Yorum Arslan
Senior Account Executive | Mid-market and Enterprise SaaS & IT Transformation
Senior Account Executive with 7+ years of experience spanning full-cycle mid-market and enterprise SaaS sales, IT transformation consulting, and technical project management in software development, combining deep ITSM expertise with structured methodologies (MEDDPICC, SPICED) and a proven ability to build high-value deals in regulated markets.
Skills
At a Glance
7+
Years in Mid-market and Enterprise Sales & IT Consulting
€750k
ARR Target (100% quota achieved) (RYSM)
3–7
Team Members Led
13
Enterprise Locations Transformed (Intersnack)
Work Experience
Senior Account Executive
Enpal Pro GmbH · 01/2026 – 05/2026
Carried a €6M ARR whitespace target across mid-market and enterprise, achieving €100k+ ARR and 11 new logos within three months. Managed full sales cycle across multi-product portfolio (SaaS, hardware, financing) using MEDDPICC, and strengthened Sales-Ops collaboration through process improvements and new tooling evaluation (Airtable, Brevo).
Account Executive
Shiftmove GmbH · 08/2025 – 12/2025
Achieved 70% of the monthly €300k ARR quota in month three through AI-supported prospecting and the SPICED framework. Shaped the playbook by developing a standardised ROI presentation for economic buyers and new-hire onboarding materials, optimised Salesforce processes, and coached SDRs on pipeline generation.
Account & Technical Project Manager
RYSM Integral GmbH · 05/2022 – 07/2025
Held €750k ARR target at 100% quota with deal sizes from €20k to €250k+. Managed new business and existing accounts, secured multi-year seven-figure framework agreements through public tenders (ITZBund, AOK), and led cross-functional teams of 3–7 specialists bridging sales and delivery.
IT Consultant
Neuhaus Consulting GmbH · 05/2020 – 07/2021
Supported Intersnack Group's IT transformation across 13 locations and 6,000 users, centralising infrastructure via SD-WAN, XaaS, and Microsoft 365. Built SharePoint knowledge hub with 400+ materials and delivered training to executives, administrators, and end users.
Founder & ITSM Consultant
Independent · 01/2018 – 03/2020
Independently acquired and delivered onsite support, migration, and IT service management projects for corporate clients, including large-scale rollouts serving DZ Bank (33,000 employees) and Intersnack (6,000 users).
Key Initiatives & Outcomes
White Space New Business Account Executive Explorer
Turned whitespace opportunities into revenue across both existing business and new business roles, consistently progressing deals toward target with high autonomy and minimal support. Proven success in enterprise environments and technical buying centres, including multi-year framework agreement negotiations with ITZ Bund. Built reusable prospecting, outreach, and sales systems that improved scalability and execution quality.
New Business Sales Playbook Development
Designed and deployed standardised ROI presentation for enterprise deals (€20k+) and comprehensive onboarding materials for new AE hires at Shiftmove, adopted team-wide to improve deal velocity and consistency.
Intersnack Group IT Transformation
Centralised IT infrastructure across 13 international locations and 6,000 users through SD-WAN, XaaS, and Microsoft 365 adoption. Created SharePoint knowledge hub with 400+ materials and delivered targeted training, reducing ongoing support demand.
Integral Support Centre
Built and led centralised support operations at RYSM, ensuring SLA-compliant delivery, improving personnel cost efficiency, and creating seamless handover from sales to post-sale delivery.
Key Achievements
- Contributed to multi-year, seven-figure framework agreements through public tenders (ITZBund, AOK) and navigated GDPR, BSI, BITV, BfSG, and EVB-IT compliance requirements.
- Coached SDRs and sales teams on prospecting quality, AI-assisted outbound, and ROI storytelling, directly improving pipeline generation and deal quality.
- Fluent in German and English (C1), bridging technical and commercial domains across international enterprises with 6,000+ employee rollouts.
- Led OKR initiatives, team onboarding, and performance development, consistently achieving or exceeding ARR targets across three consecutive roles.