Enterprise Sales Manager (Germany) — Exhibitions

Swapcard; Köln; Vor Ort; EUR 60.000 - 90.000; Vollzeit

Zusammenfassung

A leading event technology company is looking for an experienced sales professional to join their team in Köln. This role requires a strong background in SaaS sales and a deep understanding of the event industry in Germany. Responsibilities include securing connections with key exhibition organisers and developing strong pipelines. Ideal candidates should have over 7 years of experience, along with exceptional communication skills in both German and English.

Leistungen

Generous Paid Time Off

100% health insurance contribution

Work-from-home budget

Learning budget

Mental health care initiatives

Qualifikationen

• 7+ years in SaaS or B2B solutions sales, closing enterprise deals.
• 3+ years in the Event/Exhibition industry, with direct experience.
• Proven, current network in Germany's exhibition ecosystem.

Aufgaben

• Secure introductions to show directors and exhibitor sales leads.
• Territory mapping of organiser groups and exhibitor accounts.
• Engage with clients to develop outbound pipelines.

Jobbeschreibung

Overview

Our Mission, Vision and Beliefs

Swapcard is the leading AI-powered event platform designed to drive revenue growth and foster meaningful connections at in-person and hybrid events. We recognize the importance of teamwork in successful events; that's why Swapcard is fueled by a team of innovators who are passionate about helping organizers build future-proof events. We believe in the power of meaningful connections and are committed to pioneering modern solutions that empower organizers to create engaging event experiences. We are guided by a commitment to excellence and collaboration to redefine the landscape of event technology, setting new standards for engagement, accessibility, and impact. Diversity is at the core of our success, with 42 nationalities represented among our 180+ team members, championing creativity, collaboration, and innovation. Our full remote opportunities empower our team to thrive, no matter where they are in the world, fostering a culture of flexibility and inclusion.

What you will be doing

• Activate your Messe network to open doors with exhibition organisers and Tier-1 exhibitors; secure warm introductions to show directors, exhibitor sales leads, and commercial heads across major German fairs.
• Territory mapping of organiser groups and exhibitor accounts; keep CRM and account plans crisp, and coordinate resources to deliver on client goals.
• Outbound & pipeline development with credibility-led relationship building—grounded in an understanding of organiser/exhibitor objectives and show economics.
• Market education & evangelism: share best practices, trends and benchmarks aligned to Swapcard’s solutions; represent us at key industry events and fairs.
• Value-led selling: uncover and interpret prospect needs; align solutions to business outcomes (revenue, exhibitor satisfaction, data, operations) rather than features.
• Sales excellence: adopt and evolve best practices; leverage systems for efficiency while delivering standout buying experiences.
• Product & ecosystem fluency: develop strong working knowledge of Swapcard, event-tech stacks, and organiser workflows (exhibitor sales, operations, marketing).
• Forecasting & deal hygiene: maintain reliable forecasts and transparent deal reviews; build references and feed actionable inputs to the roadmap.
• Travel in DACH/Germany to be on-site with organisers and at key shows.

Your Profile

• 7+ years in SaaS or B2B solutions sales, closing enterprise deals.
• 3+ years in the Event/Exhibition industry, with direct experience selling to or working within Messe organisers.
• Proven, current network in Germany’s exhibition ecosystem—you can name and reach show leaders and exhibitor sales teams of the German exhibitions organisers (Messes)
• Track record of quota attainment in fast-paced environments; skilled in advanced discovery, multi-threading, and negotiation.
• Executive presence & C-level access: comfortable engaging CEOs/MDs, portfolio directors, and commercial heads at organisers and large exhibitors.
• Exceptional communication (written, storytelling, presenting) and phone/video comfort.
• Fluent in German and English; additional languages a plus.
• Tool-savvy, process-minded, and proactive about improving workflows.
• Startup mindset: curious, resourceful, optimistic; bias to action and learning.

Strong plus (nice to have)

• Prior employment at a German Messe organiser (or closely affiliated subsidiary/brand) or at a leading service provider selling into organisers.
• Active participation in industry bodies (e.g., AUMA, UFI) or regular attendance at major German shows (e.g., Hannover, IFA, Gamescom, MEDICA, BAU).
• Case studies selling event-tech, data/marketing solutions, or sponsorship/exhibitor revenue tools to organisers/exhibitors.

How we’ll measure success

• New logo wins with German organisers and strategic exhibitor accounts.
• Speed and quality of warm-intro pipeline sourced via your network.
• Accurate forecasting and referenceable deployments.
• Clear, repeatable playbooks for the German exhibition market.

Swapcard’s Interview process

Our thorough interview process aims to identify exceptional talent to advance our mission while offering you a chance to explore your career potential at Swapcard.

1. Screening Interview with a recruiter from our people team.

2. A remote exercise to demonstrate and assess your skills.

3. Manager review with your future reporting manager

4. Leadership review with one of our department leaders

5. Reference check conducted by our people team

6. Offer

Swapcard's Values

Curious: We ask questions and try new things. We embrace new experiences and love to learn from others. We are curious about what something is and WHY something is.

Open-minded: We welcome change as well as ideas and feedback from others. We welcome people as they are and learn from each other's personal and professional experiences.

Human: No masking who we are. Empathy encourages a down-to-earth environment where we all feel comfortable and free to be human. Creating bonds makes it easier to share ideas, give feedback, and ask for help.

Resilient: Our challenges in life have only made us stronger and wiser. We prefer the term “experiment” over “failure” because we always keep trying. We are solution-oriented and find innovative approaches to succeed.

Ambitious: Nothing is impossible. We\'re always striving to get better, seize opportunities, and reach the top. We are encouraged to dream big and believe in ourselves.

Benefits & Reasons to Join Swapcard

- International team with 40+ nationalities (more on the way!)

- Remote-first policy with headquarters in Paris

- Thriving startup with career growth opportunities

- Open-minded culture that appreciates differences

- Feedback-driven, supportive & curious team with a DIY mindset

- Generous Paid Time Off to ensure you have time for what matters most

- Remote perks designed to optimize your working experience

- In-person social gatherings to celebrate our achievements

- 100% of your health insurance contribution paid by Swapcard

- Work-from-home budget (one-off contribution for equipment in addition to your initial equipment setup)

- Co-working space budget to support remote work in professional environments

- Learning budget to help you develop new and existing skills

- Mental health care initiatives to support your well-being

Equal Opportunity

Swapcard is committed to upholding equal employment practices and making merit-based employment decisions. We welcome individuals from all backgrounds, abilities, and experiences to apply, regardless of race, nationality, religion, sexual orientation, gender identity, pregnancy status, age, marital status, and status as a veteran