Director, Strategic Accounts - Logistics & Tech, m/f/d

Databricks

SLSQ227R638 while this role is posted in specific locations, suitable candidates can be based anywhere in Germany. Databricks operates at the leading edge of the Unified Data Analytics and AI space. Our customers turn to us to drive the accelerated innovation they need to gain first-mover advantage in an ultra-competitive landscape. As we continue our rapid expansion across Central Europe, we are looking for a strategic and consultative Strategic Account Executive to join the team in Germany and maximise the significant market opportunity that exists for Databricks within the industrial and manufacturing sector. Reporting to our Senior Director of Enterprise Sales, you will focus on managing and growing one of our most high-profile accounts. You will spearhead our partnership with one of Germany’s most iconic brands—a world leader in industrial automation and digitalisation. As a primary driver of "Industrie 4.0," this organisation is a cornerstone of the German economy, transforming how the world manufactures, moves, and heals. Dual-headquartered in Munich and Berlin, this powerhouse employs nearly 300,000 people across a vast multi-divisional ecosystem. You will navigate a complex landscape that spans Healthcare, Energy infrastructure, Mobility, and Smart Buildings, driving digital transformation for a national treasure that remains a global benchmark for engineering excellence. The impact you'll have: * You will be part of the large account team for this flagship account, driving sustained growth across consumption, expansion, and new business. * You will consistently exceed growth targets by translating account strategy into clear, measurable commercial outcomes and disciplined execution. * You will operate as a trusted C-suite advisor, influencing executive decisions and shaping enterprise-wide Data & AI transformation initiatives. * You will identify, prioritise, and scale high-value AI use cases to deliver measurable business outcomes. * You will drive partner-led growth, working closely with system integrators and strategic partners to increase deal momentum and customer impact. * You will lead complex, multi-stakeholder negotiations, closing transformational agreements that strengthen the strategic partnership. What we look for: * Proven success selling advanced data, analytics, Big Data, AI, or complex cloud technology, closing complex, multi-stakeholder, multi-year enterprise agreements. * A proven record of exceeding ambitious revenue goals in large, global enterprise accounts within the Industrial/Manufacturing vertical in Germany. * Deep understanding of consumption-based growth models and how to scale strategic accounts from initial wins. * Proficiency in structured sales methodologies (e.g., MEDDPICC, Value Selling). * A history of building champion networks and leading cross-functional account teams around a clear strategy. * Candidates with a consulting background who combine a strong sales profile with deep Industrial vertical expertise are encouraged to apply. * Readiness to travel regularly within Germany and internationally to stay closely aligned with the customer. * Fluency in German and English, with the gravitas to influence senior leaders up to C-level. #LI-HS4 About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.

Databricks

SLSQ327R124 While candidates in the listed location(s) are encouraged for this role, candidates in other locations in Germany will be considered. Do you want to help solve the world's toughest business problems with Data and AI? This is what we do every day here at Databricks. As a result of our phenomenal growth, we are looking for a Sales Director, Strategic Accounts to join our growing business in Germany. Leading a team of high performing Strategic Account Executives across the Logistics and Tech verticals, you will be responsible for their continued success — mentoring, guiding, and empowering them to achieve and exceed their goals. You will drive growth by expanding relationships with our most important customers, with a primary focus on strategic account expansion. This is a fantastic opportunity to build upon a highly capable team within a fast-growing and impactful part of our German sales organisation. You will strengthen and scale the team through high-impact hiring, hands-on coaching, and by fostering a culture built on collaboration, accountability, and results. This role reports to the RVP for Strategic Accounts Germany. THE IMPACT YOU WILL HAVE * You’ll leverage your network to build a strong talent pipeline and hire exceptional sales leaders as the team grows — raising the bar with every hire. * Within your first 90 days, you’ll establish a clear regional growth and investment plan, demonstrating a bias for action and a focus on measurable outcomes. * You’ll build and sponsor trusted, executive-level relationships with customers and partners to drive long-term success — staying relentlessly customer-obsessed. * You’ll coach your team to lead with strong vision-setting, methodology-based selling, and alignment to customer goals and outcomes, elevating performance through accountability and excellence. * You’ll ensure accurate forecasting and create a predictable, high-growth business through disciplined execution and inspection. * You’ll develop a deep understanding of Databricks’ technical platform and roadmap, enabling informed decisions that deliver durable customer value. * You’ll embrace truth-seeking by making data-driven decisions and adapting quickly as insights evolve. WHAT WE LOOK FOR * A proven, experience Sales leader with successful history of leading high-performing Enterprise sales teams selling into strategic / global accounts in Germany. * A strong track record of developing high-performing teams in high-growth Data, AI, Cloud, or SaaS/Tech companies, consistently exceeding ambitious sales targets. * Extensive knowledge of the Logistics vertical and proven relationships across strategic accounts in this space. * A talent-first leader who knows how to identify, develop, and retain top performers — building teams grounded in trust, accountability, and shared success. * Strong understanding of usage-based, commit-based, and service-based revenue models, and how to use them together to drive sustainable growth. * A history of building and leveraging partner ecosystems, acting as an executive sponsor to expand relationships and unlock customer value. * Deep commitment to methodology-based sales coaching, including MEDDPICC and a Challenger mindset. * A disciplined operator with a reputation for accurate forecasting and execution excellence. * A truth-seeker who makes decisions based on data and adapts quickly as facts change. * Above all, you live our values: customer-obsessed, company-first, collaborative, and biased toward action. * Willingness to travel regularly to customer sites, international company meetings and customer events - regionally and internationally. * Fluency in German and English is essential. #LI-HS4 About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.

