Regional Sales Manager (DACH & UK/Nordics)
We are looking for a dynamic, highly operational Sales Manager to lead execution across our DACH and UK/Nordics regions. This role is perfect for a first or second-line sales leader who is passionate about hands-on coaching, deal discipline, and leveraging data to drive success.
The Role:
You will lead a team of Account Executives, driving high performance through a consistent operational cadence. By partnering closely with Revenue Operations and utilizing AI-powered insights, you will sharpen forecast accuracy and elevate deal execution across the board.
Who You Are:
You aren't a "strategy from the sidelines" leader. You thrive on staying close to the numbers, deeply involved in the deals, and fully committed to the growth of your team. If you prefer active mentorship and data-driven agility over top-down management, this is the role for you.
Key Responsibilities:
1. Team Leadership & Coaching
Manage & Motivate: Lead a team of ~6 Account Executives, fostering a culture of accountability, urgency, and high performance.
Coaching to Success: Conduct weekly 1:1s and deal clinics. Diagnose individual skill gaps (e.g., discovery, negotiation, closing) and implement coaching plans to close them.
Onboarding: Accelerate ramp time for new hires in the region, ensuring they understand the "playbook" and market nuances of both DACH and UK regions.
2. Forecast Accuracy & Operational Control
Run the Cadence: Own the weekly forecast calls, pipeline reviews, and QBRs. Ensure CRM hygiene is impeccable
Forecast Precision: Commit to a number and hit it. You are responsible for calling the forecast accurately to leadership, minimizing slippage, and identifying risks early.
Pipeline Health: Monitor coverage ratios and velocity. Ensure AEs have enough valid pipe to hit future quarters, not just the current one.
RevOps Partnership: Work closely with Revenue Operations on forecasting models, pipeline definitions, tooling, and reporting. Provide feedback from the field to continuously improve dashboards, scoring models, and sales workflows.
3. Deal Strategy & Execution
Executive Sponsorship: Step into the sales cycle as a sponsor or closer, providing credibility and unblocking stalled deals and ensure executive leadership gets involved as needed.
Deal Control: Ensure AEs are not "happy ears" selling. Validate the MEDDPICC criteria on key opportunities to ensure we are in control of the buying process.
Market Strategy: Navigate the cultural differences between the DACH and UK/Nordics markets to optimize sales velocity in each.
4. AI-Enabled Sales Execution
AI-Assisted Forecasting: Use AI-driven insights (e.g., deal risk signals, activity trends, historical patterns) to challenge AE commits and improve forecast accuracy.
Deal & Call Analysis: Leverage conversation intelligence and deal analytics to identify coaching opportunities, validate MEDDPICC, and spot early warning signs in key opportunities.
Coach with Evidence: Use data and AI insights to move coaching conversations from anecdotal (“I feel this deal is strong”) to factual (“Here’s what the data tells us”).
Adoption Champion: Ensure your team consistently uses the tools and workflows provided by RevOps, driving adoption rather than workarounds.
Requirements:
Experience: 2–4 years of experience in a sales leadership role or as a senior/lead Account Executive with demonstrated coaching and deal-leadership responsibilities in B2B SaaS.
Market Experience: Strong experience selling into DACH or UK/Nordics markets (experience across both is a strong plus).
Language: English, but native or business-fluent German will serve as a strong benefit.
Forecast Discipline: Proven ability to manage a number with rigor — understanding how pipeline, conversion, and timing translate into a reliable commit.
AI & Tooling Fluency: Comfortable using modern sales tools, analytics, and AI-driven insights to inform decisions, coach performance, and improve outcomes.
Methodology: Strong grasp of structured sales methodologies (e.g., MEDDPICC) and the ability to apply and teach them pragmatically.