Regional Partner Manager, DACH

Smartsheet

For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter. Now, in our most ambitious chapter yet, we are uniting human teams with AI agents. By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for people to focus on what truly matters: judgment, creativity, and big thinking. That is magic at work, and it’s what we show up for every day. Smartsheet seeks a highly motivated and results-oriented Commercial Account Executive to drive significant revenue growth within a designated geographic region within the Commercial segment (0-500 employees). You will be responsible for expanding existing customer relationships across the entire portfolio of accounts within your assigned geography. You will develop and execute strategic account plans, drive cross-selling and upselling opportunities, and ensure swift customer adoption of Smartsheet solutions. This role requires a strong understanding of local market dynamics, the ability to build and maintain strong customer relationships, and a proven track record of success in achieving sales targets within a defined geographic territory. You will work on a hybrid basis from Munich, Germany and will be reporting to a Regional Director, DACH Sales. You Will: * Build and manage a sales pipeline to meet and exceed software and services sales quotas within your book of business. * Manage and close complex sales cycles, including needs analysis, solution design, and contract negotiation, utilizing solution selling and the MEDDICC framework. * Develop and execute strategic account plans for a defined set of key accounts in the Commercial segment (0-500 employees). * Run high-quality discovery, aligning with customers on business drivers and strategic objectives to create an evaluation plan that has clear timelines and drives urgency. * Develop and maintain strong relationships with local channel partners to identify and pursue new opportunities. * Stay abreast of local market trends, competitive landscapes, and business dynamics within the assigned geographic region. * Manage strategic sales motions alongside transactional, high-volume opportunities. * Develop new business opportunities within existing customers by analysing and proactively targeting high-value needs across multiple departments and lines of business. * Leverage existing relationships to expand Smartsheet's footprint and drive revenue or growth during renewals. * Expand Smartsheet brand awareness at the C-suite, operational, and team level. * Consult with clients in defining business objectives, success criteria, and program strategy to ensure the customer perception of value that leads to sales renewal and expansion. * Lead and collaborate with cross-functional teams (Sales Engineering, Consulting, Customer Success, Marketing, Sales Development) to achieve sales objectives. * Accurately forecast sales opportunities and track key performance indicators (KPIs) to measure success. * Leverage Smartsheet and other sales tools (Salesforce, Clari, Outreach, Tableau) to manage accounts, track progress, and increase efficiency. * Perform other duties as assigned You Have: * 2+ years of successful SaaS sales experience with a proven track record of exceeding quotas in the Commercial segment. * Fluency in English & German is required * Demonstrated experience building and maintaining strong, long-term customer relationships within the Commercial segment. * Proven ability to drive cross-selling and upselling opportunities within existing accounts. * Experience with solution selling and the MEDDICC framework. * Strong understanding of SaaS business models and the competitive landscape in the Commercial segment. * Proficiency in CRM systems (e.g., Salesforce) and other sales productivity tools. * Excellent communication, presentation, and interpersonal skills. * Strong analytical & problem-solving skills. * Bachelor's degree or equivalent experience. * Legally eligible to work in Germany on an ongoing basis Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity. DE Base Salary Pay Range €52,500 - €62,500 EUR   Get to Know Us: At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you’re doing work that stretches you, excites you, and connects you to something bigger, that’s magic at work. Let’s build what’s next, together. Equal Opportunity Employer: Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, India, and Singapore. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.  If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.   #LI-Remote

