Head of Sales – Digital Sovereignty

🔥 3 minutes ago

🇩🇪 Germany – Remote

⏰ Full Time

🔴 Lead

🤑 Sales

👻 Ghost score 10%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Univention

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2003

🤝 B2B

📚 Education

☁️ SaaS

B2B • Education • SaaS

Univention is a company that specializes in open-source solutions for identity and access management (IAM). They provide scalable and highly available IAM solutions which enable organizations to maintain control over their identity processes and resources. Their products include Univention Corporate Server (UCS), UCS@school for educational institutions, and Nubus, a robust IAM portal for software applications. Univention's solutions are designed to integrate seamlessly with Active Directory environments and offer a centralized, secure, and user-friendly access to IT resources. Univention's open-source approach offers transparency and flexibility, supporting digital sovereignty for educational, governmental, and diverse organizational sectors.

📋 Description

• Lead and develop the Key Account Management team • Assess the KAMs’ skill levels and define shared milestones • Coach KAMs on real accounts using the “demonstrate – do together – hand over responsibility” approach • Translate company objectives into clear expectations • Ensure realistic forecasting • Develop corrective measures to close pipeline gaps • Establish repeatable sales excellence standards, from new customer acquisition through closing • Engage in operational sales activities, approximately 20% of the role • Feed market feedback back into Product Management and the Leadership Team • Identify attractive markets and customer clusters • Manage strategic resources to drive sustainable subscription growth

🎯 Requirements

• Demonstrated practical success as an experienced Senior Key Account Manager • Expertise in new customer acquisition, strategic account management, value selling, and managing complex stakeholder groups • Strong interest in and ability to develop others • Deep understanding of commercial relationships, subscription models, and strategic resource management • Excellent communication skills, with the ability to structure complex sales processes and provide precise feedback • Strong discipline in pipeline and forecast management • Willingness and ability to engage in operational sales activities as a player-coach

🏖️ Benefits

• Work from home or from one of our office locations • Flexible working hours • Flat hierarchies and short decision-making processes • Scope to contribute your own ideas to sales management • Open and respectful company culture • Permanent employment • Work on a forward-looking product with significant social relevance