DACH Business Development Director

Job challenges

The DACH Business Development Director is fully responsible for D-EDGE’s commercial performance in the DACH market. She/he defines and leads the local sales strategy in alignment with the company’s sales objectives and mobilises the necessary resources to deliver results.

As the leader of the sales organisation, she/he fosters a performance-driven culture, promotes cross-functional collaboration, and ensures strong alignment between commercial initiatives and strategic priorities. She/he manages and coaches a team of Sales Managers (focused on developing new business with prospects) and Account Managers (responsible for managing existing client relationships, ensuring retention, and maximizing growth through upselling and cross-selling).

Her/his mission is structured around three core pillars: team leadership, sales operations & performance, and cross-functional collaboration to support market development.

Missions

Team Leadership & Management

The Country Business Development Director oversees the entire DACH Sales & AM Team, ensuring cohesion, engagement, and continuous development. Key responsibilities include :

• Defining individual and team objectives aligned with company goals

• Implementing structured management routines: 1:1s, team meetings, and performance reviews

• Driving a culture of accountability and continuous feedback

• Partnering with HR to recruit, onboard, and assess team members

• Ensuring smooth coordination across the entire sales funnel

• Actively supporting key accounts and strategic deals when needed (closing, upsell, retention)

Sales Operations & Performance

She/he is responsible for designing, optimizing, and managing the full sales process. This includes :

• The Country Business Developer is responsible for the budget and the sales cycle for Regional Chains.

• Driving team performance by allocating the right resources across three key market segments: Independent Hotels (led by the Field Sales team), Groups of Independent Hotels and Small Chains (covered by the Senior Sales team), and Regional Chains (under the responsibility of the Country Business Developer Manager)

• Continuously improving the end-to-end sales journey from lead generation to account growth

• Monitoring DACH commercial OKRs and reporting progress to the VP Sales and CCO

• Establishing operating rhythms: pipeline reviews, forecasting, conversion analysis

• Ensuring accurate and consistent Salesforce adoption across the team

• Identifying inefficiencies and driving improvements in tools, processes, or workflows

• Leading commercial campaign execution in collaboration with Marketing, and measuring impact

Cross-functional Collaboration & Market Development

To maximize commercial impact, the Country Business Development Director ensures strong alignment between the Sales team and other strategic departments. Responsibilities include :

• Collaborating with Marketing, Product, Customer Success as well as as Solution Center & Solutions Sales experts to ensure consistency in messaging, processes, and go-to-market execution

• Identifying sales team needs and leading enablement initiatives through relevant training and support materials

• Organizing and representing D-EDGE at commercial events (trade shows, webinars, client workshops)

• Representing the company in front of key clients and partners to strengthen D-EDGE’s positioning in the DACH market

Key Success Metrics

Execution is critical. To measure success the Country Business Developer Director needs to follow the teams' KPIs on a weekly basis and adopt corrective measures to reach the objectives :

• Right level of pipeline - Minimum x4 times the NSV value budgeted each month

• To develop the above, push for prospects and clients meetings (10 per week in average) + targeted activities 50+ per week. All to be monitored into Salesforce.

• Track opportunities on a weekly basis to see the decision needed to close in average 30k€ of NSV per sales and Account manager per month.

• OKR achievement and revenue growth vs. target

Profile

• Strategic thinking: ability to define and adapt a commercial vision aligned with business priorities

• Leadership: coaching mindset, ability to engage, challenge, and grow a multidisciplinary team

• Performance orientation: strong focus on results, KPIs, and operational execution

• Communication & influence: clear and persuasive communication tailored to various stakeholders

• Cross-functional collaboration: ease in aligning multiple teams toward common objectives

• Sales operations: structured approach to pipeline management, forecasting, and CRM usage

• Customer orientation: focus on long-term satisfaction and value creation for clients