Business Development Leader, DACH

iGrafx LLC

2d•Remote

About The Position

The Head of Business Development, DACH is a hybrid sales and channel development role responsible for driving iGrafx’s growth across Germany, Austria, and Switzerland in the small and mid-sized business (SMB) segment. This role owns both direct sales execution and the build-out of a regional partner network, making it a foundational hire for iGrafx’s go-to-market strategy in DACH. The ideal candidate is equally comfortable carrying and closing their own pipeline as they are identifying, recruiting, and enabling resellers, consultancies, and technology partners who can extend iGrafx’s reach into the SMB market. This is a builder role: success looks like a healthy direct pipeline alongside a growing bench of productive partners. This is a remote position based in Germany, with travel across the DACH region as needed for customer and partner meetings, trade shows, and partner events.

Requirements

3+ years of experience in B2B software sales, with a track record of meeting or exceeding quota; SMB sales experience strongly preferred.
Demonstrated experience building or managing channel/partner relationships, ideally within enterprise software, SaaS, or process intelligence/BPM markets.
Native or fluent German language skills (written and spoken), plus professional fluency in English.
Based in Germany, with willingness to travel across the DACH region.
Experience with Salesforce and familiarity with standard sales engagement tools (e.g., LinkedIn Sales Navigator, MS Office).
Strong consultative selling skills, with the ability to navigate both direct deal cycles and multi-stakeholder partner relationships.
Self-starter comfortable operating with significant autonomy in a remote, builder-stage regional role.
Excellent verbal and written communication skills.
Bachelor’s degree in Business Administration or equivalent field, or equivalent practical experience.

Responsibilities

Own and execute the full sales cycle for SMB accounts across Germany, Austria, and Switzerland, from prospecting through close.
Build and manage a healthy pipeline sufficient to consistently meet or exceed quarterly and annual sales targets.
Conduct discovery, product demonstrations, and solution-based selling tailored to SMB buyer needs and budgets.
Negotiate commercial terms and contracts in line with iGrafx pricing and approval guidelines.
Accurately forecast and maintain pipeline hygiene in Salesforce.
Collaborate with marketing, sales development, and customer success to ensure a smooth handoff from lead to close to onboarding.
Identify, recruit, and onboard both direct and indirect partners across DACH — including resellers, systems integrators, consultancies, and complementary technology vendors — to extend iGrafx’s reach into the SMB segment.
Develop and execute a regional partner strategy, including partner tiering, recruitment targets, and enablement plans.
Build and maintain partner relationships, acting as the primary point of contact for day-to-day engagement.
Train and enable partners on iGrafx’s value proposition, product positioning, and sales process to drive partner-sourced and partner-influenced pipeline.
Develop joint go-to-market plans with key partners, including co-selling and co-marketing initiatives.
Track and report on partner-sourced pipeline and revenue, refining the partner mix based on performance.
Resolve channel conflict and ensure clear rules of engagement between direct sales and partner-led opportunities.
Represent iGrafx at regional trade shows, partner events, and industry conferences.
Provide regular reporting on direct and partner pipeline, revenue performance, and market feedback to sales leadership.