Quota-carrying Account Executives for technology vendors in DACH, the Nordics and Europe
Account Executives carry the number. The right one makes it. The wrong one costs you a year, because the sales cycle and the ramp-up each take six to twelve months. I recruit Account Executives and Sales Executives for cybersecurity, AI, software and infrastructure vendors, from mid-market to strategic enterprise accounts.
Quota-carrying sales roles are the core of my work. I sold enterprise technology for 25 years, first with my own quota, later as a sales leader. I know how a forecast is built and how to tell whether someone really made their own number.
“Jan handled the whole engagement with discretion, and the outreach was tailored from the start. The hiring process was clearly communicated, with guidance at every step so I always felt informed and confident about what came next. I'd recommend him without hesitation.”
Account Executive / Sales Executive
Owns a territory or a list of named accounts, runs the full sales cycle and carries a yearly quota.
Enterprise Account Executive
Sells to large and often regulated customers, with long cycles, many stakeholders and procurement at the table.
Strategic / Global Account Manager
Owns a few of the largest accounts and grows them over years, often across several countries.
Partner / Channel Account Manager
Builds revenue through resellers, distributors and system integrators.
First Account Executive in a new market
The first seller on the ground in DACH, the Nordics or another European country, often before there is a local entity.
Quota and attainment
What was the quota, how often was it met, and how much of it was new business rather than renewals? I ask for the numbers and check them in references.
Deal size and sales cycle
Has the candidate closed deals of your size, with your kind of buyer, over a cycle as long as yours?
Own pipeline
Does the candidate build their own pipeline, or rely on inbound leads and a well-known brand?
Fit with your stage
A seller who shines at the market leader can struggle at a start-up without a brand, and the other way round. I check which of the two the candidate really is.
Briefing
We agree the territory, the accounts and the quota, and what a good first year looks like.
Direct approach
I confidentially approach Account Executives who are successful where they are and not looking. No job boards.
Assessment
I interview every candidate myself and go through their numbers before you see a name.
Shortlist and interviews
You meet a small number of candidates who fit. I prepare both sides for every interview.
Offer and start
I support the offer, the negotiation and the resignation up to the start date. Every placement carries a written 6-month replacement guarantee.
01How long does it take to hire an Account Executive in DACH?
A qualified shortlist usually takes two to four weeks, often less. After that it depends on your interview process and the contract negotiation: typically another two to six weeks, sometimes eight, to a signed contract. The notice period comes on top, usually four weeks to three months. The pace depends most on how small the candidate pool is, how clear the brief is and whether the profile stays the same during the search. Without a headhunter it usually takes much longer: without your own network you depend on LinkedIn posts and applications, and the strongest sellers rarely apply.
02Why use a headhunter for Account Executives instead of job ads?
The Account Executives you want are making their number and are not reading job ads. They have to be approached directly and convinced. A CV also says little about quota attainment, so someone has to check the numbers behind it.
03What does an open Account Executive role cost?
With an annual quota of 3 million euros, one month stands for about 250,000 euros of target. If a third of that is lost, the vacancy costs around 80,000 euros a month, before the six to twelve months of ramp-up. The search fee is usually lower than one month of vacancy.
04Who recruits Account Executives for technology vendors in DACH and the Nordics?
Nordh Executive Search recruits Account Executives, Enterprise Account Managers and Sales Executives for cybersecurity, AI, software and infrastructure vendors in Germany, Austria, Switzerland, the Nordics and Europe. I run every search myself, retained and by direct approach, and every placement carries a written 6-month replacement guarantee.
05How is the search fee structured?
Retained, with a fee agreed in writing before the search starts. The details are on the Engagement Models page.