Head of Sales - Germany

YOUR IMPACT As an Enterprise Account Executive, you will play a key role in driving Tacto’s expansion into large, complex industrial organizations. You are responsible for guiding enterprise deals from qualified opportunity to contract signature and will directly shape how Tacto wins and grows in the enterprise segment. In this role, you will work with C-level decision-makers in Germany's largest industrial enterprises, helping them transform procurement into a strategic, data-driven function. Beyond closing deals, you'll contribute to building enterprise-ready structures – connecting value engineering with sales, shaping deal teams, and establishing enterprise-focused processes that let us win repeatably at scale. Your core mission is to demonstrate the measurable business impact of Tacto in highly complex environments and turn strategic potential into signed contracts.   YOUR TASKS * New Business: You own complex, multi-stakeholder deals in Tacto's largest accounts, from first meeting to signed contract * Deal Leadership: You run executive demos, workshops, business cases, and negotiations, and navigate procurement and legal processes through to close * Account & Segment Strategy: You build account strategies for the largest industrial groups and map how these organizations buy across sites and buying centers, landing in one business unit and expanding across divisions, plants, and modules * Customer Added Value: You act as a trusted advisor to senior stakeholders, building business cases that clearly quantify ROI, savings, and strategic impact * Sharpen the Motion: You turn what works in your deals into best practices the enterprise team can build on, and feed insight back to Product and Leadership * Become AI Native: You use AI to research accounts, prepare executive conversations, and run complex pipelines with maximum efficiency   YOUR PROFILE Now you may wonder what experiences and skills you need for this role. We believe that problem-solving, creativity, and drive are more important than tools that can be picked up. However, the following references will give a guideline of what experiences we think might be helpful. * A proven closing track record in complex enterprise B2B software sales: multi-stakeholder, high-value deals, long sales cycles (6+ months) * You've sold into large, complex organizations and know what good looks like; you bring a proven approach and adapt it to our conditions rather than needing one handed to you * You lead deals with senior and C-level stakeholders and keep long, multi-threaded cycles moving to signature * You sell value over features and translate technical depth into business impact * You bring strong sales fundamentals and apply common methodologies (e.g. MEDDIC, SPIN, SPICED) pragmatically * Low ego, high integrity, team-first: you're here for the mission and the craft, not just the commission, and you make the people around you better * Excellent written and verbal communication in German and English * Curiosity for procurement, supply chain, or manufacturing is a plus WHO THRIVES HERE You're a closer, and you take pride in owning complex, high-stakes deals from first meeting to signature. You've sold into large, layered organizations before, so you bring a point of view on how to win and adapt it to how Tacto works. But the way you win matters as much as the winning. You're low-ego and genuinely team-first, the kind of person colleagues want in the room, who shares what works and lifts the people around them. A serious closer who's also a great person to work with. WHY TACTO * A standout sales organization built for the long term * ~90% of AEs hit their quota, with top performers reaching up to 400% * Incentives that reward over-performance: 150% uncapped kicker * No compromises on the talent bar: a lean, high-density team of A-players who push each other, with zero elbow culture. We hire the best, incentivize them right, and promote from within. * Top-tier support so you can focus on closing * CVMs recruited exclusively from top-tier consultancies (BCG, Inverto, AT Kearney, Oliver Wyman) own onboarding and tee up your upsells, a Proof of Value team builds your business case in 48 hours, plus dedicated Value Engineers, Solution Engineers, Sales Ops, and a BDR machine that delivers the majority of your qualified pipeline * A truly AI-native sales organization * Access to all the leading AI tools plus a stack of custom agents that handle the work that used to eat your week, from meeting prep and demo follow-ups to value cases, call coaching, and instant battlecards, so you spend your time selling, not preparing to sell * We invest to keep it that way: dedicated 'AI captains' across every team, with a group focused on Sales and Go-to-Market, building new tooling and running enablement so new knowledge spreads fast * Backed to win big * Sequoia- and Index-funded, with €50M+ behind us. Our founders sit at the same table as the people defining the global AI agenda, from Sam Altman to Europe's leading tech entrepreneurs. We're building Tacto to be the lighthouse for European industrial AI. * A front-row seat in the European startup ecosystem * Weekly exposure to leading founders and operators through internal and external events * e.g. Sales-focused Events with CRO of DeepL, CRO of Dash0 or ex Head of RevOps at Forto OUR BACKGROUND Tacto is building the intelligence layer that connects AI to the physical world of manufacturing, starting with procurement. AI is transforming every industry, but it stops at the factory gate. The knowledge that holds manufacturing together - part costs, suppliers, materials - is scattered across systems and people. Over 50% of a product's cost originates from suppliers, making procurement the single largest cost lever in manufacturing and the missing connection between the digital and the physical world. Yet it still runs on Excel and legacy systems. We're changing that with our Procurement Intelligence Platform, trusted by hundreds of companies running billions of Euros of material. Based in Munich, we are 100+ passionate builders who are in-office, with high expectations, fast growth, and a lot of fun. We are supported by >€50m from Sequoia, Index, and Europe's leading tech entrepreneurs and industry veterans. WHY IT MATTERS Manufacturing forms Europe's economic backbone, driving a fourth of Europe's GDP and providing over 30% of jobs. These hidden champions and global market leaders manufacture the physical world around us, from the machines that build our cities to the medical devices that save lives. But the world is changing. The US dominates the digital world of bits. China is scaling the world of atoms, manufacturing at unprecedented speed and scale. Geopolitics are more uncertain than ever. Europe's strength lies in its deep industrial knowledge through generations of engineering. Manufacturing worldwide runs on European machines and software. But that heritage is only an advantage if we leverage it in the age of AI. Tacto builds the AI that connects Atoms and Bits, empowering our Industrial Base to Stay Stronger and building a lighthouse for European tech. WHAT WE OFFER The people at Tacto are passionate about building the organization, growing themselves, and our product while having fun and being real. We have high expectations, great talent density, and a culture where your ambition, performance, and agency are what count - not where you come from or how big your ego is. You'll grow at the forefront of AI, have real ownership and impact, and be surrounded by the best people in their field who challenge you and make you better every day. That is demanding and rewarding, but that's where we thrive. Besides that you have: * Money: Competitive salary & equity in the company with real upside, so you are invested in our success * Workplace: A vibrant in-office culture (> 4 days/week) in a beautiful office in central Munich * Development: A development budget and regular exposure to exceptional people, e.g., Lunch & Learns, peer mentoring, external speakers * Time off: 26 + 4 vacation days per year (4 fixed “company rest days”) as well as regular off-sites and team events * Health: Wellpass membership, of course, a fruit basket (!), and access to Jobrad, for your health * Family & Social Security: Voluntary pension contribution, voluntary KITA subsidy for your children Tacto is an equal opportunity employer. We are committed to equal employment opportunity regardless of race, religion, sexual orientation, age, marital status, disability, or gender identity. Please do not submit personal data revealing racial or ethnic origin, political opinions, religious or philosophical beliefs, trade union membership, data concerning your health, or data concerning your sexual orientation.

