Business Development Leader, DACH

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iGrafx

WebsiteLinkedInAll Job Openings

51 - 200 employees

☁️ SaaS

🏢 Enterprise

⚡ Productivity

💰 Private Equity Round on 2021-05

SaaS • Enterprise • Productivity

iGrafx is a leader in process intelligence software, providing an end-to-end platform that integrates process mining, design, simulation, and optimization to help businesses transform and enhance their operations. The company focuses on improving productivity, reducing costs, ensuring compliance, and supporting digital transformation across various industries, including financial services, insurance, healthcare, and manufacturing. iGrafx's Process360 Live platform offers tools to discover, design, and optimize processes, enabling organizations to improve their performance and achieve operational resilience. Their solutions empower clients to streamline workflows and manage risks effectively, as demonstrated by case studies such as Munich Airport's operational improvements.

📋 Description

• Own and execute the full sales cycle for SMB accounts across Germany, Austria, and Switzerland, from prospecting through close. • Build and manage a healthy pipeline sufficient to consistently meet or exceed quarterly and annual sales targets. • Conduct discovery, product demonstrations, and solution-based selling tailored to SMB buyer needs and budgets. • Negotiate commercial terms and contracts in line with iGrafx pricing and approval guidelines. • Accurately forecast and maintain pipeline hygiene in Salesforce. • Collaborate with marketing, sales development, and customer success to ensure a smooth handoff from lead to close to onboarding. • Identify, recruit, and onboard both direct and indirect partners across DACH — including resellers, systems integrators, consultancies, and complementary technology vendors — to extend iGrafx’s reach into the SMB segment. • Develop and execute a regional partner strategy, including partner tiering, recruitment targets, and enablement plans. • Build and maintain partner relationships, acting as the primary point of contact for day-to-day engagement. • Train and enable partners on iGrafx’s value proposition, product positioning, and sales process to drive partner-sourced and partner-influenced pipeline. • Develop joint go-to-market plans with key partners, including co-selling and co-marketing initiatives. • Track and report on partner-sourced pipeline and revenue, refining the partner mix based on performance. • Represent iGrafx at regional trade shows, partner events, and industry conferences. • Provide regular reporting on direct and partner pipeline, revenue performance, and market feedback to sales leadership.

🎯 Requirements

• 3+ years of experience in B2B software sales, with a track record of meeting or exceeding quota; SMB sales experience strongly preferred. • Demonstrated experience building or managing channel/partner relationships, ideally within enterprise software, SaaS, or process intelligence/BPM markets. • Native or fluent German language skills (written and spoken), plus professional fluency in English. • Based in Germany, with willingness to travel across the DACH region. • Experience with Salesforce and familiarity with standard sales engagement tools (e.g., LinkedIn Sales Navigator, MS Office). • Strong consultative selling skills, with the ability to navigate both direct deal cycles and multi-stakeholder partner relationships. • Self-starter comfortable operating with significant autonomy in a remote, builder-stage regional role. • Excellent verbal and written communication skills. • Bachelor’s degree in Business Administration or equivalent field, or equivalent practical experience.

🏖️ Benefits

• Build a region from the ground up, with direct influence over both the sales motion and the partner strategy for DACH. • Be a member of a world-class enterprise software company with customers across The Americas, Europe, and Asia-Pacific. • Private equity-backed organization with strong growth momentum and investment in the DACH market. • High visibility role with direct exposure to sales leadership and executive stakeholders.