Job Description
As Director, Sales, you will lead the growth and market expansion of IFS Ultimo across DACH, the Nordics, and International markets. This is a pivotal role for a proven SaaS sales Executive who combines strategic vision, operational excellence, and inspirational leadership.
You will be responsible for building, coaching, and scaling high-performing regional sales teams, defining and executing a comprehensive go-to-market strategy, and driving consistent double-digit ARR growth across diverse markets and industries.
You will lead from the front, engaging with key customers, shaping strategic deals, and fostering a culture of excellence, collaboration, and accountability.
Strategic Leadership & Market Growth
1. Define and execute a high-impact go-to-market strategy tailored to the DACH, Nordics, and International regions.
2. Deliver sustained ARR growth (40%+ year-on-year) by combining near-term execution excellence with long-term strategic customer development.
3. Identify and develop new market opportunities while expanding the footprint within existing industries.
4. Establish trusted executive relationships with enterprise customers and strategic partners to drive customer value and long-term success.
5. Collaborate closely with Marketing, Product, and Customer Success to ensure cohesive market positioning and seamless customer engagement.
Sales Team Leadership & Talent Development
6. Recruit, coach, and inspire a team of high-performing regional account executives.
7. Create a high-performance culture characterized by ownership, integrity, and a relentless pursuit of results.
8. Implement sales excellence frameworks that elevate pipeline management, forecasting accuracy, and win rates.
9. Invest in talent development, mentoring future leaders and building succession strength across the region.
10. Foster cross-regional collaboration and knowledge sharing to accelerate learning and execution velocity.
Operational Execution & Partner Collaboration
11. Establish rigorous sales discipline and governance across forecasting, deal management, and pipeline hygiene.
12. Drive predictable, data-driven sales performance using CRM best practices and clear KPIs.
13. Work in close alignment with implementation, technology and reseller partners to extend market reach and accelerate time-to-value.
14. Translate business objectives into actionable sales initiatives with measurable impact.
Why Join
This is a rare opportunity to lead a high-growth region for one of the most exciting players in the EAM SaaS market. You’ll have the platform to shape the commercial direction, build exceptional teams, and make a lasting impact on Ultimo’s global success.
Qualifications
15. 10+ years of enterprise SaaS sales leadership experience.
16. Proven track record of building and scaling high-performance sales organizations in EAM, CMMS, or adjacent enterprise software markets.
17. Demonstrated success in driving significant ARR growth and executing complex, multi-stakeholder enterprise deals.
18. Strong commercial acumen with experience developing and executing regional go-to-market strategies.
19. Deep understanding of value-based and consultative selling methodologies.
20. Exceptional leadership and communication skills able to inspire teams and influence C-suite stakeholders across diverse cultures.
21. Fluent in English & German
Personal Attributes
22. Strategic and analytical thinker with strong operational discipline.
23. Hands-on and visible leader who leads by example and drives execution through empowerment.
24. Passionate about developing people and building world-class teams.
25. Agile, growth-oriented, and motivated by ambitious targets.
26. Embodies Ultimo’s values of collaboration, innovation, and customer success.