Regional Sales Manager - DACH

Job description

Build & Lead Our First Team in Region This is a rare one: the chance to be the founding Sales Manager for Elliptic's DACH region. You won't be inheriting a team or a playbook — you'll be building both. If you want ownership over how a market gets built, not just a territory to run within someone else's structure, this is that role. As Sales Manager, you'll be a foundational force in building and scaling both new logo acquisition and expansion across DACH. Leading a team of motivated quota-carrying Account Executives that you'll help hire and shape from day one, you'll be accountable for creating an elite sales culture, establishing sales discipline from scratch, and helping your team win complex enterprise deals across high-potential markets. You will embody what it means to be a bar-raiser — not just holding high standards, but operationalizing them through coaching, process, and execution, in a region where you get to decide what "the way we do things" actually looks like. What you will do: Champion Elite Sales Execution - Lead from the front by coaching AEs through long, complex enterprise sales cycles — from outbound opportunity generation through to multi-threaded stakeholder engagement, PoCs, and contract negotiation - Reinforce a rigorous, AE-led approach to pipeline creation and account strategy Drive and Scale New Logo Acquisition and Expansion - Build and execute the go-to-market strategy for DACH — breaking into high-value accounts across the crypto, fintech, financial services, and regulatory ecosystem - Forecast accurately, deliver against team quota, and maximise GTM efficiency in region Embed Sales Rigour & Methodology - Roll out and reinforce powerful sales hygiene — from qualification and forecasting, to next-step discipline and CRM hygiene - Act as a process enabler, ensuring not just methodology knowledge, but mastery in execution underpinning MEDDPICC and Value-Based Selling - Leverage AI-powered sales tools to support qualification, pipeline health, and deal strategy execution Coach, Develop & Elevate the Team - Continuously coach on core sales motions: outbound prospecting, access to power, objection handling, discovery quality, and deal closing - Provide real-time feedback via call coaching, pipeline reviews, and deal strategy sessions - Help AEs progress their careers while outperforming targets - Encourage the thoughtful application of AI tools within the sales process, fostering a culture of experimentation and continuous improvement - Incorporate AI-driven insights and capabilities into seller workflows to enhance productivity, improve win rates, and shorten sales cycles Accelerate Strategic Proof-of-Concept Motions - Elevate the team's handling of Proofs of Concept and Trial cycles — ensuring AEs & SEs collaborate, and deliver customised demonstrations - Partner with pre-sales to deliver exceptional buying experiences Orchestrate Cross-Functional Success - Steer/support the sales team in leading a cross-functional deal squad to ensure a smooth and high-velocity deal cycle - Feed voice-of-customer insights back into GTM leadership and Product — with an outsized voice given you're shaping how we enter this market Build a High-Performance Culture - Create psychological safety and accountability through inclusion, transparency, and trust - Set the tone for excellence, energy, and ethical ambition — within your team and cross-regionally - Hire, onboard, and retain exceptional talent, building the DACH team from the ground up - Promote AI literacy and usage best practices across the team to drive innovation, reduce cognitive load, and support data-informed decision-making You'll Thrive Here If You Have - Solid experience of B2B SaaS sales, with a strong bias toward enterprise and/or FI new business acquisition - 3-5 years of sales leadership experience, managing quota-carrying AEs in a high-growth, fast-paced GTM environment, with a strong track record of delivering against team quota - Proven, practical expertise in MEDDIC / MEDDPICC and Value Selling - A track record of leading high-performing teams that consistently meet and exceed quota targets - Hands-on experience managing AE-led outbound/prospecting motions, and coaching reps on breaking into cold accounts - Previous success running sales cycles that include Proof of Concept or Trial components - Excellence in pipeline hygiene, sales forecasting, and funnel management - Ability to thrive in ambiguity, think cross-regionally, and scale what works — fast; you'll be writing the playbook, not just running it - A collaborative and growth-minded leadership style with strong cross-functional influence - A strong awareness of AI tools and techniques relevant to modern sales execution (e.g., conversation intelligence, sales enablement platforms, lead scoring) — and a willingness to coach reps on their effective, ethical use - Fluency in German and English - Strong interest or experience in digital assets - Bonus for candidates who have Web3 experience Ultimately we are looking to hire those who want to be the future leaders in the industry, are super intrigued by Crypto, and have an awesome mindset to learn — so if you don't meet all the criteria, still do apply! Benefits: - Competitive salary - Share Options - Holiday - 25 days - Private Health Insurance - Collaborative, flexible and friendly environment: we understand that flexibility is the key to maintaining a healthy work-life balance - Social events, which include regular team lunches on us, quarterly full-day events and an annual company 3-day event - Personal training budget & LinkedIn Learning subscription We know Diversity and Inclusion is much deeper than just hiring, but it's important for us to mention it here. We welcome and embrace individuals of all backgrounds and identities at Elliptic, and this is an ongoing priority for us. We know incredible people don't all think in the same way. We want to be challenged every day. We believe our diverse team of individuals underpins this by bringing creative thinking and innovation to Elliptic every day. We are committed to creating a diverse, inclusive and equitable workplace, so we welcome applications from everyone, even if you may not think you fit all of the requirements of our roles. We foster an environment of psychological safety, where everyone feels comfortable to bring their whole self to work.