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About the role
Key responsibilities & impact- Own and execute the full sales cycle for SMB accounts across Germany, Austria, and Switzerland, from prospecting through close.
- Build and manage a healthy pipeline sufficient to consistently meet or exceed quarterly and annual sales targets.
- Conduct discovery, product demonstrations, and solution-based selling tailored to SMB buyer needs and budgets.
- Negotiate commercial terms and contracts in line with iGrafx pricing and approval guidelines.
- Accurately forecast and maintain pipeline hygiene in Salesforce.
- Collaborate with marketing, sales development, and customer success to ensure a smooth handoff from lead to close to onboarding.
- Identify, recruit, and onboard both direct and indirect partners across DACH — including resellers, systems integrators, consultancies, and complementary technology vendors — to extend iGrafx’s reach into the SMB segment.
- Develop and execute a regional partner strategy, including partner tiering, recruitment targets, and enablement plans.
- Build and maintain partner relationships, acting as the primary point of contact for day-to-day engagement.
- Train and enable partners on iGrafx’s value proposition, product positioning, and sales process to drive partner-sourced and partner-influenced pipeline.
- Develop joint go-to-market plans with key partners, including co-selling and co-marketing initiatives.
- Track and report on partner-sourced pipeline and revenue, refining the partner mix based on performance.
- Represent iGrafx at regional trade shows, partner events, and industry conferences.
- Provide regular reporting on direct and partner pipeline, revenue performance, and market feedback to sales leadership.
Requirements
What you’ll need- 3+ years of experience in B2B software sales, with a track record of meeting or exceeding quota; SMB sales experience strongly preferred.
- Demonstrated experience building or managing channel/partner relationships, ideally within enterprise software, SaaS, or process intelligence/BPM markets.
- Native or fluent German language skills (written and spoken), plus professional fluency in English.
- Based in Germany, with willingness to travel across the DACH region.
- Experience with Salesforce and familiarity with standard sales engagement tools (e.g., LinkedIn Sales Navigator, MS Office).
- Strong consultative selling skills, with the ability to navigate both direct deal cycles and multi-stakeholder partner relationships.
- Self-starter comfortable operating with significant autonomy in a remote, builder-stage regional role.
- Excellent verbal and written communication skills.
- Bachelor’s degree in Business Administration or equivalent field, or equivalent practical experience.
Benefits
Comp & perks- Build a region from the ground up, with direct influence over both the sales motion and the partner strategy for DACH.
- Be a member of a world-class enterprise software company with customers across The Americas, Europe, and Asia-Pacific.
- Private equity-backed organization with strong growth momentum and investment in the DACH market.
- High visibility role with direct exposure to sales leadership and executive stakeholders.
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
Sales Cycle ManagementPipeline ManagementContract NegotiationForecastingSolution-Based SellingPartner Strategy DevelopmentGo-To-Market PlanningSales Target AchievementRevenue Performance TrackingMarket Feedback Reporting
Soft Skills
Excellent Communication SkillsSelf-StarterAutonomy in Remote WorkCollaborationRelationship Building
Certifications
Bachelor’s Degree in Business Administration