General Manager

General Manager - DACH

Remote Germany; Significant Travel (regulary in the office)

European headquartered, with Private Equity backing, our partner is a well-established leader in Cybersecurity SaaS, serving Enterprise and Mid-Market customers across all sectors.

Having grown rapidly over the last few years, and with significant investment, they are very well positioned, to deliver on their ambitious plan; broadening the product portfolio, driving cross-sell, entering new European markets, and making several strategic acquisitions.

The German-speaking DACH region will be central to the company’s success.

The Role:

This is a newly created role reporting to the CEO. You inherit a DACH direct sales team, an existing customer base and a set of partner relationships, with the scope and budget to scale all three substantially.

Your first job is to thoroughly assess what you have inherited: the people, the pipeline, which partners are productive and which are dormant, and where direct and channel currently collide. Your second is to turn that into one go-to-market plan for the region that the board can back, then deliver it at the pace the market allows.

Key Accountabilities:

Regional leadership and go-to-market;

• Own total DACH revenue across direct and partner-sourced business: forecast it accurately, report it monthly to the CEO and board, and hold both teams to it.
• Build a multi-year DACH plan covering targets, segment and territories, headcount and investment for the direct and channel motions.
• Decide which segments and accounts are best served direct, through partners, or jointly, and set clear rules of engagement: account ownership, deal registration, territory coverage and fast, fair conflict resolution.
• Design compensation with the CRO so direct sellers are rewarded for working with partners rather than against them.
• Be a credible, visible voice in the German-speaking market, with customers, partners and the wider security community.

Team and Operations:

• Build and lead one DACH revenue organisation spanning account executives, SDRs and channel account managers, hiring ahead of plan where it makes sense.
• Work as one team with product, marketing and customer success so customers sold direct or through partners are onboarded, retained and expanded.
• Run a disciplined operation: clean CRM and partner data, defined pipeline stages for direct and partner deals with clear attribution rules.

Essential:

• A track record of leading B2B SaaS revenue in DACH, with accountability for a regional number and evidence of delivering against it.
• Hands-on experience running both a direct sales motion and a channel/partner motion in DACH.
• Experience recruiting and growing MSPs, resellers and distributors, and an existing network of partner relationships in the German-speaking market.
• Experience taking on and developing an existing team.
• Proven hiring ability. You can name the people you have recruited and say what they went on to do.
• Comfort operating in a private-equity-backed scale-up: pace, ambiguity and a board that asks hard questions about the pipeline. You can build and defend a go-to-market investment case to the board.
• Native-level German and fluent English.