NA Emerging Enterprise Account Executive, airfocus

Join airfocus, a Lucid Software company, recognized by Kununu as a TOP 5% best-rated organization. We boast a 4.8 rating and 96% recommendation on Glassdoor - be part of our success story NOW!

airfocus by Lucid is the world’s first modular product management and roadmapping platform and is growing on all continents. We are an up-and-coming industry leader with a proven business model and first-class team. Now, with thousands of users from customers like Ricoh, Good Year, and Wago; it’s time to add fuel to the fire and further grow our team!
Why us?

• You'll join a diverse and talented team, with plenty of opportunities for personal growth, impact, and learning
• Hybrid workplace: Work from our awesome Hamburg or Lucid’s Amsterdam office, or anywhere in Germany or the Netherlands!
• Flexible working hours
• Boost your personal development in an environment that encourages continuous learning
• Competitive compensation
• Learning and development budget
• Healthy (and non-healthy!) snacks and beverages on site
• Recurring virtual events and annual airfolks meet-ups

 As a Emerging Enterprise Account Executive, you will be responsible for selling airfocus solution to product managers, product leaders, and product departments at target organizations. Your primary focus will be to understand their unique challenges, demonstrate how our solutions align with their product development needs, and drive revenue growth through consultative selling.

airfocus is the a modular product management platform — empowering product teams to build the right things, faster. From startups to enterprise teams, airfocus helps product leaders manage strategy, prioritize roadmaps, and collaborate more effectively to deliver customer value. 

Responsibilities: 

Sales & Relationship Building

• Identify, engage, and develop relationships with product managers, VPs of Product, and product teams at target organizations.
• Manage the full sales cycle—from prospecting and initial outreach to closing and post-sale account growth.
• Act as a trusted advisor to help product teams solve challenges. 

Consultative Selling & Solution Alignment

• Conduct deep discovery calls to understand prospects' product development needs, pain points, and strategic goals.
• Deliver compelling product demos and value-based presentations tailored to the needs of product teams.
• Work closely with customer success, product, and marketing teams to ensure alignment in messaging and positioning.

Pipeline & Revenue Growth

• Drive revenue growth by expanding existing accounts and acquiring new customers.
• Maintain accurate forecasting and pipeline management in Salesforce. 
• Negotiate complex enterprise contracts and navigate procurement processes effectively.

Industry Expertise & Thought Leadership

• Stay up-to-date on trends in product management, SaaS, and enterprise software to position yourself as a subject matter expert.
• Represent Lucid Software at industry events, webinars, and networking opportunities to build brand presence among product teams.

Requirements: 

• 3+ years of closing experience in SaaS sales (as an Account Executive or similar role), preferably selling to product teams, engineering leaders, or technical decision-makers.
• Proven track record of exceeding sales quotas and closing large, complex deals.
• Strong understanding of product management workflows, agile development, and product-led growth (PLG).
• Experience selling to product managers, heads of product, and VP-level decision-makers.
• Excellent storytelling, presentation, and negotiation skills to communicate value effectively.
• Familiarity with CRM tools (e.g., Salesforce, HubSpot), sales engagement platforms, and outbound sales strategies.
• Passion for technology, innovation, and helping product teams succeed.