Head of Sales - DACH

Pandektes; Berlin; On-site; EUR 160,000 - 210,000; Full time

Benefits offered by this job

Pleo card for tools

25 vacation days + holidays

Pension

Parental leave

Offices in Copenhagen, London, Hamburg

Job summary

Pandektes seeks a Head of DACH Sales to lead our Germany, Austria and Switzerland team, own the revenue plan, and drive upmarket growth for our AI-powered legal database.

In this hands-on leadership role, you will coach Account Executives, shape sales processes, manage pipeline, and collaborate with Marketing and Customer Success to win larger, complex customers.

You will work from Germany with occasional travel to our offices in Copenhagen, London and Hamburg.

Qualifications

• Experience leading a B2B SaaS sales team in the DACH region.
• Proven track record of meeting/reaching revenue targets.
• Experience with large, multi-stakeholder deals and longer sales cycles.
• Experience moving teams upmarket and winning larger customers.
• Enjoy coaching and helping salespeople improve performance.
• Willing to dive into deals alongside the team when needed.
• Strong pipeline management and forecasting.
• Proficient with CRM data to monitor performance.
• Thrives in a growing company with evolving processes.
• Fluent German and English.

Responsibilities

• Lead and develop the DACH Account Executive team.
• Coach through regular 1:1s, call reviews and deal reviews.
• Own team targets, pipeline and forecasting across the DACH market.
• Help the team win larger and more complex customers as we move upmarket.
• Support customer meetings, negotiations and closing.
• Help Account Executives improve discovery, pitching and stakeholder management.
• Ensure a healthy pipeline and clear revenue view.
• Assess deal progression and unblock where needed.
• Collaborate with Marketing, CS and the wider commercial team.
• Improve sales processes and playbooks as the team grows.
• Hire and onboard new Account Executives for the DACH team.

Skills

B2B SaaS leadership

DACH market experience

Coaching & development

Deal involvement & closing

Forecasting & pipeline

CRM data analysis

German & English fluency

Cross-functional collaboration

Job description

We’re looking for a sales leader who wants to build, lead and win in a fast growing startup that’s changing how legal research is done. You’ll take ownership of our DACH sales team, help us move upmarket and play a key role in shaping the next stage of Pandektes’ growth.

About Pandektes

Our mission is to rebuild legal research from the ground up. Lawyers still lose countless hours to fragmented sources, outdated systems, and databases that fight them at every turn. We're building the largest AI-powered legal database in the world to make that friction disappear.

We're a team of 45+ based in our Copenhagen HQ, Zurich, London, and Hamburg. We’re a small team with high trust and flat structure. We’re still early in the journey, and joining our team now means you’ll have big impact on shaping how we scale.

We have raised more than €4M, including a €2.9M seed round (Feb 2025) led by People Ventures, Interface Capital, and a strong bench of angels. We already serve 450+ customers across Europe and we’re just getting started.

About the role

As our Head of DACH Sales, you’ll lead our sales team across Germany, Austria and Switzerland and take ownership of growing one of our key markets.

You’ll manage and develop a team of Account Executives working across a wide range of customers and deal sizes. A big part of the role will be helping the team move further upmarket and win larger, more complex customers. You’ll stay close to the team and the deals, coaching regularly, joining important customer conversations and helping your AEs progress and close opportunities.

We’re still building, so there’s plenty of opportunity to shape how we sell. You’ll help us improve the way we work, build a more predictable pipeline and develop a sales team that can grow with the business.

What you’ll do

• Lead and develop our DACH Account Executive team

• Coach the team through regular 1:1s, call reviews and deal reviews

• Own team targets, pipeline and forecasting across the DACH market

• Help the team win larger and more complex customers as we continue to move upmarket

• Get involved in key deals and support the team with customer meetings, objections, negotiations and closing

• Help Account Executives improve their discovery, pitching and ability to work with multiple stakeholders

• Make sure we have a healthy pipeline and a clear view of where revenue is coming from

• Look at where deals are progressing, where they are getting stuck and what we can do differently

• Work closely with Marketing, Customer Success and the wider commercial team to improve how we find and win customers across our global target market

• Improve our sales processes and playbooks as the team grows

• Hire and onboard new Account Executives as we continue to build the DACH team

The experience you bring

• Experience leading a B2B SaaS sales team, ideally with Account Executives selling into the DACH market

• A strong sales background and a track record of delivering against team revenue targets

• Experience working across different deal sizes, including larger opportunities with longer sales cycles and multiple decision makers

• Experience helping a team move upmarket and win larger customers

• You enjoy coaching and know how to help salespeople improve rather than simply telling them what to do

• You’re comfortable getting involved in deals and working alongside your team when needed

• You understand what good pipeline management and forecasting looks like

• You’re confident using CRM data to understand performance and where the team needs support

• You’re comfortable joining a growing company where processes are still being built and improved

• You’re able to balance hitting the number today with building a stronger sales team for the future

• Professional fluency in German and English

How we work

We place great value on a vibrant, inspiring, and challenging company culture. This is achieved through a talented and passionate team that believes in achieving great things together.

We value curiosity and the generosity to bring other people along. If you find something useful, show us. If an experiment fails, we’d like to hear about that too.

We believe that ownership is what brings us the best teams – you can expect a lot of freedom and responsibility. The key is open communication, trust, and a shared passion to transform the legal world.

What we offer

• You’ll join at a point where there’s still a lot to shape. We offer competitive pay and equity so you can share in the success you help create.

• You’ll have your own Pleo card for the tools and work expenses you need, plus 25 vacation days a year, public holidays, pension and paid parental leave when your family grows.

• We have offices in Copenhagen, London and Hamburg. This role will be based in Germany with some travels to our offices to meet the team.

• We also make time to get together away from our usual work - you can expect social events, opportunity to travel to our different locations to visit the teams, and offsites - our last team trip was to Barcelona, and we’d love to have you along for the next one.

Pandektes is an equal opportunity employer

We believe diverse teams build better products and stronger teams. We embrace and encourage people from all backgrounds to apply regardless of race/ethnicity, colour, religion, nationality, gender, sex, sexual orientation, age, marital status, disability, socio-economic status, culture or beliefs.