Account Director (Public Sector DACH)
About this role
TL;DR
You'll open and build deepset's public sector business across Germany, Austria and Switzerland, selling sovereign AI to federal, state and municipal administrations, both directly and through partners. It's a new-business role. There's already strong activity on the patch, and you'll have full ownership of how we win and direct access to leadership. You'll report to the Public Sector Lead and be based in Germany (ideally Berlin), with regular travel across DACH.
Why deepset
At deepset, we're making sovereign AI accessible to every organization. With Haystack, thousands of developers build advanced AI applications, while our Enterprise platform helps teams scale across use cases, users, and environments. We're remote-first, flexible, and built on trust and ownership. You'll work alongside strong technical talent, take on meaningful challenges, and help turn complex AI into solutions that are practical, reliable, and ready for the real world.
What you will do
Define the DACH public sector go-to-market and build a qualified pipeline from zero across federal, state and municipal accounts
Map buying centres end to end (CDOs, CIOs, IT service providers, procurement, DPOs, works councils, budget holders) and time pursuits to budget cycles and funding windows
Lead tenders end to end with pre-sales, legal, security and finance: bid / no-bid, pricing, compliance documentation and EVB-IT contract terms
Shape requirements early through market consultations and pilots, and run below-threshold deals quickly where they open the door to larger frameworks
Build a partner ecosystem with SIs, public sector IT service providers, framework holders and sovereign cloud providers, including consortium bids and framework listings
Close complex multi-stakeholder deals, turn first deployments into references, and bring market and compliance insight (e.g. BSI C5, IT-Grundschutz) back to Product and Leadership
What you bring to the team
8+ years in enterprise software sales, with at least 5 selling to the public sector in DACH
A record of new-business wins in government: named contracts you sourced and closed, not only renewals you inherited
Hands-on experience leading tenders under EU and national procurement law (e.g. GWB, VgV, UVgO and the Austrian and Swiss equivalents), including framework agreements and EVB-IT
An active network across federal, state and municipal administrations, plus experience selling through partners (SIs, framework holders, resellers, cloud providers)
Comfort selling technical platforms to technical buyers, and credibility on data protection, security and sovereignty
Native or near-native German and professional English
Nice to have
Experience selling AI, data or open-source infrastructure
A scale-up background where you built a territory from scratch
Existing relationships with public sector IT service providers or municipal IT cooperatives
Familiarity with BSI C5, IT-Grundschutz and the Swiss and Austrian equivalents
Security clearance, or eligibility for one
Benefits
💻 Remote-first setup with flexible hours & tech of your choice
🌱 30 days vacation + extra days for family sick leave
📈 Competitive salary & stock options for every team member
🏋️ Monthly sports & mental health support allowance with Oliva
🌱 Annual learning & development budget
🤝 Monthly team socials & in-person meetups
🐶 Dog-friendly Berlin HQ
About us
Founded in 2018, deepset builds open and enterprise-grade tools that help teams build AI with purpose. From Haystack, our open-source framework, to the Haystack Enterprise Platform, we give developers and organizations the building blocks to solve complex, high impact challenges with AI with full control, transparency, and sovereignty. Backed by GV and Balderton, we’re growing the world’s production AI community and customer base solving challenges too critical to get wrong.
Visit us to learn more: deepset Website | Haystack Website | GitHub | Linkedin | X deepset (Twitter) | X haystack (Twitter)
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