Sales Manager

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About the role

Your Impact We have built a sales machine that works: ~90% of our AEs hit quota, our top performers achieve significantly more, we rarely lose head to head, and almost nobody who buys Tacto ever leaves. The bottleneck is no longer the market or the product, it is leadership capacity. We need managers who can turn good AEs into great ones at the speed we are hiring them. As Sales Manager you own one customer segment and lead a team of ~5 Account Executives. You carry no personal quota. Your number is your team's number, and your job is the thing that produces it: the quality of your people, the rigor of your deal strategy, and the discipline of your pipeline. You will work directly with the founders and sales leadership on how we go to market in a segment where over 10,000 industrial companies in DACH still run procurement on Excel, and where we are the category of one. Your Tasks • Own your segment's number through your team : You are measured on team attainment. You build the pipeline coverage, forecast accuracy, and win rates that make the number inevitable. • Team Development: Build and coach a high-performing sales team through structured training, hands-on deal support, and performance management. You'll model best practices while developing each team member's capabilities. • Deal Strategy & Execution: Actively join critical customer conversations, challenge assumptions, eliminate risks, and design winning game plans alongside your AEs. You'll roll up your sleeves to support negotiations and business case development. • Sales Excellence: Implement and coach on proven sales methodologies (MEDDIC) while creating a culture of continuous improvement through regular training in discovery, negotiation, and process management. • Performance Optimization: Drive team performance through structured metrics tracking, pipeline reviews, and action planning. You'll identify improvement opportunities and implement solutions that increase win rates and deal velocity. • Become AI Native:  Proactively identify opportunities to leverage AI to accelerate the work of your team, experiment with new approaches, and share successful workflows – contributing to Tacto's culture of high-velocity execution and innovation. Your Profile • 3+ years as an Account Executive in B2B SaaS with complex, non-transactional, multi-stakeholder sales • At least 1 year leading a sales team, ideally in a high-growth environment • A track record of consistently hitting or beating quota, as an individual and with a team • You coach from a real methodology, not from instinct, and you can teach it to someone who does not have it yet • You are strategic and tactical in the same week: you can design a segment plan on Monday and rescue a stalled deal on Thursday • You are direct. You give hard feedback early because you would rather have the uncomfortable conversation than watch someone miss • Resilient, high-agency, and drawn to a hard problem over an easy title • Fluent in German and English Why this role is awesome Product-market fit is not a hypothesis here. Customers stay, they grow, and our product team ships against a real vision, so every quarter your AEs walk into calls with something they could not say the quarter before. That means you will not spend your first year explaining why anyone should care. You will spend it coaching sellers who are ambitious, hungry to grow, and carry almost no ego about it, the kind who ask for feedback and then act on it. Whatever you have learned in your career lands on fertile soil here.   Why Tacto • A standout sales organization built for the long term • ~90% of AEs hit their quota, with top performers reaching up to 400% • Incentives that reward over-performance: 150% uncapped kicker • No compromises on the ta

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