Account Executive, SMB, Germany

About this role

Responsibilities

• Take ownership of an assigned territory in DACH focused on net new logo and up-sell opportunities for accounts up to 750 employees
• Demonstrate expertise in building business cases that clearly show value and differentiation at all levels of your customer and prospect organizations
• Partner with Sales Engineering, Solution Architecture, Value Consulting, and Transformation Teams throughout your sales cycles to deliver high-impact results
• Generate pipeline consistently using modern techniques, tools, joint field marketing initiatives, trade shows, and top-tier channel partners including VAR, SI, and SP
• You act like an owner with a passion for the mission that fuels your bias for action, navigating seamlessly between high-level strategy and hands-on execution.
• You are a problem-solver who seeks out challenges and is energized by finding solutions that deliver the biggest impact.
• You operate with urgency, understanding that speed and quality are essential in a high-growth environment to win for the customer and the team.
• You are resilient and adaptable, viewing change as an opportunity and maintaining focus in high-pressure situations with a steady hand.
• You lead with integrity, holding yourself and others to a high standard of accountability and building trust through consistent, transparent action.
• Minimum of 1 year of sales experience with a revenue quota, specifically selling to commercial accounts in DACH
• History of a consistent track record of over-achievement in net new logo accomplishments and a clear understanding of how to leverage channel partnerships

Requirements

• Willingness to be coached and the discipline to work a proven sales process from beginning to end
• Evidence of success in "team sales" and the ability to effectively utilize internal resources, partners, and team members
• Fluent German
• Experience selling security, SaaS, or enterprise software
• Bachelor’s degree in Business or a related field
• Various health plans
• Time off plans for vacation and sick time
• Parental leave options
• Retirement options
• Education reimbursement
• In-office perks, and more!

About Zscaler

Zscaler is a pioneer and global leader in zero trust security. The world’s largest businesses, critical infrastructure organizations, and government agencies rely on Zscaler to secure users, branches, applications, data & devices, and to accelerate digital transformation initiatives. Distributed across more than 160 data centers globally, the Zscaler Zero Trust Exchange platform combined with advanced AI combats billions of cyber threats and policy violations every day and unlocks productivity gains for modern enterprises by reducing costs and complexity. Here, impact in your role matters more than title and trust is built on results. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership and accountability. We champion an “AI Forward, People First” philosophy to help us accelerate and innovate, empowering our people to embrace their potential. If you’re driven by purpose, thrive on solving complex challenges and want to make a positive difference on a global scale, we invite you to bring your talents to Zscaler to help shape the future of cybersecurity. Role We are looking for an Account Executive, SMB to join our EMEA Field Sales team. This role is a hybrid position based in Munich, reporting to the Regional Director. The SMB Account Executive will play a key role in driving new business opportunities within an assigned territory focused on accounts up to 750 employees across all industries. What you’ll do (Role Expectations) Take ownership of an assigned territory in DACH focused on net new logo and up-sell opportunities for accounts up to 750 employees Demonstrate expertise in building business cases that clearly show value and differentiation at all levels of your customer and prospect organizations Partner with Sales Engineering, Solution Architecture, Value Consulting, and Transformation Teams throughout your sales cycles to deliver high-impact results Generate pipeline consistently using modern techniques, tools, joint field marketing initiatives, trade shows, and top-tier channel partners including VAR, SI, and SP Who You Are (Success Profile) You act like an owner with a passion for the mission that fuels your bias for action, navigating seamlessly between high-level strategy and hands-on execution. You are a problem-solver who seeks out challenges and is energized by finding solutions that deliver the biggest impact. You operate with urgency, understanding that speed and quality are essential in a high-growth environment to win for the customer and the team. You are resilient and adaptable, viewing change as an opportunity and maintaining focus in high-pressure situations with a steady hand. You lead with integrity, holding yourself and others to a high standard of accountability and building trust through consistent, transparent action. What We’re Looking for (Minimum Qualifications) Minimum of 1 year of sales experience with a revenue quota, specifically selling to commercial accounts in DACH History of a consistent track record of over-achievement in net new logo accomplishments and a clear understanding of how to leverage channel partnerships Willingness to be coached and the discipline to work a proven sales process from beginning to end Evidence of success in "team sales" and the ability to effectively utilize internal resources, partners, and team members Fluent German What Will Make You Stand Out (Preferred Qualifications) Experience selling security, SaaS, or enterprise software Bachelor’s degree in Business or a related field