ГерманияSenior Director, DACH
1 нед. назад
ГерманияDirector
Lead commercial strategy and sales execution for across the DACH and Central & Eastern Europe regions focusing on AI cloud platform customers.
О компании
- At , we work hard, have fun, and move fast! We’re in an exciting stage of hyper-growth that you will not want to miss out on. We’re not afraid of a little chaos, and we’re constantly learning. Our team cares deeply about how we build our product and how we work together, which is represented through our core values:
- Be Curious at Your Core
- Act Like an Owner
- Empower Employees
- Deliver Best-in-Class Client Experiences
- Achieve More Together
- We support and encourage an entrepreneurial outlook and independent thinking. We foster an environment that encourages collaboration and enables the development of innovative solutions to complex problems. As we get set for takeoff, the organization's growth opportunities are constantly expanding. You will be surrounded by some of the best talent in the industry, who will want to learn from you, too. Come join us!
- To fulfill our obligation to protect client data, successful applicants offered employment with will be required to complete a basic criminal record check, conducted in compliance with GDPR. Employment offers are conditional upon receiving satisfactory check results.
Обязанности
- The Central & Eastern Europe Sales organization is responsible for establishing as the preferred AI cloud platform for enterprises, AI labs, digital-native companies, and emerging AI builders across Germany and the wider DACH region, Poland, the Baltics, and the Balkans. The team creates new markets, develops strategic customer relationships, and helps customers use ’s infrastructure and software platform to build, deploy, and scale the next generation of AI.
- About the role: The Senior Director of Sales, Central & Eastern Europe reports to the VP and Managing Director of EMEA. As the senior sales leader for the region, you will own ’s commercial strategy and execution across all customer segments, with responsibility for both new-logo acquisition and the growth of existing customers. You will inherit an established customer base and a team spanning Account Executives, Account Managers, and Account Solutions Architects, while carrying a significant mandate to design and build the broader regional coverage model. This is a hands-on, first-on-the-ground leadership role for someone who can build the business, recruit and develop exceptional talent, and support market growth in coordination with EMEA leadership, and personally lead the region’s most strategic customer opportunities.
- Own the Central & Eastern Europe business, including regional strategy, revenue performance, consumption growth, pipeline creation, customer acquisition, retention, and expansion.
- Develop and execute a multi-year market-capture plan across Germany and the wider DACH region, Poland, the Baltics, and the Balkans, aligned to ’s EMEA and global priorities.
- Design the regional segmentation, territory, account, and coverage model across Enterprise, AI Labs, Digital Natives, and Startup customers.
- Build and scale the regional sales organization, recruiting, developing, and retaining high-performing leaders and individual contributors as the business grows.
- Lead, coach, and develop Account Executives and Account Managers, establishing clear expectations, strong inspection disciplines, and a culture of accountability and continuous improvement.
- Partner closely with Account Solutions Architects to connect customer business objectives with ’s infrastructure, platform, and developer capabilities.
- Personally develop relationships with senior executives, founders, technical leaders, and strategic stakeholders across the region.
- Lead from the front on the region’s most strategic opportunities, remaining actively involved from initial engagement through solution development, commercial negotiation, and closure, with final contracting execution by EMEA/HQ
- Own the acquisition of new strategic customers while developing account strategies that increase adoption, consumption, retention, and long-term customer value across the existing customer base.
- Build a high-quality, appropriately covered pipeline and establish a consistent operating cadence for opportunity inspection, account planning, forecasting, risk management, and corrective action.
- Deliver accurate and transparent forecasts, with clear visibility into customer demand, consumption, commercial risk, capacity requirements, and execution dependencies.
- Develop and close, subject to HQ review and execution, complex, high-value, multi-year commercial agreements, including strategic capacity commitments and enterprise-wide platform relationships.
- Drive adoption of ’s broader platform and software capabilities, ensuring customers see as a strategic technology partner rather than solely an infrastructure provider.
- Partner across Field Engineering, Marketing, Customer Success, Capacity, Product, Finance, Legal, Revenue Operations, and executive leadership to deliver coordinated customer outcomes.
- Support ’s partner, venture capital, startup ecosystem, sovereign AI, and government-relations strategies across the region.
- Represent regional customer requirements and market dynamics within , ensuring that global product, capacity, investment, and go-to-market decisions reflect the opportunities and needs of Central & Eastern Europe.
- Establish ’s reputation in the region through active participation in the AI, technology, business, research, and investment communities.
- Build a regional culture that reflects ’s values, rewards ownership, develops talent, encourages collaboration, and delivers best-in-class customer experiences.
Требования
- 15+ years of experience in enterprise technology sales, including significant experience selling cloud infrastructure, AI platforms, data platforms, enterprise software, or similarly complex technology solutions.
- 8+ years of sales leadership experience, including responsibility for senior sellers, managers, or multi-country commercial teams.
- Demonstrated success building or materially scaling a country, regional, or multi-market sales organization.
