Develop personalised coach plans and provide regular coaching sessions with each team member to discuss performance and provide feedback on areas for improvement
Mentor and encourage a growth mindset amongst the team
Identify and recruit top-performing sales talent and manage performance and disciplinary challenges
Assess and set account territory priorities for the team
Develop and maintain accurate sales forecasts and regularly review and adjust sales plans and forecasts
Use data to monitor performance and identify trends or areas for improvement
Develop sales strategies and tactics that align with company goals and customer needs
Observe, assess and monitor seller outreach, deal pipeline and deal quality
Build strong relationships with internal peer teams and leadership to drive strong cross-organization success
Build relationships with external customers, prospects and partners, to support the go-to-market strategy
Encourage cross-functional collaboration to ensure the sales team has the support and resources they need to succeed
Foster a culture of teamwork and collaboration within the sales team to promote knowledge sharing and best practices
Encourage feedback and open communication to ensure all team members feel heard and valued, and to address any issues or concerns
Requirements
8+ years experience in a related role - enterprise technology or similar complex solution sales - particularly across large, enterprise customer accounts
3+ years of progressive sales management experience - preferably in software or technology organisations
Undergraduate Degree or equivalent combination of knowledge and related career experience
Fluency in both German and English
Understanding of the Software as a Service (SaaS) business model
Proven sales track record of achieving (and exceeding) sales quota targets in the field selling complex technology or software solutions
Ability to provide deal support and guidance to sellers on both large enterprise and mid-market accounts
Ability to manage and coach a diverse team of sales professionals
Exceptional communication skills and business acumen
Executive presence with the ability to communicate at the most senior level
Ability to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycle
Ability to lead your team to manage multiple complex sales cycles simultaneously
Ability to negotiate pricing with a focus on retaining value
Travel Requirements and Working Conditions
Up to 30% travel for regular customer meetings and events
Reliable internet access required for any period of time working remotely and not in a Workiva office
Why Join Workiva
Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the
Benefits
Remote work options
Additional Information
The Senior Sales Manager - DACH Enterprise delivers sales results against growth revenue targets through leadership and management of a team of Account Executives. Utilising their influence, the Senior Sales Manager performs a strategic leadership role by directing sellers to identify and execute on winning opportunities, proper and timely follow up and delivering an excellent experience to customers. As the forefront leader who interacts with customers, the Senior Sales Manager is always prominent and must exhibit a level of excellence by communicating with confidence to influence outcomes both internally and externally.
This role will lead a team of Account Executives across our Strategic (enterprise) customer segment in the DACH region.
Workiva · Remote