Business Development Leader, DACH

This is a fully remote position, open to applicants in Germany.

📋 Description

• Take ownership and execute the complete sales cycle for SMB accounts throughout Germany, Austria, and Switzerland, from initial prospecting to closing deals.

• Develop and maintain a robust pipeline that consistently meets or surpasses quarterly and annual sales objectives.

• Perform discovery sessions, product demonstrations, and solution-based selling tailored to the needs and budgets of SMB buyers.

• Negotiate commercial terms and contracts in accordance with iGrafx pricing and approval protocols.

• Provide accurate forecasts and ensure pipeline integrity in Salesforce.

• Collaborate with marketing, sales development, and customer success teams to facilitate a seamless transition from lead generation to closing and onboarding.

• Identify, recruit, and onboard both direct and indirect partners across the DACH region, including resellers, systems integrators, consultancies, and complementary technology vendors, to broaden iGrafx’s reach within the SMB sector.

• Formulate and implement a regional partner strategy, encompassing partner tiering, recruitment goals, and enablement initiatives.

• Establish and nurture partner relationships, serving as the main point of contact for daily interactions.

• Train and equip partners with knowledge of iGrafx’s value proposition, product positioning, and sales process to enhance partner-sourced and partner-influenced pipeline.

• Develop collaborative go-to-market plans with key partners, including co-selling and co-marketing efforts.

• Monitor and report on partner-sourced pipeline and revenue, adjusting the partner mix based on performance metrics.

• Represent iGrafx at regional trade shows, partner events, and industry conferences.

• Deliver regular updates on direct and partner pipeline, revenue performance, and market insights to sales leadership.

⛳️ Requirements

• Minimum of 3 years of experience in B2B software sales, with a proven history of meeting or exceeding sales quotas; experience in SMB sales is highly preferred.

• Proven track record in building or managing channel/partner relationships, preferably within the enterprise software, SaaS, or process intelligence/BPM sectors.

• Native or fluent in German (both written and spoken), along with professional proficiency in English.

• Residing in Germany, with readiness to travel throughout the DACH region.

• Proficient in Salesforce and familiar with standard sales engagement tools (e.g., LinkedIn Sales Navigator, MS Office).

• Strong consultative selling abilities, capable of navigating both direct deal cycles and multi-stakeholder partner relationships.

• Self-motivated and comfortable working independently in a remote, builder-stage regional role.

• Exceptional verbal and written communication skills.

• Bachelor’s degree in Business Administration or a related field, or equivalent practical experience.

🏝️ Benefits

• Create a region from scratch, having a direct impact on both the sales strategy and partner approach for DACH.

• Join a prestigious enterprise software company that serves clients across the Americas, Europe, and Asia-Pacific.

• Work for a private equity-backed organization experiencing strong growth and investing in the DACH market.

• Enjoy a high-visibility role with direct access to sales leadership and executive stakeholders.