• Identify and target potential clients in various industries, focusing on Application Security needs. • Conduct thorough market research to understand customer requirements and trends in Appsec. • Develop and maintain a robust pipeline of sales opportunities through proactive outreach and networking. • Present and demonstrate Digital.AI's Appsec solutions with your Sales Engineer counterpart to prospective clients, highlighting the unique value propositions. • Collaborate with the marketing team to align sales strategies with promotional activities and campaigns. • Negotiate contracts and close sales, ensuring favorable terms for both the client and Digital.AI. • Stay up to date on industry developments and competitor offerings to effectively position Digital.AI in the market. • Participate in industry events, conferences, and networking opportunities to promote brand awareness and generate leads.

Role Description Wir bei Hommel Hired suchen für eine Firma: Die Firma ist ein wachsendes B2B-SaaS-Scale-up mit über 3.000 Kunden und großen Ambitionen. Bei ihnen baust, testest und gestaltest du deine Wachstums-Engine – ohne Bürokratie und Freigabe-Hierarchien. Im HR / Fintec Bereich. - Diverses, internationales Team (27 Nationalitäten, 47 % Frauenanteil) - Direkter Zugang zur Geschäftsführung, flache Strukturen, hohe Transparenz - Standorte in Belgien, den Niederlanden, Deutschland, Schweden, Portugal und Rumänien - Klare Mission: das Leben von Finance-Teams, HR und Mitarbeitenden in ganz Europa einfacher machen - Team ist Hybrid - die Stelle ist 100% Remote Aufgaben - DACH Sales Ownership - Verantwortung für Mid-Market Sales in Deutschland, Österreich und der Schweiz. - Von der Pipeline bis zum Close - Pipeline Aufbau - Eigene Pipeline durch Outbound und Account Research aufbauen. Qualifications - B2B SaaS Erfahrung - Mindestens 3 Jahre Erfahrung im SaaS Sales. - Self-Sourced Deals - Nachweisbare Erfahrung im eigenständigen Aufbau von Deals. - Sprachen - Deutsch auf Muttersprachenniveau und fließendes Englisch. - Outbound Skills - Stark im Prospecting und Pipeline-Aufbau. - Forecast Discipline - Und sauberes Forecasting. - Analytik & AI - Datengetriebene Arbeitsweise & sicherer Umgang mit AI-Tools. Requirements - Erfahrung in HR-Tech, Fintech, T&E oder ERP. - Erfahrung in europäischen SaaS Scale-ups von Vorteil. - Grüne Wiese im DACH Raum + Volle Verantwortung - Deal Size 7-8 K ARR - Sales Cycle 3-10 Wochen - ICP: Firmen mit 50-1500 Mitarbeiter Company Description Hommel Hired is a value-driven, Recruiting-as-a-Service partner for remote-first companies and founders. We specialize in finding talent that not only meets the skills required but also deeply aligns with a company’s culture and values. By combining modern sourcing methods, data-driven processes, and a personalized approach, we help fast-growing startups and SaaS businesses build high-performing teams that thrive in a remote environment.

• Develop and execute sales strategies to target enterprise customers • Own the entire sales cycle • Collaborate with internal teams to ensure a seamless sales experience • Identify customer pain points and align solutions to address them • Build and nurture relationships with C-level executives • Lead account planning efforts by researching potential customers • Monitor and manage sales activities and results • Stay updated on industry trends and market changes • Contribute to business growth initiatives

• Own a full cycle commercial sales motion from prospecting through close, focusing on landing new customers and exceeding revenue targets • Generate and manage pipeline through outbound prospecting, referrals, partnerships, and territory development • Identify and prioritize prospects aligned to Drata’s ICP • Lead consultative discovery with senior stakeholders to uncover business pain, validate urgency, and align Drata’s value to customer needs • Build and execute thoughtful account and territory strategies to drive pipeline creation and revenue growth • Run a disciplined sales process, including qualification, multithreading, mutual action planning, and accurate forecasting • Deliver compelling, tailored presentations that connect customer priorities to business value • Partner effectively across internal teams to move deals forward and improve the customer buying experience • Share market feedback and customer insights that help strengthen messaging, process, and product direction