About the role
The Role As the Digital Sales Manager for the DACH and Eastern European regions, you will lead and empower a high-performing team of up to 12 Digital Sales Representatives (DSRs). Your primary purpose is to drive the demand generation engine, bridging the gap between Marketing and Sales by creating processes and outbound campaigns that generate new, qualified leads and product demos for the Field Sales team. To excel, the position requires a person: Who is a fluent German speaker with an in-depth understanding of the DACH and Eastern European markets. Who can attract, recruit, and retain talent that is smart, humble, and hungry to succeed. Who will motivate
the team to consistently meet and exceed learning and performance goals outlined by leadership. Who is a dedicated coach, driven to develop team members on selling fundamentals, teamwork, and achieving tangible business results. Who can generate fresh ideas, challenging both their team and leadership to expand innovation in pre-sales and demand generation.
Responsibilities: Team Leadership: Recruit, manage, and train a team of up to 12 Digital Sales Representatives (DSRs). Performance Management: Provide clear metrics and set expectations for productivity, acquisition, conversion, and lead follow-up. Establish structure and accountability to achieve quotas on the number of opportunities accepted by the field sales team and overall pipeline value. Strategy & Execution: Create, train on, and execute outbound prospecting strategies, including pre-call planning, opportunity qualification, objection handling, call structure/control, and time and territory management. Process Improvement: Work to create robust processes and campaigns driving new qualified leads and demos. Keep up with, evaluate, and recommend sales automation tools to maximize efficiency. Cross-Functional Collaboration: Act as the bridge between Marketing and Sales, providing actionable feedback and recommendations on marketing efforts and campaigns. Data Analysis: Collect, analyze, and report data regarding team performance, operational execution, and overall results. Coaching & Development: Provide ongoing training on sales strategy, business acumen, product knowledge, competition, objection handling, and market dynamics. Accurately assess the capabilities and aspirations of each team member to develop their desired career paths. Culture: Promote SailPoint’s core values of Innovation, Impact, Integrity, and Individuals. The Path to Success (Milestones): 1-Month: Gain a comprehensive understanding of SailPoint's solutions, value proposition, and the specific dynamics of the DACH and Eastern European territories. Build rapport with your DSR team, assessing their current baseline performance, capabilities, and motivations. Build relationships with Regional leadership. 2-Month: Establish structure, expectations, and accountability. Implement clear, measurable metrics for productivity, conversion, and lead follow-up. Begin targeted coaching on outbound prospecting strategies, call structure, and objection handling. 3-Month: Successfully bridge the gap between Marketing and Sales by providing concrete feedback on regional campaigns. Roll out optimized processes for driving qualified leads, demonstrating a measurable increase in the number of opportunities accepted by the Field Sales team. 6-Month: Consistently achieve or exceed team quotas for accepted opportunities and pipeline value. Have clear career development paths actively in progress for all team members. Cultivate an environment of continuous innovation and high performance within the DSR organization. Education &
