Sales Lead

Role Overview

• The Sales Lead is responsible for the strategic and operational management of sales at tecRacer.
• The goal is to achieve revenue targets, expand customer relationships, and drive the company’s growth through effective sales strategies.
• The Sales Lead works closely with the Business Units, the Marketing Lead, and other Service Hubs to identify and capitalize on sales opportunities and to secure long-term customer partnerships.
• Full ownership of company-wide revenue performance, including pipeline health, conversion, and target achievement.
• Definition and execution of a scalable, data-driven go-to-market strategy aligned with company growth objectives.
• Identification and prioritization of high-value market opportunities, segments, and strategic accounts.
• Continuous optimization of pricing, deal structures, and commercial models in close alignment with leadership.
• Ownership of top-tier strategic accounts and large deals, acting as executive sponsor in critical customer engagements.
• Leadership of complex deal cycles, including negotiation of high-value and multi-stakeholder contracts.
• Building long-term, trust-based relationships with C-level stakeholders on the client side.
• Ensuring systematic expansion of key accounts (land & expand, cross-/upsell).
• Establishment of a high-performance sales operating system (pipeline governance, forecasting accuracy, KPI tracking).
• Driving transparency and predictability of revenue through structured reporting and clear performance metrics.
• Ownership of sales planning cycles (quarterly/annual) and contribution to overall company planning.
• Close alignment with Marketing, Delivery, and Product to build an integrated revenue engine.
• Co-development of scalable offerings, packages, and value propositions with Business Units.
• Ensuring tight coupling between demand generation, sales execution, and delivery capacity.
• Driving cross-selling and account orchestration across units.
• Leadership, development, and scaling of a high-performing sales organization (hunters, farmers, account leads).
• Clear performance management including targets, incentives, and accountability structures.
• Coaching of senior sales talent and role-modeling executive selling.
• Active contribution to positioning the company as a market leader (e.g., AWS thought leadership, strategic partnerships).
• Representation of the company in key client, partner, and industry engagements.
• Translation of market trends into commercial opportunities and strategic initiatives.

Requirements

• Degree in Business Administration, Information Systems, Computer Science, or a comparable qualification
• Strong commercial acumen
• 8–12+ years of experience in B2B sales, ideally in IT services, cloud, or digital transformation, with a proven new-business track record
• Proven track record of owning and delivering significant revenue growth in complex B2B/enterprise environments
• Strong success in closing high-value, multi-stakeholder deals and acquiring strategic accounts
• Deep expertise in value-based selling, pricing, and margin-driven negotiations
• Experience in building and steering scalable sales organizations with clear performance accountability
• Strong consultative selling skills with C-level engagement and influence
• Solid background in IT services, cloud, or digital transformation businesses
• Ability to operate confidently at C-level
• Strong entrepreneurial mindset with a high-ownership mentality
• Fluent German and English (C1)

Tech Stack

• AWS
• Cloud
• Go

Benefits

• Not specified