General Manager

Alex Partners; Deutschland; Remote; EUR 120,000 - 160,000; Full time

Job summary

Alex Partners is seeking a senior DACH revenue leader to define and execute a go-to-market plan across direct and partner channels. You will inherit a DACH team, existing partner relationships, and a budget to scale revenue in the region.

You will forecast, report to the CEO and board, and design compensation with the CRO to align incentives between direct sellers and partners. This role demands a credible presence in the German-speaking market and hands-on leadership.

Qualifications

• Experience leading B2B SaaS revenue in the DACH region.
• Proven ability to build and execute go-to-market plans for complex markets.
• Track record of managing direct and channel sales motions.

Responsibilities

• Own total DACH revenue across direct and partner-sourced business; forecast and report to CEO and board.
• Build a multi-year DACH plan covering targets, segments, territories, headcount and investments.
• Decide which segments/accounts are best served direct, via partners, or jointly; set rules of engagement.

Skills

Regional leadership

Go-to-market planning

Direct & channel sales

DACH market experience

B2B SaaS revenue

Partner management

Job description

Remote Germany; Significant Travel (regulary in the office)

European headquartered, with Private Equity backing, our partner is a well-established leader in Cybersecurity SaaS, serving Enterprise and Mid-Market customers across all sectors.

Having grown rapidly over the last few years, and with significant investment, they are very well positioned, to deliver on their ambitious plan; broadening the product portfolio, driving cross-sell, entering new European markets, and making several strategic acquisitions.

The German-speaking DACH region will be central to the company’s success.

The Role:

This is a newly created role reporting to the CEO. You inherit a DACH direct sales team, an existing customer base and a set of partner relationships, with the scope and budget to scale all three substantially.

Your first job is to thoroughly assess what you have inherited: the people, the pipeline, which partners are productive and which are dormant, and where direct and channel currently collide. Your second is to turn that into one go-to-market plan for the region that the board can back, then deliver it at the pace the market allows.

Key Accountabilities:

Regional leadership and go-to-market;

• Own total DACH revenue across direct and partner-sourced business: forecast it accurately, report it monthly to the CEO and board, and hold both teams to it.
• Build a multi-year DACH plan covering targets, segment and territories, headcount and investment for the direct and channel motions.
• Decide which segments and accounts are best served direct, through partners, or jointly, and set clear rules of engagement: account ownership, deal registration, territory coverage and fast, fair conflict resolution.
• Design compensation with the CRO so direct sellers are rewarded for working with partners rather than against them.
• Be a credible, visible voice in the German-speaking market, with customers, partners and the wider security community.

Team and Operations:

• Build and lead one DACH revenue organisation spanning account executives, SDRs and channel account managers, hiring ahead of plan where it makes sense.
• Work as one team with product, marketing and customer success so customers sold direct or through partners are onboarded, retained and expanded.
• Run a disciplined operation: clean CRM and partner data, defined pipeline stages for direct and partner deals with clear attribution rules.
• A track record of leading B2B SaaS revenue in DACH, with accountability for a regional number and evidence of delivering against it.
• Hands-on experience running both a direct sales motion and a channel/partner motion in DACH.
• Experience recruiting and growing MSPs, resellers and distributors, and an existing network of partner relationships in the German-speaking market.
• Experience taking on and developing an existing team.
• Proven hiring ability. You can name the people you have recruited and say what they went on to do.
• Comfort operating in a private-equity-backed scale-up: pace, ambiguity and a board that asks hard questions about the pipeline. You can build and defend a go-to-market investment case to the board.