GTM Lead - DACH

The Opportunity

We're looking for our first commercial operator on the ground in DACH to own the entire go-to-market motion for Mobilexpense. This isn't a territory sales role, it's a builder role with genuine autonomy, commercial accountability, and a clear path to leading an entire region.

You'll be responsible for revenue, pipeline, partnerships, and market strategy. You won't inherit a playbook, you'll build it. You'll test, learn, and scale what works. And as you prove the model, you'll unlock resources to build a team and grow.

This is the kind of role that defines a career: high impact, high ownership, high growth potential.

What You'll Own

You are the commercial engine for your market. Your success = revenue growth delivered in a predictable, scalable way.

1. Revenue & Pipeline Generation

• Own your region's revenue target and quarterly pipeline goals

• Generate qualified opportunities through outbound, partnerships, and localized GTM plays

• Manage deals end-to-end: from first conversation to signed contract

• Build and maintain an accurate forecast with healthy pipeline coverage (3-4x)

2. Go-to-Market Execution

• Design and execute market-specific GTM strategies (messaging, positioning, channels)

• Run 2-3 experiments per quarter to test what drives conversion

• Adapt quickly based on data—double down on what works, kill what doesn't

• Refine ICP and buyer personas with real-world feedback

3. Partnership Ecosystem

• Identify and activate 3-5 high-value local partners (ERP, HR/payroll, travel, accountants)

• Build a repeatable partner-sourced pipeline flow

• Negotiate partnership terms and manage ongoing relationships

• Turn partners into your force multiplier in the market

4. Market Intelligence

• Be the eyes and ears on the ground: competitors, buyer behavior, pricing dynamics

• Provide structured feedback to product, marketing, and leadership

• Shape our strategy with real-time market insights

• Help us understand what it takes to win in your market

How You'll Collaborate

You'll report directly to, Salvador, the Chief Product Officer & Mid-Market Business Owner, and work cross-functionally with:

• Product: Influence roadmap priorities based on market feedback

• Marketing: Shape campaigns, messaging, and demand generation strategy

• Partnerships: Design and execute partner programs

• Sales Operations: Refine processes, tooling, and forecasting

The frameworks are set centrally (CRM, pricing structure, partner templates), but you have autonomy to adapt and optimize locally. As you prove what works, you'll gain more resources and authority to scale.

Success Metrics (First 6 Months)

We measure success with clear, outcome-driven KPIs:

✅ Pipeline Generated: €X qualified pipeline per quarter (target defined per market)
✅ Partner Activation: 3-5 active partners producing real opportunities
✅ GTM Experimentation: 2-3 localized campaigns/plays launched and evaluated each quarter
✅ Deal Velocity: Faster time-to-close and improved conversion rates vs. baseline
✅ Forecast Accuracy: Predictable pipeline with <15% variance quarter-over-quarter
✅ Market Clarity: Documented ICP insights and competitive positioning