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