Sales Team Leader, Public Sector – DACH

TrendMicro; Deutschland; Remote; EUR 90,000 - 130,000; Full time

Job summary

TrendAI, the AI security leader and enterprise unit of Trend Micro, seeks a Sales Team Leader to build and lead a public sector sales team across the DACH region. You will manage 7-10 account executives, drive pipeline, and partner with government procurement teams to navigate long cycles and approvals.

You will coach the team in tender processes, stakeholder management, and complex negotiations, while maintaining a strong focus on achieving targets and developing talent.

Qualifications

• Proven public sector sales experience and network in Germany, Austria, or Switzerland.
• Experience leading a sales team and coaching reps to meet targets.
• Strong pipeline management, forecasting, and deal progression skills.
• Ability to navigate longer procurement cycles and multiple stakeholders.
• Fluent German language skills are required.

Responsibilities

• Lead and develop a 7-10 account executives team focused on public sector sales.
• Own team pipeline management and ensure deals progress through longer cycles.
• Build relationships with government procurement teams and stakeholders.
• Coach the team on procurement frameworks, tender processes, and negotiations.
• Hit team targets and coach reps to meet or exceed quotas.
• Collaborate with Head of Government on hiring and strategy adjustments.
• Provide market intelligence to leadership on gaps and opportunities.
• Step in on deals to close important opportunities and mentor reps.

Skills

Public sector sales experience

Team leadership

Sales execution

Stakeholder management

German language proficiency

Job description

TrendAI™, the global AI security leader and enterprise business unit of Trend Micro, empowers organizations with full AI visibility and consolidated security that inspires confidence, drives innovation, and eliminates risk. At TrendAI™, we’re always seeking exceptional talent; people who want to collaborate with the best and push boundaries together. Here, your work goes beyond building a career. You will help protect what matters and play a vital role in shaping a safer, more trustworthy AI-powered future. AI Fearlessly.

The Role:

We’re looking for an experienced Sales Team Leader to build and lead our public sector sales team across DACH. You’ll manage 7-10 account executives focused on two core verticals: Government, Municipal & Utilities OR Healthcare & Insurance. You’ll own day-to-day team performance, coaching, deal progression, and execution against targets in a market with longer sales cycles, multiple stakeholders, and complex procurement processes. This is a people leadership role — your job is to develop your team, unblock deals, and make sure they’re effective selling into government and public sector buyers.

What you’ll do

• Lead and develop a team of 7-10 account executives — hiring, onboarding, coaching, and building their capability in public sector sales
• Own team pipeline management and deal progression — understanding each rep’s book of business, keeping deals moving, and stepping in on complex or high-value opportunities
• Build relationships with government procurement teams and stakeholders alongside your team — you’re credible in conversations, and you model how to navigate longer cycles and complex approvals
• Coach your team through the nuances of public sector selling — procurement frameworks, tender processes, multiple stakeholders, longer timelines
• Hit team targets and quotas, and help your reps hit theirs — clear on expectations, clear on what good looks like, clear on where people need support
• Work with the Head of Government on hiring, strategy shifts, and feedback on what’s working and what isn’t in the market
• Provide market intelligence back to leadership — territory gaps, customer pain points, pipeline health, what’s moving and what’s stalled
• Step in on deals as needed — close important opportunities, mentor reps through complex negotiations, represent the business with key customers

What we’re looking for

• Proven public sector sales experience/network — you’ve sold into government, municipal, utilities, and/or healthcare & insurance buyers in Germany, Austria, or Switzerland. You understand procurement frameworks, tender processes, and longer decision cycles.
• Team leadership experience — you’ve managed a sales team and you know how to hire, coach, develop people, and hold them accountable to targets.
• Sales execution — you’re comfortable with pipeline management, forecasting, deal progression, and what it takes to hit targets consistently.
• Patience and persistence — public sector deals move slowly and have many stakeholders. You’re comfortable with that complexity and you can keep your team motivated through longer cycles.
• People developer — you genuinely enjoy coaching and developing salespeople. You spot talent, give clear feedback, and help people get better at their craft.
• Fluent German

What we offer

• A team leadership role with real autonomy and direct people responsibility
• A team of talented account executives you’ll build and develop
• Competitive salary and benefits (details on application)
• Fully remote role based in Germany, with flexibility for occasional customer travel
• A stable, credible company with 35+ years in cybersecurity, now leading in AI security
• A transparent, open culture with direct access to leadership
• At Trend Micro, we embrace change, empower people, and encourage innovation in an increasingly connected world.
• Our diversity and multicultural workforce are key contributing factors to our success across the globe.
• We like to have fun while taking our culture seriously.

We are an equal opportunity employer and are committed to this regardless of race, colour, religion, sex, nationality, age, citizenship, sexual orientation, marital status, gender identity or veteran status. We do not allow discrimination or harassment of any kind.