camunda - Enterprise Account Executive III - Netherlands

• Own the Dutch Government territory and create a clear account and coverage strategy across priority national and public-sector organizations. • Build and maintain a healthy, self-generated pipeline, targeting at least 2.5x pipeline coverage through focused outbound activity, executive engagement, partner collaboration, and market development. • Develop relationships across complex buying groups, including CIOs, CTOs, transformation leaders, enterprise architects, process owners, procurement, security, legal, and executive sponsors. • Lead the full enterprise sales cycle: discovery, qualification, value engineering, technical evaluation, business case, procurement, commercial negotiation, and close. • Apply MEDDICC consistently to create deal clarity, strengthen qualification, identify gaps early, and improve forecast reliability. • Build business cases connected to public-sector outcomes such as service quality, operational efficiency, transparency, resilience, compliance, and cost control. • Coordinate account teams across Solutions Engineering, Customer Success, Professional Services, Marketing, Product, Legal, Finance, and leadership. • Developa partner-first motion with relevant global system integrators, regional partners, and public-sector specialists. • Expand successful customer relationships by identifying adjacent processes, departments, agencies, and use cases after the initial land. • Maintain accurate account, contact, opportunity, and forecast data in Salesforce as the single source of truth. • Share market intelligence on government priorities, procurement dynamics, competitors, partners, and customer needs to improve Camunda’s Dutch public-sector go-to-market strategy. • WHAT SUCCESS LOOKS LIKE • Build a working understanding of Camunda’s platform, value proposition, sales methodology, customer evidence, pricing approach, and public-sector references. • Align with internal stakeholders on territory priorities, account ownership, partner coverage, and available sales resources. • Produce an initial account segmentation and stakeholder-mapping plan for the Dutch Government territory. • Establish a repeatable operating cadence for pipeline creation, deal inspection, forecasting, and cross-functional account-team collaboration. • Complete strategic account plans for the highest-priority government accounts, including business priorities, buying groups, whitespace, partners, competition, and next actions. • Create qualified pipeline through a balanced mix of net-new opportunities, partner-sourced activity, executive introductions, and expansion plays. • Develop a strong network of relevant government and ecosystem stakeholders, with clear relationship and meeting objectives. • Demonstrate consistent MEDDICC qualification and accurate Salesforce hygiene across active opportunities. • Identify the most relevant public-sector use cases and value narratives for Camunda’s Dutch market development. • First 180 days and beyond • Establish a credible, repeatable pipeline engine for the Dutch Government market. • Progress strategic opportunities through well-defined qualification, value validation, technical evaluation, procurement, and commercial stages. • Win new government logos and create expansion paths into additional departments, agencies, or processes. • Build trusted relationships with executive sponsors and public-sector ecosystem partners. • Contribute actionable market insight that improves Camunda’s positioning, messaging, partner strategy, and investment decisions in the Netherlands. • Deliver against quota while protecting long-term customer value, adoption, and expansion potential. • 5+ years of success in a quota-carrying enterprise software or SaaS Account Executive role, owning complex deals end to end. • Demonstrated experience selling into the Dutch Government or another highly regulated public-sector environment, with a clear understanding of formal procurement, security, legal, and governance requirements. • A track record of creating pipeline through proactive outbound activity and converting multi-stakeholder opportunities into material, preferably multi-year, contracts. • Strong command of MEDDICC or a comparable enterprise sales methodology, with the discipline to qualify rigorously, manage mutual action plans, and forecast accurately. • Executive presence and communication skills in Dutch and English, with the ability to connect operational problems to strategic, financial, and citizen-impact outcomes. • A collaborative, customer-focused, and resilient approach aligned with Camunda’s FAITH values and global-first way of working. • Experience selling process automation, workflow, orchestration, integration, business transformation, or adjacent enterprise technology. • Existing relationships across Dutch ministries, executive agencies, municipalities, provinces, public-service organizations, or government-focused partners. • Experience working with global system integrators, regional implementation partners, or public-sector framework agreements. • Familiarity with Camunda, BPMN, DMN, process orchestration, cloud platforms, or agentic automation. • Experience creating quantified value cases for service modernization, compliance, operational resilience, or cost reduction.