About the role
Role: VP Enterprise DACH (Player-Coach Role)Location: Munich
Language: German, English
WFH Policy: Remote
Industry: Software Intelligence
Product: Software Mapping & Intelligence platform supporting cloud migration, application modernisation, and software visibility initiatives
Company Revenue: ~$60M
Size and functions of local team:
~360 FTE globally
20 AEs across Europe
France: 5 AEs
Italy: 4 AEs
Spain: 4 AEs
UK: 2 AEs
Nordics: 1 AE
Role Description
Title: VP Enterprise DACH
Scope: 25% leadership & strategy, 75% quota-carrying
Sales Focus:
Hunting-driven: 80% new logo acquisition, 20% expansion
Targeting large enterprises with complex software environments
Strategic engagement with CxO, VP Enterprise Architecture, VP ADM
Sales Process:
Combination of direct sales and partner-led sales (Big 4, GSIs, Hyperscalers)
Heavy partner leverage for co-selling and influencing deals
Indirect selling via AWS, Microsoft, Google Cloud, and large system integrators (e.g., Accenture, IBM, DXC)
Deal Characteristics:
Initial land: $50K–$100K ARR
Expansion potential: $1M+ ARR
Enterprise sales cycle – high-touch, strategic, multi-stakeholder
Responsibility:
Build and scale the DACH market from the ground up
Lead CAST’s go-to-market efforts in the region
Drive adoption of CAST Highlight as an essential solution for digital transformation
What Makes the Company Unique:
Founder-led, category-defining company in Software Intelligence
No direct competitors – only platform offering full software visibility
Strategic partnerships with AWS, Microsoft, Google, Big 4, and GSIs
Trusted by global enterprises as a critical enabler for modernisation and cloud transformation
Growth Perspective:
High-impact, market-building role for the DACH region
Direct visibility and influence on growth and strategy
Clear path to increased leadership responsibilities as the team scales
Must-Haves:
5–10+ years of enterprise software sales experience
Experience selling through Tier 1 consulting firms (Big 4, GSIs)
Experience with complex, mission-critical software sales (e.g. Zscaler, Celonis, Snowflake, Databricks)
No experience in HR-tech, MarTech, PropTech, GreenTech, etc.
Deep understanding of cloud migration, application modernisation, and enterprise transformation
Strong network in the DACH region with a proven record of closing large enterprise deals
Builder mentality – entrepreneurial, hands-on, and performance-driven
Nice-to-Haves:
Industry experience in BFSI, Retail, Telco, Logistics, or ISV
Prior leadership experience
Ideal Customer Profile:
Enterprises with 100s of custom-built applications
Software-intensive industries (BFSI, Retail, Telco, Logistics, ISVs)
Focused on solving challenges related to technical debt, cloud migration, and modernisation
Sales Team Performance Expectations:
New hires Year 1: Target $500K ARR
Year 2: Target $1M ARR
Average quota attainment: ~80% (improving as company transitions to SaaS model)
Compensation & Benefits:
€250K–€300K OTE
Hiring Process:
Initial call with Hiring Manager
Product deep dive with Product Manager or VP Product
Final interview with executive leadership
Convinced? Apply immediately!
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