Smartsheet

For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter. Now, in our most ambitious chapter yet, we are uniting human teams with AI agents. By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for people to focus on what truly matters: judgment, creativity, and big thinking. That is magic at work, and it’s what we show up for every day. Smartsheet seeks a highly accomplished Enterprise Account Executive to drive significant revenue growth within a select portfolio of large enterprise accounts (5,000+ employees) while also acquiring new customer logos. This strategic role focuses on deepening existing customer relationships and expanding Smartsheet's footprint within these key accounts. You will develop and execute comprehensive account plans, drive cross-selling opportunities, and land new departments across the enterprise. You will have a history of exceeding quota attainment and winning new customer accounts. This is a highly impactful role for a motivated and results-oriented sales professional who thrives in a collaborative environment and excels at building long-term customer partnerships. You will work on a hybrid basis from Munich, Germany and will be reporting to the Regional Director, DACH Sales. You Will: * Exceed quarterly and annual software and services sales quotas by driving expansion sales within a portfolio of accounts that are in early-stage maturity with Smartsheet * Lead primary and secondary account teams by partnering with Sales Engineering, Consulting, Customer Success, Marketing and Sales Development * Qualify inbound leads and run new business sales cycles from end to end * Acquire new business for Smartsheet by selling our full suite of products/services/solutions * Develop short and long-term growth and renewal strategies across your customer base * Execute complex, high-value solution-based sales processes * Develop & execute strategic account plans for less than 30 enterprise accounts (5,000+ employees) * Drive revenue growth through cross-selling, upselling, and landing new departments * Build & maintain strong, long-term customer relationships at all levels * Lead & collaborate with cross-functional teams (Sales Engineering, Consulting, Customer Success, Marketing) * Manage & close complex sales cycles, including needs analysis, solution design, and contract negotiation * Accurately forecast sales opportunities and track key performance indicators (KPIs) * Leverage Smartsheet and other sales tools to manage accounts and track progress * Champion Smartsheet's values and contribute to a positive & collaborative team environment * Perform other duties as assigned You Have: * 5+ years of successful enterprise software sales experience with a proven track record of exceeding quotas * Experience using MEDDICC and solution selling methodologies * Demonstrated experience building & maintaining strong, long-term customer relationships at the executive level within large enterprise accounts * Proven ability to drive cross-selling and land new departments within existing customer organizations * Experience of working with partners for resale and implementation * Expertise in developing and executing complex sales cycles and closing large, strategic deals * Strong understanding of SaaS business models and the competitive landscape * Proficiency in CRM systems (e.g., Salesforce) and other sales productivity tools * Excellent communication, presentation, and interpersonal skills * Strong analytical & problem-solving skills * Bachelor's degree or equivalent experience * Fluency in German & English is required * Legally eligible to work in Germany on an ongoing basis Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity. DE Base Salary Pay Range €82,500 - €102,500 EUR   Get to Know Us: At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you’re doing work that stretches you, excites you, and connects you to something bigger, that’s magic at work. Let’s build what’s next, together. Equal Opportunity Employer: Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, India, and Singapore. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.  If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.   #LI-Remote

Databricks

FEQ427R180 The data and AI market is at an inflection point: organisations are moving from isolated pilots to platform decisions that shape how they build, operate, and scale for years to come. This creates a significant opportunity to help customers turn data and AI investments into measurable business outcomes. This role combines people leadership, business ownership, and executive engagement. You will operate as a player-coach in key deals while building a high-performing, scalable field-engineering organisation for a consumption-based business. You report to the Director, Field Engineering. THE IMPACT YOU WILL HAVE * Build, lead, and scale the pre-sales (Solutions Architect) team for your assigned customers in Germany, including hiring, coaching, performance management, and career development, and owning coverage across your account portfolio. * Own pre-sales ROI and effectiveness, including coverage models, prioritisation, and impact on win-rate, sales cycles, and customer adoption. * Act as a player-coach by balancing hands-on involvement in key customer engagements with building repeatable motions, artefacts, and coaching mechanisms that scale impact across the team. * Establish and reinforce a solution- and value-based selling culture, focused on business outcomes, not just technical excellence. * Partner closely with Sales leadership to support forecast accuracy, pipeline quality, and consumption growth in a usage-driven business model. * Engage with senior and executive stakeholders at customers to build trusted relationships and long-term partnerships. * Drive a scalable adoption model by anchoring partner and PS attach and establishing a crisp pre-/post-sales handshake tied to consumption outcomes (onboarding readiness, adoption milestones, expansion path). * Represent Field Engineering as part of the regional team, contributing to Databricks' brand, market positioning, and growth in Germany. WHAT WE LOOK FOR * Proven experience building and managing pre-sales or technical field teams in a high-growth environment. * Strong background in data engineering, analytics platforms, databases, or data science, gained through engineering, consulting, or technical leadership roles. * Demonstrated success in consumption-based or SaaS business models, including forecasting, expansion, and customer adoption. * Ability to operate as a player-coach, balancing hands-on deal involvement with scalable team leadership. * Track record of partnering effectively with Sales and cross-functional leaders to drive measurable business outcomes. * Experience establishing repeatable processes that improve efficiency without limiting innovation or ownership. * Passion for the data and AI market and the ability to articulate a clear, executive-level POV on the value of Databricks. * Executive presence with the ability to influence and communicate confidently with senior stakeholders. * Fluent German (highly preferred) and fluent English (required). 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.