Job Description – Sales Director, DACH Region Overview The Sales Director – DACH Region is a critical leadership role responsible for driving revenue growth across Germany, Austria, and Switzerland. This role directly manages commercial sales representatives focused on the commercial segment and personally leads all sales efforts for regional major and enterprise accounts. The Sales Director also works collaboratively with ibml’s global account management organization to pursue and support global opportunities with multinational customers headquartered or active in the region. The ideal candidate is a highly driven sales leader with a strong track record of building pipeline, closing complex deals, and developing high-performing teams. Key Responsibilities Regional Sales Leadership · Lead and manage commercial account executives focused on the commercial customer segment. • Set clear performance expectations, KPIs, and account strategies. • Coach and develop the team to exceed revenue targets. Major & Enterprise Account Ownership • Serve as the primary seller for all major and enterprise accounts in the DACH region. • Prospect, develop, and close new business opportunities. • Build strong executive relationships across customer organizations. • Navigate complex buying processes and long sales cycles. Global Account Collaboration • Collaborate with ibml global account managers on multinational opportunities. • Align regional strategies with global account plans. • Provide regional expertise and support global negotiations as needed. Territory Strategy & Market Development • Develop and execute a go-to-market sales strategy for the DACH region. • Identify high-value verticals and strategic growth opportunities. • Represent ibml at regional events and industry functions. Forecasting, Pipeline Management & Reporting • Maintain accurate forecasting and pipeline visibility in company’s CRM. • Ensure disciplined sales process adherence. • Provide ongoing performance updates to senior leadership. Cross-Functional Alignment • Collaborate with Marketing, Professional Services, Product Management, and Support. • Communicate market insights to inform product strategy. Experience & Skills Required • Bachelor’s degree in business, Sales, Marketing, or related field. • 7 years of quota-carrying sales experience, including enterprise sales. • 3 years of people leadership experience. • Strong understanding of DACH market dynamics. • Proven success in enterprise selling and team development. • CRM expertise (HubSpot preferred). • Strong communication and executive presence. • Ability to travel within the region and internationally. • Must reside within the DACH region. Compensation Structure This position includes: • Base salary • Variable compensation including: o Override commissions on commercial team performance o Direct commissions for personally closed major and enterprise deals • Bonus incentives tied to strategic initiatives and overachievement of targets Reporting Relationship This position reports directly to the Chief Revenue Officer.