Global Head of Commercial Excellence (m/f/d)

Job description

Protect what matters.

Primion Technology is a leading European provider of Converged Security, Workforce Management, and Identity Access Management (IAM) solutions. For more than 30 years, we have supported around 5,000 satisfied customers worldwide who rely on our certified solutions every day. From consulting and planning to development, installation, maintenance, and support, a team of over 470 dedicated experts works passionately to meet the highest standards.

We are building a structured, scalable European revenue organisation that brings together all three solution pillars under a unified commercial model. The Global Head of Commercial Excellence is the leadership position that makes that model work in practice. By leading about 15 employees in our Inside Sales, Sales Operations, Sales Enablement, Bid Management, and Order Center teams, this strategic role drives operational excellence and scales our sales organization in Converged Security, Workforce Management and IAM solutions.

Sounds like the right role for you? Then join our team and apply today on a remote-first basis and with a salary range between 90.000 - 120.000 EUR gross p. a. as our new Global Head of Commercial Excellence (m/f/d)!

Your Responsibilities

• Sales Operations
  • Optimize CRM systems and standardize sales processes to maximize efficiency and sales opportunities.
  • Develop KPI frameworks, forecasting models, and performance dashboards to drive data-driven decision making.
  • Analyze sales data to identify trends and provide strategic recommendations.
• Sales Enablement
  • Build holistic enablement strategies and manage interfaces between Sales, Marketing, and Product teams.
  • Develop sales content, templates, tools, and resources to accelerate the sales cycle.
  • Design and deliver training programs on sales tools, methodologies, and best practices.
• Bid & Tender Management
  • Lead the complete tender process from qualification through bid strategy development to contract closure.
  • Coordinate cross-functional bid teams and create complex proposal calculations.
  • Manage risk assessment and prepare presentations for customer negotiations.
• Inside Sales Leadership
  • Lead and optimize the Inside Sales team for both inbound and outbound activities.
  • Structure lead qualification processes and implement effective online demo workflows.
  • Define performance targets and monitor quarterly quotas.
• Order Center
  • Own the commercial order acceptance and order entry process following contract signature and sales handover.
  • Validate contract completeness, purchase order, scope, pricing, and handover quality before accepting an order.
  • Create the Navision project record, give the formal go-ahead for Project Delivery, and trigger the relevant ordering process.
  • Define billing milestones based on contractual terms and support go-live invoicing, revenue milestone confirmation, and project financial closure.
  • Manage order processing for expansion and renewal business by creating or updating the relevant Navision project.

Job requirements

Key Qualifications

• Non-negotiable experience
  • 8-12+ years in B2B commercial roles, with at least 5 years in Sales Operations, Revenue Operations, or Commercial Excellence in a leadership capacity
  • Proven experience building or fundamentally restructuring a Sales Operations or Sales Enablement function - not just managing an inherited one
  • Deep CRM expertise - HubSpot strongly preferred, Salesforce or Microsoft Dynamics acceptable. You have owned the governance, not just used the platform
  • Track record of implementing structured sales methodology (MEDDPICC, MEDDIC, Challenger, or equivalent) across a field and inside sales organisation
  • Demonstrated ability to lead inside sales teams with accountability for pipeline and revenue results
  • ERP order management experience - Microsoft Dynamics (Navision / Business Central) is a meaningful advantage
  • Experience in companies with both on-premise and SaaS delivery - comfortable with the commercial and metric differences between the two
• Advantageous experience
  • Converged security, access control, workforce management, IAM, or adjacent technology sectors
  • Multi-country European commercial operations - Germany is essential; France, Benelux, Spain experience adds value
  • Bid management coordination in a project-based or tender-driven business model
  • Revenue recognition governance and billing milestone management in complex project delivery
  • SaaS metrics fluency: ARR, NRR, GRR, churn, land-and-expand
• Leadership & personal profile
  • You lead with clarity. Expectations are set explicitly, accountability is real, and ambiguity in roles or process is resolved rather than tolerated.
  • You are commercially credible with field sales leadership; a peer in strategic conversations, not a back-office function.
  • You think in systems - You understand how process, tooling, data, and people interact, and you design accordingly.
  • You build while operating - Primion is in transformation; you are comfortable making improvements without waiting for conditions to be perfect
  • Both German and English language skills are required at business fluency; French is a meaningful advantage

What we offer

• Leadership: Take your seat at the commercial leadership table - this role shapes how Primion goes to market across Europe.
• Impact: A role where your contribution is visible and your impact is measurable.
• Freedom for Innovation: Full mandate to design and build the Commercial Excellence function with genuine organisational backing.
• Direct reporting line to the CRO: Short decision paths and high strategic visibility.
• Substance: A company with a clear product strategy across three growing solution pillars: Converged Security, Workforce Management, and Identity Access Management.
• International scope: Remote-first working model with European travel.
• Excellence: Join an environment that encourages continuous improvement and personal development.
• Growth: Seize international growth opportunities in innovative solutions.
• Collaboration: Become part of our agile, cross-functional and international team and work in close collaboration with executive leadership.
• A modern working environment: Work in accordance to the modern standard of flexible working hours and remote-first working.
• Benefits: We offer a company pension scheme and capital-forming benefits, as well as offers on occupational and company medical topics.

Have we piqued your interest?

Then we look forward to receiving your application!

If you have any questions in advance, please call Anna Hallmeier on 07573 952 228.

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