Business Development Leader, DACH

Business Development Leader, DACH (m/f/d) Department: Sales Location: Remote (Germany-based) **Please note that we will not offer visa sponsorship or visa transfer for this position. Overview 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. Locations Remote position based in Germany, with travel across the DACH region as needed for customer and partner meetings, trade shows, and partner events. Our Core Values At iGrafx, we believe in our people and what they represent. To that end, we are looking for like-minded individuals on a mission greater than bottom line results. We want people who are interested in making a difference in a small and growing organization. If our core values resonate with you, this might just be the place for you. Why Consider This Role? Build a region from the ground up, with direct influence over both the sales motion and the partner strategy for DACH. Be a member of a world-class enterprise software company with customers across The Americas, Europe, and Asia-Pacific. Private equity-backed organization with strong growth momentum and investment in the DACH market. High visibility role with direct exposure to sales leadership and executive stakeholders. Key Responsibilities Direct Sales 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. Partner Network Development 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. Market & Regional Leadership 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. 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. Career Path Potential to grow into a senior or leadership role overseeing a broader DACH or EMEA team as the region scales. Growing organization with increasing needs for great talent. Exposure to peer functional leaders as well as executive-level members. iGrafx, a leader in intelligent process management, enables the world’s largest enterprises to turn process into a competitive advantage. The iGrafx platform captures and connects critical business operations for process mining, analysis, modeling, and optimization. In today’s competitive market, business leaders must align business objectives and IT systems, comply with industry regulations, automate business processes, and identify and implement process efficiencies by undertaking initiatives such as RPA, Six Sigma, and Lean. With iGrafx, businesses connect the dots across these efforts to deliver results, improvements, and increased return on investment.