Senior Principal Account Executive – Onshape

Onshape (www.onshape.com), a PTC SaaS business, is redefining product development 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 design platform, Onshape enables teams to innovate faster, collaborate seamlessly, and eliminate the limitations of legacy CAD systems.

We are seeking a Senior Principal Account Executive to lead high-impact revenue growth across strategic territories within Central Europe (CER). This role is designed for a seasoned SaaS sales leader who excels in complex, consultative selling and who can operate as a trusted advisor to senior decision-makers within engineering-led organisations.

Your Impact

• Own and drive substantial revenue growth, consistently exceeding annual and quarterly quota within a defined CER territory.
• Lead both high-velocity transactions and large, complex, multi-stakeholder solution sales.
• Play a pivotal role in expanding Onshape’s footprint within an entrenched, competitive CAD market.
• Position Onshape as a strategic business platform, not just a design tool, to executive and technical buyers.
• Act as a senior contributor within the EMEA sales organisation, influencing best practices, deal strategy, and territory execution.

The Team

You will be part of an international, high-performing, and collaborative sales organisation operating in a diverse and multicultural environment. You will work closely with colleagues across Europe and partner with PTC teams globally to support both current and future customers.

What You’ll Do

• Own the end-to-end sales cycle, from strategic outbound prospecting and inbound qualification through negotiation and close.
• Identify, target, and develop new strategic and enterprise-level accounts not yet familiar with Onshape, driving new logo acquisition.
• Develop and execute a territory and account strategy across Central Europe (CER), including target account planning, stakeholder mapping, and pipeline prioritisation.
• Provide leadership and direction to assigned Business Development Representatives (BDRs) to drive aligned, high-quality pipeline creation.
• Partner closely with Marketing and Strategic Account Executives on account-based initiatives, events, and digital campaigns.
• Lead value-based sales conversations and complex product demonstrations in collaboration with Technical Services Engineers, overcoming advanced technical and commercial objections.
• Work with Customer Success to expand and deepen relationships within existing accounts, identifying expansion and cross-sell opportunities.
• Deliver accurate forecasting, pipeline management, and quarterly commits in close coordination with sales leadership.
• Maintain full visibility and discipline across opportunities using Salesforce.

Skills & Attributes

• Demonstrated history of exceptional performance and quota overachievement in demanding sales environments.
• Outstanding communication and executive presence, with the ability to influence both business and technical stakeholders.
• Strategic, analytical, and commercially astute, with strong deal inspection and prioritisation skills.
• Highly autonomous, resilient, and driven, with a strong sense of ownership and accountability.
• Curious, quick to learn, and comfortable mastering complex technical concepts.
• Fluent English is required. Fluency in German is required.

Experience We’re Looking For

• Significant experience in B2B SaaS sales, ideally within solution or enterprise selling environments.
• Proven success selling technical products into established, competitive, or traditionally conservative markets.
• Strong track record closing complex, high-value deals, often remotely, with multiple decision-makers.
• Experience presenting to senior executives, clearly articulating and quantifying business value.
• Background in CAD, PLM, engineering software, manufacturing, or similar technical domains is highly advantageous.