About the Role
Our client, a fast-scaling European PropTech with an award-winning suite of CAFM, CMMS, and ESG Management software solutions, is seeking a Head of DACH to lead and scale its commercial presence across Germany, Austria, and Switzerland.
This is a senior, quota-carrying leadership role with full accountability for the region’s aggregate revenue performance, spanning new customer acquisition, account expansion, and platform migration initiatives.
The successful candidate will:
- Build and scale the regional revenue engine from an early-stage market footprint
- Secure an initial cohort of strategic enterprise reference customers
- Define and execute a robust, localized go-to-market strategy
- Position the organization as a trusted, long-term SaaS partner within the DACH market
- Lead, develop, and elevate a team of four Sales Executives
- Drive structured migration efforts toward a unified platform offering
This role represents a true market-building and scale-up mandate, requiring strategic vision, operational discipline, and hands-on commercial leadership.
Key Responsibilities
- Regional Build & Strategy: Define and execute the go-to-market strategy for an assigned territory. Identify priority sectors, develop industry-specific positioning and establish repeatable routes to market. Build pipeline from the ground up and convert early wins into scalable growth momentum.
- Revenue Ownership: Own and deliver the full regional ARR target across new business, expansion and migration. Personally influence and close critical enterprise opportunities.
- Enterprise Sales Execution: Lead complex, multi-stakeholder SaaS sales cycles. Engage at C-suite level and negotiate high-value enterprise agreements in competitive environments.
- Team Leadership: Lead, coach and develop a team of Sales Executives. Build performance discipline, sales capability and accountability to create a high-performing regional team.
- Platform Migration & Growth: Drive consolidation and migration of customers onto a unified platform, turning transformation initiatives into sustainable ARR growth and stronger long-term customer value.
- Market Representation: Act as the commercial figurehead for the assigned region. Build executive relationships, establish industry credibility and develop reference customers across priority verticals including retail, logistics and warehousing.
Requirements
- 10+ years of enterprise software sales experience with deep familiarity in the target market
- Demonstrated success building or growing a territory from an early stage
- Strong history of landing six- and seven-figure contracts
- Experience managing and mentoring a sales team, fostering a culture of high performance
- Background in sectors such as retail, logistics, warehousing or other operationally intensive industries is a plus
- Adept at navigating how large organisations make purchasing decisions
- Gravitas and credibility to engage confidently at senior leadership level
- Full professional fluency in both the local language and English is essential
Experience in a fast-scaling or investor-backed software business is advantageous. This role suits a hands-on commercial leader who thrives in ambiguous, early-stage environments — someone who can bring structure to a nascent market and build lasting momentum from the first handful of wins.
