Regional Revenue Manager – DACH Region
Frankfurt preferred | DACH Region
Reporting to: Chief Revenue Officer
Overview
A high-impact, quota-carrying leadership role responsible for driving sustainable, scalable revenue growth across Germany, Austria, and Switzerland (DACH). This is one of the most established and highest-potential regions within the business, requiring a strong commercial leader who can balance strategic ownership with hands-on execution.
You will lead a commercial organisation of c.25 people across Account Executives, Sales Development, and Customer Success, with full ownership of regional revenue performance and growth strategy.
This is a key leadership role within a fast-paced, high-growth SaaS environment where things are still evolving – requiring someone comfortable bringing structure, clarity, and scale while operating in a dynamic setting.
Key Responsibilities
Regional Revenue Ownership
- Own full DACH revenue performance, including New ARR, Gross Retention, and Net Retention
- Deliver against quarterly and annual targets with disciplined forecasting and pipeline management
- Drive balanced growth across new business, expansion, and retention (approx. 60/40 split weighted toward new logo acquisition)
- Manage performance across enterprise, mid-market, and Mittelstand segments
Go-to-Market & Growth Strategy
- Define and execute the commercial strategy for the DACH region
- Localise messaging, sales motions, and go-to-market execution for German-speaking markets
- Partner closely with Marketing to drive pipeline generation and regional brand presence
- Identify and develop strategic partnerships (HR tech ecosystems, brokers, LMS partners)
Leadership of the DACH Commercial Team
- Lead, coach, and develop a team of ~25 across Sales, SDR, and Customer Success
- Manage local leaders and drive high performance across multiple sub-teams
- Own recruitment, onboarding, retention, and succession planning
- Build a strong, data-driven, accountable commercial culture
Cross-Functional Collaboration
- Work closely with Product and Content teams to feed regional market insight
- Partner with RevOps to ensure forecasting accuracy and sales process optimisation
- Align with Marketing on regional campaigns, messaging, and customer storytelling
- Collaborate with other regional revenue leaders across the organisation
Success Metrics
- New ARR growth
- Gross & Net Revenue Retention
- Churn and expansion performance
- Pipeline coverage, win rates, and sales velocity
- Forecast accuracy
- Team engagement, performance, and retention
Profile & Requirements
Experience
- 10+ years in B2B commercial leadership roles
- Minimum 5+ years in SaaS or subscription-based businesses
- Proven experience leading teams of 20+ and delivering against significant revenue targets (c. €25m++)
- Strong exposure to DACH markets and deep understanding of Mittelstand, enterprise, and procurement cycles
- Experience selling into HR and L&D stakeholders (CHRO, HR Director, L&D leaders)
- Strong track record in both enterprise and SMB/mid-market environments
- Experience navigating organisational change in high-growth environments (scale-up experience essential)
Skills & Competencies
- Strong command of SaaS metrics, forecasting, and growth planning
- Experience with Salesforce, SPICED (or similar), and OKR frameworks
- Strong consultative selling, negotiation, and executive communication skills
- Ability to balance strategic leadership with hands-on commercial execution
- Fluent German and professional English required (additional languages a plus)
Leadership Attributes
- High integrity, high performance, high empathy
- Strong ability to inspire teams and drive accountability
- Data-driven decision maker with strong commercial acumen
- Comfortable operating in a fast-moving, sometimes unstructured environment
- Strong communicator across executive and cross-functional stakeholders
Why This Role Matters
DACH is a core revenue engine and one of the most strategically important and high-growth regions in the organisation. With strong existing traction and significant untapped potential across enterprise, mid-market, and public sector segments, this role will be pivotal in accelerating growth and shaping the next phase of regional expansion.
This is a rare opportunity to take full ownership of a major region, lead a sizeable commercial organisation, and directly influence global revenue performance – with scope to potentially expand remit into Eastern Europe over time.
Darwin Recruitment is acting as an Employment Agency in relation to this vacancy.
Luchian Van Der Merwe