Job Description
The Sales Lead is responsible for the strategic and operational management of sales at tecRacer. The goal is to achieve revenue targets, expand customer relationships, and drive the company’s growth through effective sales strategies. The Sales Lead works closely with the Business Units, the Marketing Lead, and other Service Hubs to identify and capitalize on sales opportunities and to secure long-term customer partnerships.
Tasks
Revenue Ownership & Growth Strategy
- Full ownership of company-wide revenue performance, including pipeline health, conversion, and target achievement.
- Definition and execution of a scalable, data-driven Go-to-Market strategy aligned with company growth objectives.
- Identification and prioritization of high-value market opportunities, segments, and strategic accounts.
- Continuous optimization of pricing, deal structures, and commercial models in close alignment with leadership.
Enterprise Sales & Key Account Leadership
- Ownership of top-tier strategic accounts and large deals, acting as executive sponsor in critical customer engagements.
- Leadership of complex deal cycles, including negotiation of high-value and multi-stakeholder contracts.
- Building long-term, trust-based relationships with C-level stakeholders on client side.
- Ensuring systematic expansion of key accounts (land & expand, cross-/upsell).
Commercial Operating System & Performance Steering
- Establishment of a high-performance sales operating system (pipeline governance, forecasting accuracy, KPI tracking).
- Driving transparency and predictability of revenue through structured reporting and clear performance metrics.
- Ownership of sales planning cycles (quarterly/annual) and contribution to overall company planning.
Cross-Functional Revenue Engine
- Close alignment with Marketing, Delivery, and Product to build an integrated revenue engine.
- Co-development of scalable offerings, packages, and value propositions with Business Units.
- Ensuring tight coupling between demand generation, sales execution, and delivery capacity.
- Driving cross-selling and account orchestration across units.
Sales Leadership & Capability Building
- Leadership, development, and scaling of a high-performing sales organization (hunters, farmers, account leads).
- Clear performance management including targets, incentives, and accountability structures.
- Coaching of senior sales talent and role-modeling executive selling.
- Building a strong performance culture focused on ownership, execution, and results.
Market Positioning & Thought Leadership
- Active contribution to positioning the company as a market leader (e.g., AWS thought leadership, strategic partnerships).
- Representation of the company in key client, partner, and industry engagements.
- Translation of market trends into commercial opportunities and strategic initiatives.
Requirements
Degree in Business Administration, Information Systems, Computer Science, or comparable qualification
- Strong commercial acumen
- 8 - 12+ years of experience in B2B sales, ideally in IT services, cloud, or digital transformation with proven new business track record.
- Proven track record of owning and delivering significant revenue growth in complex B2B / enterprise environments
- Strong success in closing high-value, multi-stakeholder deals and acquiring strategic accounts
- Deep expertise in value-based selling, pricing, and margin-driven negotiations
- Experience in building and steering scalable sales organizations with clear performance accountability
- Strong consultative selling skills with C-level engagement and influence
- Solid background in IT services, cloud, or digital transformation businesses
- Ability to operate confidently at C-level
- Strong entrepreneurial mindset with high ownership mentality.
- Fluent German and English (C1)