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.