Business Development Manager DACH

About the role

The establishes a clear line of ownership for growth within the DACH region. You will manage the complete sales cycle, converting initial market signals into confirmed revenue and strategic partnerships. This role requires close collaboration with internal data and client success teams within a comprehensive, feature-rich platform designed for modern enterprises. Your daily efforts will directly influence how prominent global organizations, including Unilever and Siemens, approach dynamic planning and navigate volatility with confidence. You will operate within a fast-moving startup culture while managing intricate, multi-threaded, enterprise-level sales processes that demand precision and insight. Your work will translate complex planning challenges into compelling narratives that resonate with C-level stakeholders across the region. You will be instrumental in defining the commercial narrative that positions Pigment as the definitive solution for performance management in Europe. Ultimately, you will act as the primary architect of demand and growth, ensuring that the DACH market understands the transformative power of real-time planning.

Key facts

What you'll do

• Conduct deep market research to map client demand signals and uncover latent needs across the DACH region.
• Translate complex enterprise requirements into clear value propositions that align with the platform's feature set and roadmap.
• Design and execute targeted outreach sequences that introduce advanced planning tools to controllers, finance leaders, and strategic stakeholders.
• Coordinate live, data-driven demonstrations where our AI engine illustrates in real time how plans adapt using scenario models and current operational data.
• Guide multi-stakeholder prospects through structured reviews to highlight value realization, operational clarity, and strategic alignment.
• Negotiate commercial terms, pricing structures, and implementation scope with partners to secure mutually beneficial and sustainable agreements.
• Educate internal teams on emerging buying signals and feedback, ensuring future marketing campaigns target accounts with the highest conversion potential.
• Build and nurture reference relationships with DAX customers who publicly validate our performance management capabilities and strategic impact.
• Partner closely with technical solutions teams to resolve integration and technical queries before deals reach final approval and procurement stages.
• Own the end-to-end pipeline generation process, ensuring a robust and diversified funnel of high-quality opportunities for the region.
• Collaborate with marketing to develop compelling case studies and success metrics that reinforce the platform's value in volatile planning environments.
• Act as the primary commercial liaison between the DACH region and global product leadership, feeding insights into strategic decisions.
• Monitor competitor activity and market trends to refine positioning and ensure our offering remains distinct and desirable.
• Drive the adoption of forecasting and scenario modeling tools by demonstrating clear ROI to finance and operations decision-makers.
• Establish a disciplined documentation process for all sales activities, learnings, and outcomes to inform future strategies.

Requirements

• Bring three to five years of experience selling complex software to enterprise buyers within the DACH region.
• Maintain a proven track record of managing deals valued between 85,000 and 130,000 EUR in annual value.
• Communicate with fluency in both German and English across all professional contexts, including negotiations and presentations.
• Demonstrate a thorough understanding of how large organizations select tools for planning, collaboration, and corporate governance.
• Navigate formal procurement expectations and compliance requirements with confidence and professionalism.
• Exhibit a strong grasp of SaaS procurement cycles and the dynamics of enterprise buying committees.
• Apply stakeholder mapping and influence strategies to identify and engage multiple decision-makers within target accounts.
• Operate effectively in a fast-paced, ambiguous environment where agility and resilience are essential daily traits.
• Display intellectual curiosity and a commitment to mastering Pigment's platform and its application across diverse industries.
• Align personal performance goals with the broader commercial objectives of the DACH region and the company.
• Exhibit integrity, transparency, and a collaborative mindset in all interactions with colleagues and clients.
• Commit to continuous learning and sharing best practices to elevate the collective capability of the sales organization.

Nice to have

• Working knowledge of SaaS procurement cycles and stakeholder mapping methods provides a distinct advantage in accelerating deal velocity.

Practical notes

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