Wolt Sverige AB

On the Global Merchant team, our mission is to provide best-in-class merchant selection—spanning restaurants and other verticals—to deliver exceptional value to consumers while empowering merchants to grow their businesses profitably on Wolt. We achieve this by building world-class operations, launching innovative products and working as one team across our 30 countries. We’re looking for a Senior Director to scale Wolt’s sales operations across 30 countries. This requires an exceptional strategic frontline sales leader who drives energy, competitiveness, and accountability. You will be responsible for new merchant acquisition, leading a sales organization of approximately 300 people spanning almost all Wolt countries. You will also lead Wolt’s Global Sales Strategy & Operations team that is responsible for sales and selection strategy, variable pay, sales tooling and sales compliance. Their job is to help every country and region win with best in class insights, processes and scalable playbooks. This is a management position with high visibility and direct influence on the company’s global success. This role will partner closely with other leaders across Operations, Finance, Analytics, Marketing and Product to build GTM strategies and deliver on Wolt’s overall goals. You will report to our Global Head of Merchant Business, Tuomas Hurmerinta. We expect this role to be flexible in terms of time spent remotely and in-office with the ability to travel as needed for in-person collaboration through training, offsites, team-building events, and other business-related necessities. This is a rare opportunity to have direct impact at global scale uniting commercial, operational, and strategic leadership to grow one of EMEA’s most loved consumer platforms. You're excited about this opportunity because you will… Be responsible for overseeing the sales strategy, operations, and performance of a dynamic marketplace within a larger organization. Develop, implement and execute a comprehensive business strategy to meet organisational objectives. Partner with crossfunctional leaders to implement new GTM strategies to unlock growth, to think boldly and two steps ahead as a way to ensure expansive opportunities are not missed. Lead, mentor, and manage a high-performing sales team. Continually improve the tools available to Sales and ads XFN teams to do their jobs more efficiently and effectively, especially determining how Gen AI and automation should be applied across all teams. Collaborate closely with other Wolt executives. Build alignment and visibility across Wolt and DoorDash, serving as the connective tissue between local teams in 30+ countries, product, analytics, and executive stakeholders. Build a world-class team that includes hiring new leaders as well as mentoring junior team members, fostering curiosity, rigour, and clarity in all analytical work while elevating the team’s technical and strategic maturity. We're excited about you because you have… Experience growing and leading sales teams at scale, across a multi-country footprint A strong track record of success in driving revenue and motivating teams at scale. Deep expertise in improving the productivity of Sales (and Account Management) teams, including compensation design, systems & CRM development, and accountability frameworks. A focus on dynamic marketplaces, ecommerce, or logistics environments. The ability to take ambiguous problems and solve them in a structured, hypothesis-driven, data-supported way. A self-starter with the determination to initiate and lead/own strategic projects to completion in a scrappy environment with a cross-functional team. Clear and concise communication with strong cross-functional partnership experience and an ability to influence senior leadership on critical decisions. Innate curiosity to understand how things work and a first-principles approach to problem solving. Hired, retained and developed A+ talent.