Senior Regional Sales Manager – DACH

Role Overview

• Own full regional performance and results for DACH, with accountability for commercial ARR growth, pipeline health, forecasting accuracy, and long-term market development.
• Directly lead and develop a team of Key Account Managers and a Senior Sales Manager, who in turn manages a team of Account Executives.
• Provide cross-departmental leadership and alignment for Commercial SMB sales teams, ensuring consistent execution, prioritisation, and messaging across segments.
• Build, coach, and retain a high-performing, Enterprise-grade sales organisation with a strong leadership bench and clear succession planning.
• Recruit, hire, onboard, and develop senior sales talent, ensuring team structure and coverage are aligned to Enterprise and Commercial growth priorities.
• Lead teams to attain annual and quarterly bookings targets, KPIs, and operating rhythms across all DACH sales teams.
• Establish and maintain a high-performance culture through regular coaching, deal inspection, pipeline reviews, and Individual Development Plans (IDPs).
• Drive a channel-first GTM approach, working closely with resellers, MSPs, GSIs, and Alliance partners to generate, qualify, and close Enterprise and Commercial opportunities.
• Partner with Marketing, Sales Development, Channel, Alliances, Customer Success, and Sales Engineering teams to build sustained, high-quality pipeline across segments.
• Enable the shift from product-led selling to value
• and platform-led selling, emphasising integration with existing enterprise security, identity, and IT ecosystems.
• Build and maintain executive-level relationships with key Enterprise customers, partners, and regional ecosystem stakeholders.
• Coach teams to lead complex, multi-stakeholder Enterprise sales cycles, including executive engagement, business case development, and long-term account planning.
• Oversee complex deal strategy, commercial structuring, and negotiation, including legal and contractual discussions.
• Ensure rigorous forecasting, pipeline management, and Salesforce discipline across all teams.
• Represent the DACH region in EMEIA-wide leadership forums, contributing to GTM strategy, best-practice sharing, and continuous improvement initiatives.
• Act as a senior mentor and leadership role model for sales leaders across EMEIA.

Requirements

• 10+ years of experience in Enterprise technology sales (SaaS, Security, Mobility, or adjacent enterprise platforms), with a strong track record of regional growth.
• 7+ years of senior sales leadership experience, including managing managers and leading multi-layered sales organisations.
• Proven success building, leading, and scaling high-performing sales teams in the DACH market.
• Deep understanding of Enterprise buying centres and experience navigating complex, multi-stakeholder sales cycles.
• Strong background in platform, ecosystem, or solution-based selling that complements customers’ existing technology investments.
• Solid knowledge of Enterprise security, endpoint/device management, identity, compliance, or modern workplace technologies; experience in the mobile and/or endpoint security space strongly preferred.
• Demonstrated success operating within a channel-first sales model, including close partnership with resellers, MSPs, GSIs, and strategic alliances.
• Strategic, metrics-driven leader with a strong cadence around forecasting, pipeline management, and execution discipline.
• Ability to translate technical and platform value into clear business outcomes for senior technical and business stakeholders.
• Highly credible, trusted leader who sets high standards and builds a culture of accountability, ownership, and continuous development.
• Excellent executive communication, presentation, and storytelling skills.
• Comfortable operating in a matrixed, cross-functional environment with significant regional ownership.
• Fluent in English; German fluency required for effectiveness and credibility in the DACH region.

Benefits

• Health insurance
• 401(k) matching
• Flexible work arrangements
• Professional development
• Bonuses
• Equipment allowances
• Wellness programs