JOB DESCRIPTION
General Manager – DACH
Location: DACH Region (flexible within region)
JOB PURPOSE
The General Manager for the DACH region is responsible for driving sustainable, scalable revenue growth across Germany, Austria, and Switzerland-one of the company’s most established and high-potential markets.
This role leads the regional commercial organisation directly, overseeing a team of approximately 20-30 professionals across sales and customer success functions. It is a high-impact, quota-carrying leadership role combining strategic market ownership with hands-on commercial execution.
Success in this role requires strong knowledge of the DACH B2B landscape, fluency in German, and the ability to build long-term, trust-based relationships across enterprise and mid-market segments.
The role is supported by central and regional marketing, revenue operations, and structured commercial processes (forecasting, business reviews, and planning cadences).
KEY RESPONSIBILITIES
Regional Revenue Ownership
- Own regional revenue targets across new business, retention, and expansion.
- Deliver quarterly and annual targets through disciplined forecasting and pipeline management.
- Drive balanced growth across acquisition and existing customer revenue streams.
Go-to-Market & Commercial Strategy
- Define and execute the go-to-market strategy for the DACH region, tailoring approach and messaging to local market dynamics.
- Partner with marketing to drive pipeline generation, localise campaigns, and strengthen regional brand presence.
- Develop clear account segmentation across enterprise and mid-market segments.
- Identify and develop strategic partnerships and indirect channels within the region.
Leadership of the Regional Commercial Team
- Lead, coach, and develop a high-performing commercial team across sales and customer success.
- Ensure effective quota setting, territory design, and capacity planning aligned to business goals.
- Build a performance-driven, accountable, and data-informed culture.
- Own hiring, onboarding, and ongoing talent development across the region.
Cross-Functional Alignment
- Partner with product and other internal teams to bring structured market feedback into the organisation.
- Work closely with revenue operations to ensure forecasting accuracy and process optimisation.
- Align with marketing on messaging, campaigns, and customer engagement strategies.
- Collaborate with other regional leaders to share best practices and drive global alignment.
SUCCESS METRICS
Revenue KPIs
- New business revenue growth
- Customer retention and expansion performance
- Churn rate
- Pipeline health and sales efficiency metrics (coverage, conversion rates, deal size)
- Forecast accuracy
Team & Leadership KPIs
- Team performance and engagement
- Talent retention and succession planning
PROFILE & REQUIREMENTS
Experience
- 10+ years of B2B commercial leadership experience, including senior roles within SaaS or subscription-based businesses.
- Proven experience leading teams of 20+ and consistently achieving or exceeding revenue targets.
- Strong understanding of DACH business culture, including enterprise and mid-market dynamics.
- Experience selling into HR, learning, or similar business functions is advantageous.
- Track record of successfully navigating organisational growth or transformation.
Skills & Competencies
- Strong understanding of SaaS metrics, forecasting, and revenue planning.
- Excellent consultative sales, negotiation, and executive communication skills.
- Ability to operate strategically while remaining hands-on in execution.
- Fluency in German and professional proficiency in English required.
Leadership Attributes
- High integrity and accountability, with the ability to inspire and develop teams.
- Data-driven decision-making and strong commercial acumen.
- Effective communicator across senior stakeholders and cross-functional teams.
WHY THIS ROLE MATTERS
The DACH region represents a significant and growing portion of the company’s revenue, with substantial untapped potential across multiple customer segments.
This role will be instrumental in accelerating regional growth, strengthening market presence, and ensuring strong alignment between customer needs and the company’s product offering.
Darwin Recruitment is acting as an Employment Agency in relation to this vacancy.
Luchian Van Der Merwe