At Icertis, we are powering contract intelligence to transform how companies manage and unlock value from their contracts. The Director New Sales is responsible for driving sales by creating and closing high-value opportunities, with a focus on strategic alignment and value-based selling. This role is designed for a driven, energetic salesperson who thrives in value-based, consultative selling, particularly with senior business leaders and decision-makers across various domains and can anticipate customer needs based on strategic insights. Success in this role requires strong storytelling, hustle, and the ability to engage and influence C-level executives while managing complex sales cycles. You will work collaboratively with a team of subject matter experts, value engineers, and technical advisors, to deliver strategic solutions that create long-term business value for clients.
All in all, you are an integral part of the success of our clients, the growth of our business, and building a culture of winning!
This position can be based anywhere in Germany and does not involve people management responsibilities. For those preferring an office environment, we have locations in Munich and Frankfurt.
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- Create & Close Opportunities: Proactively identify, develop, and close Icertis-based opportunities by deeply understanding customer opportunities and aligning solutions to their business objectives.
- Manage Complex Sales Cycles: Own the entire sales cycle, from inception to deal closure, ensuring a structured, strategic approach that positions Icertis as a value-driven solution provider.
- Consultative Selling: Engage in deep, outcome-based discussions with senior business leaders to understand their needs and position tailored solutions that deliver measurable business results.
- Executive Engagement: Build, nurture and maintain strong relationships with C-level executives, ensuring alignment with key decision-makers to expedite deal closure.
- Lead Cross-Functional Teams: Collaborate with marketing, lead-gen, presales, technical advisors, and other internal teams to develop and execute solution strategies for prospective clients.
- Territory Management: Develop and implement a territory strategy that drives consistent results and maximizes market penetration, leveraging both self-generated leads and internal resources.
- Storytelling & Value Articulation: Deliver crisp, compelling narratives that articulate the financial and strategic value of Icertis’s platform to address business opportunities, leading with insight rather than product features.
- Strategic Foresight: Understand the customer’s current business opportunities while anticipating future needs, providing big-picture, strategic thinking that positions Icertis for long-term success.
- Active Listening & Responsiveness: Listen attentively to customer needs, respond with tailored solutions, and maintain strong follow-through to build trust and influence.
- Challenge & Reframe: Confidently question customer thinking to reframe business problems and position Icertis’s CLM solutions as the preferred choice.
- Hustle & Energy: Bring passion, drive, and an entrepreneurial spirit to generate new opportunities, close deals, and exceed sales targets.
- Pipeline Management: Maintain accurate and up-to-date sales information in systems like Salesforce, ensuring transparency and accountability in forecasting and deal management.
- Fluency in German is a must.
- Enterprise software sales experience, with consistent, sustained performance.
- Experience selling SaaS solutions with embedded agentic AI, articulating the value of autonomous AI agents that optimize workflows, enhance decision-making, and drive business efficiency is advantageous.
- Deep understanding of key customer opportunities and industry-specific business drivers.
- A successful track record of closing multiple large enterprise software sales, consistently exceeding $1m ARR quotas.
- Excellent communication skills, both written and oral.
- Proven ability to effectively manage sales pipelines and accurately forecast revenue outcomes.
- Experience inspiring cross-functional teams, including Solutions Advisory, value engineers and industry advisors to develop tailored solutions that drive long-term customer success.
- Strong negotiation skills with the ability to walk away from deals that don’t align with business objectives.
- Proficiency in Salesforce and other CRM tools to manage pipelines, forecast accurately, and report deal progress.
- Exceptional communication and presentation skills, with a track record of delivering impactful presentations to senior audiences.
- Developed and executed strategic sales plans to generate new opportunities.
What We’re Looking For:
- A proven strategic thinker who can question customers, reframe problems, and deliver solutions that align with Icertis’s value proposition.
- A leader with hustle and energy, who thrives in a high-performance environment and is passionate about building relationships and closing deals.
- Someone with a customer-first mindset who engages deeply with clients to understand their needs and deliver solutions that drive impactful business results.
- Strong territory management skills with a focus on maximizing market penetration and delivering consistent results.
Concerned you don´t meet every qualification? Don´t let it stop you from applying!
Icertis is committed to building a diverse, inclusive, and authentic workplace. If you are excited about this position but don’t meet every qualification in the job description, we encourage you to apply anyway – you may just be the right candidate for this or other positions at Icertis.
Icertis is the global leader in AI-powered contract intelligence. The Icertis platform revolutionizes contract management, equipping customers with powerful insights and automation to grow revenue, control costs, mitigate risk, and ensure compliance - the pillars of business success. Today, more than one third of the Fortune 100 trust Icertis to realize the full intent of millions of commercial agreements in 90+ countries.
