Account Executive Team Manager, SME & Growth

Reporting into the Head of Sales, SME & Growth, DACH, we are looking for a hands‑on Sales Manager to lead, coach and scale a team of Account Executives focused on SMB customers (typically 20–1000 employees, with average deal size ≥ €2k MRR).

This is a player‑coach role. You will:

• Own a team quota and be accountable for revenue performance
• ​​Carry your own sales quota on a small number of opportunities
• Be deeply involved in live deals – especially complex or strategic ones.
• Help design and implement the sales operating system for DACH: methodology, cadence, pipeline standards and hiring.

You will be a key operational partner to the Head of Sales and a core contributor to building our DACH go‑to‑market from an early stage.

The role is based in Berlin, in a hybrid working model, minimum 3 days per week in the office.

What you’ll be doing

• Lead, coach and manage a high‑performing team of 4–8 Account Executives serving SMB / mid‑market customers.
• Run a high‑quality sales operating rhythm:
• Weekly pipeline and forecast reviews.
• Regular deal strategy sessions and call reviews.
• Team enablement on discovery, negotiation, MEDDPICC and closing.
• Stay close to the field:
• Join customer meetings and calls.
• Directly support and co‑own strategic and complex deals with your AEs.
• Drive sales methodology and funnel discipline:
• Embed MEDDPICC and SPICED as the standard way of running opportunities.
• Ensure consistent ICP / persona‑based qualification and messaging across the team.
• Maintain high standards of CRM hygiene and data quality.
• Build and scale the team:
• Attract, hire and onboard A‑players, in partnership with Talent Acquisition.
• Provide clear expectations, feedback and development paths for each AE.
• Shape our GTM strategy in DACH:
• Contribute to our value propositions, pitches and vertical narratives.
• Partner with Marketing, SDRs and Partnerships on outbound motions and campaigns.
• Own performance and reporting:
• Be accountable for quota attainment, pipeline coverage and conversion.
• Provide regular, data‑driven updates to the Head of Sales on risks, opportunities and resourcing needs.

You are

• A coach and builder – you genuinely enjoy making people better and building the systems that make a team win.
• Highly structured and analytical – you can move from problem (“win rate is down”) to root cause and clear action plan.
• Hands‑on and low‑ego – you are happy to jump on calls, review sequences, build a deck or help close a deal with your AEs.
• Comfortable with ambiguity and 0→1 – you like working where there is no fixed playbook, and you’re excited to help write it.
• Data‑driven – you use numbers and facts to prioritise, coach and decide, not just gut feeling.
• Resilient and hard‑working – you like high expectations, high pace and you don’t shy away from doing the work.