Sales Manager

Job description

Your Impact We have built a sales machine that works: ~90% of our AEs hit quota, our top performers achieve significantly more, we rarely lose head to head, and almost nobody who buys Tacto ever leaves. The bottleneck is no longer the market or the product, it is leadership capacity. We need managers who can turn good AEs into great ones at the speed we are hiring them. As Sales Manager you own one customer segment and lead a team of ~5 Account Executives. You carry no personal quota. Your number is your team's number, and your job is the thing that produces it: the quality of your people, the rigor of your deal strategy, and the discipline of your pipeline. You will work directly with the founders and sales leadership on how we go to market in a segment where over 10,000 industrial companies in DACH still run procurement on Excel, and where we are the category of one. Your Tasks Own your segment's number through your team : You are measured on team attainment. You build the pipeline coverage, forecast accuracy, and win rates that make the number inevitable. Team Development: Build and coach a high-performing sales team through structured training, hands-on deal support, and performance management. You'll model best practices while developing each team member's capabilities. Deal Strategy & Execution: Actively join critical customer conversations, challenge assumptions, eliminate risks, and design winning game plans alongside your AEs. You'll roll up your sleeves to support negotiations and business case development. Sales Excellence: Implement and coach on proven sales methodologies (MEDDIC) while creating a culture of continuous improvement through regular training in discovery, negotiation, and process management. Performance Optimization: Drive team performance through structured metrics tracking, pipeline reviews, and action planning. You'll identify improvement opportunities and implement solutions that increase win rates and deal velocity. Become AI Native: Proactively identify opportunities to leverage AI to accelerate the work of your team, experiment with new approaches, and share successful workflows – contributing to Tacto's culture of high-velocity execution and innovation. Your Profile 3+ years as an Account Executive in B2B SaaS with complex, non-transactional, multi-stakeholder sales At least 1 year leading a sales team, ideally in a high-gr…