GTM Lead (DACH)

Job description

The Opportunity

I am looking for the first commercial operator on the ground in DACH to own the entire go to-market motion for our client who have created in short, an extremely impressive expense tracking management system. This isn't a territory sales role, it's a builder role with genuine autonomy, commercial accountability and a clear path to leading an entire region. You will be responsible for revenue, pipeline, partnerships, and market strategy. You will not inherit a playbook, you'll build it. You will test, learn, and scale what works. As you prove the model, you will unlock resources to build a team and grow.

This is the kind of role that defines a career: high impact, high ownership, high growth potential.

What you will own you are the commercial engine for your market. Your success = revenue growth delivered in a predictable, scalable way.

1. Revenue & Pipeline Generation

• Own your region's revenue target and quarterly pipeline goals

• Generate qualified opportunities through outbound, partnerships, and localised GTM plays

• Manage deals end-to-end: from first conversation to signed contract

• Build and maintain an accurate forecast with healthy pipeline coverage (3-4x)

2. Go-to-Market Execution

• Design and execute market-specific GTM strategies (messaging, positioning, channels)

• Run 2-3 experiments per quarter to test what drives conversion

• Adapt quickly based on data—double down on what works, kill what does not

• Refine ICP and buyer personas with real-world feedback

3. Partnership Ecosystem

• Identify and activate 3-5 high-value local partners (ERP, HR/payroll, travel, accountants)

• Build a repeatable partner-sourced pipeline flow

• Negotiate partnership terms and manage ongoing relationships

• Turn partners into your force multiplier in the market

4. Market Intelligence

• Be the eyes and ears on the ground: competitors, buyer behaviour, pricing dynamics

• Provide structured feedback to product, marketing, and leadership

• Shape their strategy with real-time market insights

• Help them understand what it takes to win in your market.

How You will collaborate:

Reporting directly to the Chief Product Officer & Mid-Market Business Owner, working cross-functionally with:

• Product: Influence roadmap priorities based on market feedback

• Marketing: Shape campaigns, messaging, and demand generation strategy

• Partnerships: Design and execute partner programs

• Sales Operations: Refine processes, tooling, and forecasting

• The frameworks are set centrally (CRM, pricing structure, partner templates), but you have autonomy to adapt and optimize locally. As you prove what works, you'll gain more resources and authority to scale.

Success Metrics (First 6 Months)

They measure success with clear, outcome-driven KPIs:

Pipeline Generated: €X qualified pipeline per quarter (target defined per market)

Partner Activation: 3-5 active partners producing real opportunities

GTM Experimentation: 2-3 localized campaigns/plays launched and evaluated each quarter

Deal Velocity: Faster time-to-close and improved conversion rates vs. baseline

Forecast Accuracy: Predictable pipeline with <15% variance quarter-over-quarter

Market Clarity: Documented ICP insights and competitive positioning

Job requirements

Who You Are

You are a high-output operator who thrives in ambiguity.

You don't wait for instructions—you take initiative, test fast, and iterate based on results.

Must-Have (Non-Negotiable)

• 3-6 years in B2B SaaS sales, GTM, or business development roles (scale-ups strongly preferred)

• Proven pipeline generation: You've built demand from scratch, not just worked inbound leads

• Native-level fluency in the local market language + business culture understanding

• Data-driven mindset: You use metrics to guide decisions, not gut feel alone

• Entrepreneurial DNA: You're scrappy, resourceful, and comfortable with ambiguity

• Bias for action: You move fast, learn quickly, and don't overthink

• Strong communicator: Direct, clear, and comfortable influencing cross-functional teams

• Comfortable with AI-powered workflows and modern sales tools

• Analytical skills and AI proficiency: all team members are expected to demonstrate strong analytical capabilities and make smart use of AI tools, whatever helps them work smarter and drive results in their role.

Nice-to-Have

• Experience in HR tech, fintech, T&E, or ERP ecosystems

• Background in partnerships or channel sales

• Previous experience as first commercial hire in a market

• Exposure to revenue operations or sales enablement

What they are NOT Looking for:

Enterprise account managers who only know how to manage existing relationships

People who need heavy structure and can't operate independently

Candidates expecting a large team and support infrastructure from day 1

Those prioritising title/seniority over rolling up sleeves and doing the work

Anyone uncomfortable with fast-moving, flat organizational culture

Why This Role Matters

European markets don't operate the same way. Winning in DACH requires local ownership— someone who understands German business culture, ERP ecosystems, and buyer expectations.

As Country Lead, you will:

• Be the face of our client in your market

• Own the commercial strategy and execution on the ground

• Shape the playbook that we'll replicate across other regions

• Unlock your own growth: As you hit targets, you'll be able to build the team and expand the role and impact.

This is a pivotal, career-defining role with real autonomy and upside.

Growth Path This role is designed to grow with you:

Phase 1 (Months 0-6): Individual contributor driving revenue and partnerships

Phase 2 (Months 6-18): Add 1-2 AEs as pipeline and revenue scale

Phase 3 (18+ months): Step into Country GM managing a full commercial team.

Growth unlocks growth. The faster you prove the model, the faster you build your team and expand your scope.

Why Join our client? They are not a giant enterprise, they are a growing B2B SaaS scale-up with 3,000+ customers and big ambitions. There, you’ll be empowered to build, test, and own your growth engine—without red tape or layers of approvals.

• Work with a diverse, international team (27 nationalities, 47% female representation)

• Direct access to leadership, flat structure, high transparency

• Offices in Belgium, Netherlands, Germany, Sweden, Portugal, and Romania

• A clear mission: Make life easier for finance teams, HR, and employees across Europe

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