Head / Senior Director of Sales – Central Europe

Pipeline and forecast

• Lead the weekly pipeline review across every rep, deal and stage.

• Drive qualification rigour from first contact to close, ensuring forecasts are built on well-qualified opportunities.

• Deliver a reliable monthly and quarterly forecast with clear insight into drivers and variance.

• Be a hands-on CRM user and champion high standards of data quality and accuracy across the team.

• Identify deals that need momentum early, create urgency and engage personally where it adds the most value.

Team leadership

• Set clear, measurable expectations for every seller, supported by structured 1:1s, deal reviews and coaching.

• Develop team performance through coaching, enablement and effective talent management.

• Lead the team through growth and change with a style that inspires people to follow.

• Maintain transparent, proactive communication with senior leadership, raising topics early and always with a recommended next step.
  

Customers and key accounts

• Personally own key accounts and strategic deals as a player-coach.

• Build senior relationships across Kommunen, Länder and Bund, Stadtwerke and utilities, and infrastructure and telecom accounts.

• Lead or steer public tenders (RFQ / RFP, Vergaberecht, framework agreements) together with pre-sales.
  

Growth strategy and business development

• Build and own the growth plan for Germany, DACH and Poland: where the next 12–24 months of revenue will come from, by vertical, segment and channel.

• Translate the plan into quarterly targets, headcount needs and channel priorities, and keep it current as a live commitment.

• Align public-sector buying cycles with the company's annual planning cadence.

• Identify white space in the existing customer base and the wider market.

• Bring structured market intelligence to the commercial leadership team, always with a recommendation.

• Orchestrate pre-sales, marketing and product through influence and collaboration.

• 10+ years in B2B sales, including 4+ years leading sales teams against revenue targets; around 15 years of overall experience is a useful guide.

• A hands-on operating style: you personally run the forecast, the weekly cadence, the pipeline and key accounts.

• Public-sector exposure: familiarity with tender mechanics, procurement rules and public-sector buying timelines.

• Experience in data or technology solution sales, ideally geospatial or adjacent technology, or data-driven solutions with a long, considered buying cycle.

• Experience in a larger, structured corporate environment, combined with the motivation to apply that discipline in a company where your impact is direct and visible.

• Leadership people follow: you set high standards, coach people to meet them and make sound people decisions.

• Fluent German and fluent English.
  

Nice to have

• Experience selling across several verticals such as government, utilities / Stadtwerke, telecom and infrastructure.

• Familiarity with Vermessung / Kataster and municipal planning buyers.

• A regional growth plan you built and executed with measurable accountability.

• Experience running several sales motions at once: direct enterprise, public sector, channel / partner and inbound.

• Hands-on knowledge of public procurement, including RFPs, tenders and multi-year framework agreements.

• Experience aligning public-sector sales cycles with the planning cadence of an investor-backed growth business.

• Polish language skills.

• Based in the Wetzlar / Frankfurt region