- A consistent record of meeting or exceeding significant revenue, bookings, consumption, pipeline, and customer-growth objectives.
- Experience leading both new-logo acquisition and the expansion of complex, strategic customer relationships.
- Demonstrated ability to develop and close high-value, multi-year agreements involving senior executives, technical stakeholders, procurement teams, legal teams, and other complex buying groups.
- Experience selling into multiple customer segments, ideally including large enterprises, high-growth technology companies, AI-native businesses, research organizations, and startups.
- Experience designing segmentation, account allocation, territory, coverage, hiring, and resource-investment models.
- Strong command of enterprise sales methodologies, account planning, opportunity management, pipeline inspection, forecasting, and performance management.
- Proven ability to recruit, coach, and develop high-performing sales talent, including leaders and senior individual contributors.
- The ability to engage credibly with both commercial and deeply technical audiences, translating customer objectives into infrastructure and platform strategies.
- Strong commercial and financial acumen, with experience structuring complex agreements and balancing customer requirements with capacity, risk, margin, and long-term strategic value.
- A hands-on leadership style and willingness to remain personally involved in strategic selling, executive engagement, and critical negotiations.
- Proven ability to operate effectively within a fast-growing, globally matrixed organization and align regional execution with global priorities.
- Fluent English and German language skills.
- The ability to travel frequently across the region and internationally as required.
Будет плюсом
- Leadership experience within an AI cloud, hyperscale cloud, infrastructure, enterprise platform, or consumption-based technology company.
- Experience building a new region or significantly expanding an early-stage market presence.
- Experience selling GPU infrastructure, accelerated computing, machine learning platforms, developer tools, or large-scale data and AI solutions.
- Experience managing commercial opportunities where customer commitments depend on capacity availability, infrastructure deployment, supply, or service readiness.
- Experience engaging with founders, research organizations, venture capital firms, sovereign entities, or national AI initiatives.
- An additional Central or Eastern European language.
- An established executive and technology network across Germany, DACH, Poland, the Baltics, or the Balkans.
- A bachelor’s degree or equivalent practical experience.
Условия
- In addition to a competitive salary, we offer a variety of benefits to support your needs, including:
- Family-level Medical Insurance
- Family-level Dental Insurance
- Generous Pension Contribution
- Life Assurance at 4x Salary
- Critical Illness Cover
- Employee Assistance Programme
- Tuition Reimbursement
- Work culture focused on innovative disruption
- Benefits may vary by location.
Другое
- is The Essential Cloud for AI™. Built for pioneers by pioneers, delivers a platform of technology, tools, and teams that enables innovators to build and scale AI with confidence. Trusted by leading AI labs, startups, and global enterprises, combines superior infrastructure performance with deep technical expertise to accelerate breakthroughs and turn compute into capability. Founded in 2017, became a publicly traded company (Nasdaq: CRWV) in March 2025. Learn more at.
- We're proud to be a Living Wage accredited Employer.
- We believe in investing in our people, and value candidates who can bring their own diversified experiences to our teams – even if you aren't a 100% skill or experience match. Here are a few qualities we’ve found compatible with our team. If some of this describes you, we’d love to talk.
- You are a builder who is energized by the opportunity to create a market, design an organization, and turn an ambitious regional strategy into a scaled business.
- You lead from the front, combining executive presence and strategic thinking with a willingness to engage deeply in customers, opportunities, and execution.
- You create clarity and accountability while giving talented people the trust, coaching, and support required to perform at their best.
- You are comfortable making decisions in an environment where demand, customer requirements, capacity, and priorities are evolving rapidly.
- You build durable customer relationships by combining commercial ambition with technical curiosity, transparency, and consistent follow-through.
- You think beyond an individual transaction and seek to establish as a long-term strategic partner to the customers and markets you serve.
- does not accept speculative CVs. Any unsolicited CVs received will be treated as the property of and your Terms & Conditions associated with the use of CVs will be considered null and void.
- Any unsolicited CVs sent by your company to us – that is to say, in any situation where we have not directly engaged your company in writing to supply candidates for a specific vacancy – will be considered by us to be a “free gift”, leaving us liable for no fees whatsoever should we choose to contact the candidate directly and engage the candidate’s services, and will in no way establish any prior claim by your company to representation of that candidate should the candidate’s details also be submitted by any other party.
- This position requires access to export controlled information. To conform to U.S. Government export regulations applicable to that information, applicant must either be (A) a U.S. person, defined as a (i) U.S. citizen or national, (ii) U.S. lawful permanent resident (green card holder), (iii) refugee under 8 U.S.C. § 1157, or (iv) asylee under 8 U.S.C. § 1158, (B) eligible to access the export controlled information without a required export authorization, or (C) eligible and reasonably likely to obtain the required export authorization from the applicable U.S. government agency. may, for legitimate business reasons, decline to pursue any export licensing process.
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