Company overview
Our client is an international technology company specialising in B2B SaaS, marketing technology and digital customer engagement solutions.
Through a portfolio of complementary products, the company supports marketing and commercial teams in improving customer acquisition, engagement and sustainable business growth.
As part of its expansion across Germany, Austria and Switzerland, the company is strengthening its regional sales organisation and developing its outbound sales activities in the DACH market.
The source company operates in B2B SaaS and MarTech, with solutions covering marketing automation, customer engagement, SEO and digital communications.
| Position Title | Head of Sales DACH (m/f/d) |
| Level | Senior |
| Language Skills | Fluent German, professional working proficiency in English, additional European languages are an advantage |
| Professional Skills | - B2B SaaS sales leadership - DACH market development - Go-to-market strategy - Sales-team building and recruitment - Coaching and performance management - Low-touch and high-touch sales models - Revenue and quota management - Pipeline management and forecasting - Sales-process development - CRM and performance reporting - Organisational scaling - Senior stakeholder management |
| Location | Chemnitz, Germany |
| Education (min) |
Bachelor’s degree in Business Administration, Sales, Marketing, Economics or a related discipline.
Equivalent relevant professional experience may also be considered.
|
| Willingess to Travel (%) | 20 |
| Reports to | Group Commercial Leadership / Managing Director |
| Sector | B2B Technology,Digital Marketing Solutions,Marketing Technology,SaaS |
| Contract | Permanent |
Role Description
We are looking for a Head of Sales DACH on behalf of an international technology company expanding its commercial organisation across Germany, Austria and Switzerland.
The Head of Sales DACH will play a key role in building, developing and scaling the regional sales organisation. The position will lead the Sales Development, Account Executive and Account Management functions and establish the structures, processes and performance standards required to support sustainable commercial growth.
The role will be responsible for launching and scaling the company’s low-touch sales model and subsequently developing its high-touch business. It combines strategic leadership with hands-on responsibility for team development, revenue performance, pipeline management and commercial execution.
Working closely with the Chief Revenue Officer, the Group Head of Customer Success and local management teams, the Head of Sales DACH will identify new market opportunities, contribute to the regional go-to-market strategy and ensure achievement of revenue, pipeline and new-customer growth targets.
Key Responsibilities
- Build, recruit and develop the Sales Development, Account Executive and Account Management teams across the DACH region.
- Lead, coach and motivate sales employees through clear objectives, regular feedback and structured performance management.
- Launch and scale the company’s low-touch sales model and support the subsequent development of its high-touch business.
- Establish efficient sales processes, reporting structures and management routines.
- Take ownership of regional revenue development, pipeline performance and commercial targets.
- Define and monitor sales targets, quotas, KPIs and performance standards.
- Maintain reliable sales forecasts and accurate performance tracking.
- Build a scalable sales organisation capable of supporting sustainable regional growth.
- Ensure achievement of revenue, pipeline and new-customer acquisition targets.
- Identify new market opportunities and contribute actively to the DACH go-to-market strategy.
- Support the sales team in strategic opportunities and complex commercial negotiations when required.
- Work closely with the Chief Revenue Officer, Group Head of Customer Success and local management teams.
- Ensure consistent CRM usage and accurate sales data across the organisation.
- Develop a sales culture based on accountability, collaboration, coaching and continuous improvement.
Ideal Candidate Profile
- At least five years of experience in a comparable sales leadership position, preferably within SaaS, technology or digital services.
- Proven experience building and leading sales teams with approximately 5–10 direct reports.
- Demonstrated success recruiting, coaching and developing high-performing sales professionals.
- Experience scaling sales teams, commercial processes and business results.
- Strong background in revenue management, pipeline forecasting and performance reporting.
- Experience developing and implementing regional sales or go-to-market strategies.
- Ability to combine strategic leadership with hands-on commercial execution.
- Strong communication and stakeholder-management skills.
- Proven ability to influence senior leaders and align international and local stakeholders.
- Negotiation-level German and fluent professional English.
- Comfortable operating in a dynamic and rapidly growing organisation.
Preferred Skills
- Experience within B2B SaaS, MarTech, CRM or digital marketing solutions.
- Previous responsibility for SDR, Account Executive and Account Management functions.
- Experience building or scaling a regional sales organisation.
- Knowledge of low-touch and high-touch B2B sales models.
- Experience launching a commercial function, product or service in a new market.
- Familiarity with CRM platforms, sales analytics and performance-reporting tools.
- Experience working in an international or multinational organisation.
- Strong understanding of the German and wider DACH business environment.
Competencies
- Commercial leadership
- Strategic thinking
- Revenue ownership
- Team development
- Coaching
- Performance management
- Sales forecasting
- Pipeline management
- Decision-making
- Stakeholder management
- Organisational scaling
- Change management
- Cross-functional collaboration
- Results orientation
Personal Characteristics
- Strategic and commercially driven
- Hands-on and pragmatic
- Results-oriented
- Confident and credible
- Clear and transparent communicator
- Strong sense of ownership
- Comfortable making decisions
- Able to create structure in a growing organisation
- Supportive and performance-focused leader
- Resilient under pressure
- Adaptable to changing priorities
- Collaborative and team-oriented
