Raphael WERNER
Amsterdam, Netherlands,NL
Summary
Ambitious professional with expertise in operationalizing AI for DACH enterprises at scale. Achieved 216% quota attainment at Atlassian and drove 4x ARR growth at GitLab. Specializes in developing executive business cases that align AI governance with measurable business outcomes.
Overview
6
6
years of professional experience
Work history
Account Executive Mid-Market DACH
Atlassian
2025.06 - 2026.04
- Commercial Execution: Managed complex multi-stakeholder sales cycles from executive discovery to negotiation, aligning Atlassian’s platform with measurable business outcomes.
- Performance Excellence: Delivered 143% of Q1 quota, establishing strong early momentum while helping shape scalable internal sales processes.
- Territory Development: Developed new Mid-Market territory through strategic outbound execution and consultative engagement, enhancing market penetration.
Account Manager, Mid-Market DACH
GitLab Inc
2024.03 - 2025.01
- Managed portfolio of Mid-Market customers across DACH, driving new business acquisition alongside expansion and renewal strategies, achieving 117% annual quota.
- Collaborated with BDRs and technical stakeholders to identify growth opportunities, navigate complex buying committees, and facilitate enterprise adoption.
- Enhanced sales infrastructure, playbooks, and customer engagement processes while overseeing opportunities from qualification to signature.
Account Executive, SMB
GitLab Inc
2022.01 - 2024.02
- Elite Commercial Performance: Consistently ranked among GitLab’s top-performing Account Executives, achieving 263% quota attainment in FY22 and 175% in FY23, earning President’s Club 2023 recognition for outstanding sales performance.
- Led customer lifecycle from prospecting to expansion and renewal, collaborating with Solution Architects, Customer Success, and Channel Partners to enhance long-term customer value.
Account Executive SMB & MM
OneTrust Technology Ltd
2021.07 - 2022.01
- Accelerated new logo acquisition through value-led outbound sales, enabling organizations to navigate privacy and compliance initiatives via consultative solution selling.
- Guided customers through discovery and business case development, demonstrating product capabilities and translating technical features into tangible business value.
BDR (DACH)
Box Intl Technology Ltd
2020.02 - 2021.05
- Generated #1 global pipeline (422%) and #1 EMEA pipeline (250%), consistently outperforming global peers during rapid company growth.
- Executed targeted outbound strategies across DACH, creating high-quality enterprise opportunities that exceeded pipeline targets.
Education
Bachelor of Arts - Security Management
The Hague University of Applied Science
NetherlandsSkills
Enterprise Methodology: MEDDPICC, Value-Based Selling, Multi-Stakeholder Negotiation, C-Suite Alignment, Financial Business Case ROI Modeling
Domain Technical Literacy: Agentic AI, DevSecOps, Cloud Architecture, Data Governance, Enterprise Automation, Atlassian Tool-Stack
LANGUAGES
German
Native
English
Fluent
Italian
Beginner
Accomplishments
2x Presidents Club Member 2021 & 2023
Timeline
Account Executive Mid-Market DACH
Atlassian
2025.06 - 2026.04
Account Manager, Mid-Market DACH
GitLab Inc
2024.03 - 2025.01
Account Executive, SMB
GitLab Inc
2022.01 - 2024.02
Account Executive SMB & MM
OneTrust Technology Ltd
2021.07 - 2022.01
BDR (DACH)
Box Intl Technology Ltd
2020.02 - 2021.05
Bachelor of Arts - Security Management
The Hague University of Applied Science