Principal Account Executive at PTC in Munich, Bavaria, Germany

Principal Account Executive Location: Munich, Germany Our world is transforming, and PTC is leading the way. Our software brings the physical and digital worlds together, enabling companies to improve operations, create better products, and empower people in all aspects of their business. Our people make all the difference in our success. Today, we are a global team of nearly 7,000 and our main objective is to create opportunities for our team members to explore, learn, and grow – all while seeing their ideas come to life and celebrating the differences that make us who we are and the work we do possible. Principal Account Executive – Onshape Onshape (www.onshape.com), a PTC SaaS business, is transforming the product design landscape with a fully cloud-native CAD and data management platform built for professional mechanical engineers and designers. As the first and only pure SaaS product development platform, Onshape is redefining how teams design, collaborate, and innovate. We are looking for a Principal Account Executive to play a critical role in accelerating Onshape’s growth across Europe. This is a senior, high-impact sales role, suited to a proven SaaS sales professional who thrives in complex, enterprise, and solution-oriented sales environments. Your Impact Own and significantly grow revenue within a defined territory, consistently exceeding annual and quarterly quota. Drive a mix of new logo acquisition and strategic account expansion, with a strong focus on larger, complex, solution-based deals. Act as a trusted advisor to senior stakeholders, articulating the business and technical value of Onshape in established, competitive markets. Help scale and position the world’s leading SaaS product design platform as a strategic alternative to legacy CAD solutions. Contribute to the maturity of the EMEA sales organisation by sharing best practices, supporting junior sellers, and influencing go-to-market strategy. The Team You will join an international, high-performing sales team within a diverse and multicultural EMEA environment. You’ll collaborate closely with colleagues across Sales, Marketing, Technical Services, and Customer Success to grow Onshape’s footprint with both existing and future PTC customers. What You’ll Do Own the full sales lifecycle, from strategic prospecting and qualified pipeline development through negotiation and close. Identify, target, and develop new enterprise and mid-market accounts not yet familiar with Onshape, driving sustained new logo growth. Build and execute a territory and account strategy, including target account planning, multi-threading, and stakeholder mapping. Provide leadership and direction to assigned BDRs, ensuring alignment on messaging, prioritisation, and execution. Partner closely with Marketing and Strategic Account Executives on campaigns, events, and account-based initiatives. Lead complex solution demonstrations and value-based discussions in collaboration with Technical Services Engineers, addressing technical and business objections. Work with Customer Success to expand and retain existing customers, identifying upsell and cross-sell opportunities. Maintain accurate and disciplined forecasting, pipeline management, and quarterly commits in alignment with sales leadership. Track and manage all activity using Salesforce, ensuring transparency and predictability. Skills & Attributes Proven track record of high performance and consistent quota attainment in demanding environments. Executive-level communication skills with the ability to influence and sell at multiple levels of an organisation. Highly autonomous, strategic, and results-driven, with a strong sense of ownership. Curious, analytical, and quick to grasp complex technical concepts. Confident operating in ambiguity and change, with a “build and scale” mindset. Fluent English is required. Fluency in German is required. Experience We’re Looking For 8+ years of B2B SaaS sales experience, ideally in a solution-selling or enterprise software environment. Strong background selling technical or engineering-related products into established or competitive markets. Demonstrated success closing complex, high-value deals involving multiple stakeholders. Experience selling over the phone, via video, and in executive-level presentations that clearly quantify business value. Prior exposure to CAD, PLM, manufacturing, engineering, or adjacent domains is a strong advantage. #LI-DNI Life at PTC is about more than working with today’s most cutting-edge technologies to transform the physical world. It’s about showing up as you are and working alongside some of today’s most talented industry leaders to transform the world around you. If you share our passion for problem-solving through innovation, you’ll likely become just as passionate about the PTC experience as we are. 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