Principal Account Executive - Germany (M/W/D)

Principal Enterprise Account Executive

At CyberArk, you are responsible for driving new business and expanding existing accounts within your territory. As a trusted advisor to customers you will lead complex sales cycles, orchestrate cross-functional teams, and deliver CyberArk's Identity Security solutions in a way that creates lasting business impact for enterprise customers. This is a consultative sales role, not product pitching, requiring you to uncover business problems, map them to CyberArk's value, and drive outcomes through a strategic engagement approach. You will work with internal and external partners and leverage AI-enabled sales tools to engage, influence, and win.

Key Responsibilities

• Ownership of Full Sales Cycle & Forecasting
• Lead end-to-end sales processes, from prospecting and qualification through to close, ensuring alignment with customer business outcomes and CyberArk's value proposition, with full accountability for quota attainment.
• Own and manage pipeline and forecast with rigor; apply structured methodologies like MEDDPICC and leverage tools (Salesforce, Clari, Gong, Demandbase) to drive pipeline health, deal progression, and forecasting accuracy.
• Drive business outcomes with a strong bias for action across negotiation, procurement, and day-to-day business operations.
• Deliver Business Outcomes Through Consultative Selling
• Understand customer priorities and translate CyberArk's platform into tangible business value and technical relevance.
• Lead with insights, not featuresthis is a solution-led, outcome-driven role.
• Build Executive and Multi-Level Relationships
• Engage and influence stakeholders at multiple levels including CxO, security leaders, procurement, and technical teams.
• Develop champions and foster account trust that supports long-term growth and expansion.
• Orchestrate the Broader Sales Team
• Collaborate closely with Solution Sales Specialists and internal teams to penetrate new areas and co-sell across CyberArk's portfolio.
• Take ownership of the deal strategy while leveraging specialist knowledge and support resources.
• Work Across the Ecosystem
• Drive collaboration with channel partners, GSIs, hyperscalers, and alliances to extend reach and strengthen execution.
• Co-create plans with ecosystem partners that support joint pipeline growth and account penetration.
• Territory Planning and Execution
• Own your territory strategy and build comprehensive account plans for key targets.
• Identify whitespace, drive expansion, and ensure alignment with CyberArk's growth goals.
• Use of AI-Enabled Sales Tools
• Leverage tools like Gong and Demandbase to extract insights, personalize outreach, and increase sales productivity.
• Market Insight and Domain Knowledge
• Stay on top of cybersecurity trends, competitor movements, and customer challenges to position CyberArk as a strategic partner.

Qualifications

• Sales and Commercial Acumen
• Proven track record of successfully closing complex enterprise deals in cybersecurity or enterprise SaaS.
• Demonstrated ability to grow new logos and expand within existing customers.
• Outcome-oriented with strong commercial judgment and quota ownership mindset.
• Domain Expertise
• Familiarity with cybersecurity principles including identity security, PAM, IAM, Zero Trust, and compliance-driven selling.
• Ability to understand business and technical use cases and convert them into solution opportunities.
• Channel and Ecosystem Experience
• Experience working with channel partners, cloud providers, and GSIs to co-sell and accelerate go-to-market execution.
• Interpersonal Strengths
• Strong executive presence and influencing skills across all customer levels.
• Commercial curiosity and the ability to uncover customer pain points through active listening.
• Collaborative, coachable, and resilient with a passion for team-based success.
• Sales Process and Tool Familiarity
• Skilled in sales methodologies such as MEDDPICC and Command of the Message.
• Comfortable using Salesforce, Clari, Gong, Demandbase, and other digital selling tools to drive efficiency and insight.