Sales Director DACH Net New

About the role

You will own the full P&L for new enterprise business generation across the DACH region, driving both strategic and operational execution. This role requires you to act as a trusted advisor to C-level stakeholders while shaping the team culture and elevating professional standards. You are responsible for creating sustainable revenue streams by discovering and converting new enterprise opportunities. Success in this position demands discipline, strategic rigor, and the ability to coach others toward shared goals. You will celebrate team achievements collectively and ensure that every interaction reflects authentic leadership. Developing sales capabilities in partnership with internal learning structures is central to your mission. Proactively managing performance issues in collaboration with regional HR specialists is also part of your accountability.

Key facts

What you'll do

Establish a high-performance sales culture by coaching, developing individuals, and setting ambitious standards to ensure continuous improvement across the team.

Take full responsibility for recruiting, onboarding, and training all new team members to build a scalable and effective sales organization.

Create and execute specific account plans to meet and exceed annual revenue targets while managing the full complexity of the sales cycle.

Establish and maintain relationships with C-level executives, leveraging IFS executive sponsors to navigate and influence decision-making processes.

Develop a deep understanding of the customer's organizational power map and influencers to build trusted advisory relationships grounded in solution value.

Analyze customer technology environments, strategic plans, and competitive landscapes actively, using public information such as press releases and earnings reports to inform strategy.

Lead designated territory coverage by managing key accounts, profiling prospects, and ensuring that all customers are encouraged to become IFS references.

Implement a disciplined pipeline management process that keeps the pipeline current, visible, and progressing effectively through all stages.

Collaborate with marketing, inside sales, partners, and channel managers to build a robust pipeline that supports consistent opportunity generation.

Utilize the full suite of IFS solutions, including Industry Solutions, Line of Business applications (ERP, EAM, FSM), and technology offerings, to address opportunities and deliver value.

Conduct White Space analysis and execute up-sell and cross-sell initiatives while orchestrating the right internal teams to deliver winning solutions for complex deals.

Requirements

A university degree or equivalent professional qualification relevant to sales or a functional area is required as a foundational credential for this role.

Significant experience selling complex business software, IT solutions, or managing start-ups is essential to demonstrate capability in demanding environments.

You must possess a value-selling mentality that focuses on business outcomes rather than merely listing product features or specifications.

A proven record of managing and leading sales teams to exceed targets is mandatory to show leadership and execution excellence.

Demonstrated experience in large, complex deals and transformation initiatives within a fast-paced, competitive environment is non-negotiable.

Experience in a lead role within a team-selling environment is expected to ensure collaboration across multiple stakeholders and contributors.

Fluency in business-level German and English is required to communicate effectively with stakeholders across the DACH region.

The ability to operate confidently across the DACH region is essential for engaging with clients and partners in multiple markets.

Exceptional people management skills are required, including a track record of hiring, coaching, and retaining top talent over time.

Disciplined CRM practices and accurate pipeline maintenance are daily duties that must be performed with consistency and transparency.

Nice to have

While not mandatory, experience within the Aerospace & Defence sector and Service industries is preferred for better contextual understanding.

Practical notes

The role offers 30 vacation days, plus additional special leave for birthdays and social commitment (CSR).

Interviews and selections will be conducted continuously, and all candidates will complete a DISC assessment (PPA) as part of the recruitment process.

This position provides an attractive salary with above-average additional benefits, including a car allowance and compensation for business trips.

A company pension plan is available, along with further training opportunities and intensive induction support.

Flexible working hours and mobile working models are standard, allowing for work location flexibility within the DACH region.

Additional wellbeing-benefits such as Jobrad & Wellpass are included to support a healthy work-life balance.

Application materials must be submitted in English through the online applicant management system, including salary requirements and your earliest possible start date.