Business Development Manager, Software Solutions Specialist |
| Skills | Enterprise SaaS, Data and AI Sales, Cloud Solutions Sales, DACH Territory Development, Market Development, B2B Technology Sales, Enterprise Software, C level Engagement, Technical Stakeholders, Consultative Discovery, Business Case Development, Negotiation, New Logo Acquisition, Strategic Account Growth, Technical Demonstrations, Forecasting, Pipeline Management, MEDDPICC, Challenger, SPIN Selling, PROVES, German, English, Salesforce, HubSpot, LinkedIn Sales Navigator, Gong, Trumpet, SalesLoft, Dynamics CRM, LeadIQ, Lusha, ChatGpt, Glean, Claude, Azure, Lean Six Sigma, PRINCE2, Project Management |

## What I'm looking for

```text
I'm looking to apply my DACH enterprise sales experience to complex SaaS, Data & AI, or cloud opportunities, combining new-business development, strategic account growth, executive discovery, and multi-stakeholder deal leadership.
```

## About

```text
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

### Lead Account Executive Corporate DACH

[HubSpot](https://himalayas.app/companies/hubspot). Jan 2026 - Sep 2026

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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.
```

Skills: Enterprise-SaaS, DACH-Market, Marketing-Hub, SEO, AEO, AI, Pipeline-Management, Forecasting, PROVES, Salesforce, HubSpot

### Senior Account Manager | Acting Regional Lead, DACH

Nitro Software Inc.. Dec 2019 - Oct 2025

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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.
```

Skills: Enterprise-SaaS, DACH-Market, New-Business, Account-Growth, Pipeline-Management, Forecasting, Salesforce, MEDDPICC, Challenger, SPIN, PROVES, German, English

### Software Solution Specialist – Data & AI

[Microsoft](https://himalayas.app/companies/microsoft). Oct 2017 - Nov 2019

```text
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.
```

Skills: Data-and-AI, Cloud-Solutions, Enterprise-Sales, DACH-Market, Discovery, Business-Case-Development, Stakeholder-Engagement, Azure

### Senior Account Manager DACH

Firebrand GmbH. Apr 2008 - Dec 2017

```text
Drove €1.9M+ revenue from Deutsche Telekom AG through strategic account management and expansion. Built long-term enterprise client relationships and led sales teams.
```

Skills: Account-Management, B2B-Sales, Team-Leadership, Negotiation, Strategic-Account-Growth

### Business Development Manager DACH

MatchWare GmbH. Jan 2017 - Sep 2017

```text
Developed business in the DACH region for MatchWare GmbH, focusing on new business and account growth.
```

Skills: Business-Development, DACH-Market, B2B-Sales

## Education

### HubSpot

HubSpot AI Sales Onboarding, Sales. 2026 - 2026

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Completed HubSpot AI Sales Onboarding certification in 2026.
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### John Kenna

Emerging Leader, Leadership. 2022 - 2022

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Completed Emerging Leader certification by John Kenna in 2022.
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### Middlesex University

BA (Hons), Marketing and German

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BA (Hons) in Marketing and German from Middlesex University, UK.
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### Lean Six Sigma

Lean Six Sigma Green Belt, Process Improvement

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Earned Lean Six Sigma Green Belt certification.
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### Prince2

Prince2 Project Management, Project Management

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Earned Prince2 Project Management certification.
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### Harvard Business School

Negotiation Mastery, Negotiation. 2025 - 2025

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Completed Negotiation Mastery certification from Harvard Business School in 2025.
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### Microsoft

AZ900 – Azure Fundamentals, Cloud

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Earned Microsoft AZ900 – Azure Fundamentals certification.
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### SPIN Selling

SPIN Selling, Sales

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Earned SPIN Selling certification.
```

### CompTIA

CompTIA Strata IT for Sales, IT

```text
Earned CompTIA Strata IT for Sales certification.
```

## Tech stack

- Salesforce
- HubSpot
- LinkedIn Sales Navigator
- SalesLoft
- Glean
- Lusha
- ChatGPT

To contact Ralph, message them from this profile with a Himalayas employer account: [Hire on Himalayas](https://himalayas.app/hire).

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