ABOUT THIS ROLE This role covers two segments. Based on your experience and track record, we'll place you in the segment where you'll have the most impact, Mid-Market for faster-moving deals, Corporate for larger, more complex accounts. YOUR IMPACT Procurement is the single biggest cost position for industrial companies – often over 50% of revenue. It's also their biggest lever to drive profitability. Yet most still run it manually with outdated tools and gut decisions. As an Account Executive at Tacto, you'll change that. Backed by a stellar prospecting team, you own the sales process from first meeting to signed contract, helping manufacturing companies across Germany transform their biggest cost center into their biggest competitive advantage. In both our mid-market and corporate segments, you're selling to the companies that are the backbone of the German economy. We have 7,000+ potential customers in DACH alone, have Product-Market-Fit, close to zero churn and a product that genuinely solves our customers' problems. Your job is to show them what's possible and close the deal. You'll work directly with Heads of Procurement and C-Level decision-makers who control millions in spend, demonstrating how Tacto turns data into savings, compliance, and strategic advantage. This is a dynamic growth phase where your wins directly shape our trajectory. Own your numbers, convert your leads, and help us build the future of industrial procurement.   YOUR TASKS * New Business: You qualify and close new customers, owning the deal from first meeting to signed contract * Customer Added Value: You guide prospects through their evaluation and act as an advisor, building business cases that make our ROI undeniable * Sales Process: You run demos and negotiations to close, and you continuously sharpen our sales game to win * Pipeline Ownership: You will work closely with our high-performing prospecting team so that you can focus on ensuring an optimal customer journey. At the same time, you are responsible for your pipeline and are always ready to convince a lead of Tacto. * Interdisciplinary Work: You operate at the interface of product, prospecting, marketing and customer success, turning customer feedback into product innovation * Become AI Native: You proactively use AI to accelerate your work, experiment with new approaches, and share what works, contributing to Tacto's culture of high-velocity execution   YOUR PROFILE Now you may wonder what experiences and skills you need for this role. We believe that problem-solving, creativity, and drive are more important than tools that can be picked up. However, the following references will give a guideline of what experiences we think might be helpful. Since this role spans two segments, the closing experience we look for depends on which one you're a fit for: * Mid-Market: at least 1 year of closing experience in B2B Software sales, ideally in an industrial or technical environment * Corporate: at least 3 years of closing experience in B2B Software sales, ideally with larger, more complex and multi-stakeholder deals in an industrial or technical environment Across both segments, you bring: * You want to be a thought leader for potential customers and take on an advisory role in finding solutions * All customers have individual challenges and goals - you take on the challenges of our customers and are solution-oriented and pragmatic * Ideally, you already have initial contact with the areas of procurement and supply chain * You are motivated to build something with us and don't hesitate to lend a hand * You have excellent written and verbal communication skills in German   WHY TACTO * A standout sales organization built for the long term * ~90% of AEs hit their quota, with top performers reaching up to 400% * Incentives that reward over-performance: 150% uncapped kicker * No compromises on the talent bar: a lean, high-density team of A-players who push each other, with zero elbow culture. We hire the best, incentivize them right, and promote from within. * Top-tier support so you can focus on closing * CVMs recruited exclusively from top-tier consultancies (BCG, Inverto, AT Kearney, Oliver Wyman) own onboarding and tee up your upsells, a Proof of Value team builds your business case in 48 hours, plus dedicated Value Engineers, Solution Engineers, Sales Ops, and a BDR machine that delivers the majority of your qualified pipeline * A truly AI-native sales organization * Access to all the leading AI tools plus a stack of custom agents that handle the work that used to eat your week, from meeting prep and demo follow-ups to value cases, call coaching, and instant battlecards, so you spend your time selling, not preparing to sell * We invest to keep it that way: dedicated 'AI captains' across every team, with a group focused on Sales and Go-to-Market, building new tooling and running enablement so new knowledge spreads fast * Backed to win big * Sequoia- and Index-funded, with €50M+ behind us. Our founders sit at the same table as the people defining the global AI agenda, from Sam Altman to Europe's leading tech entrepreneurs. We're building Tacto to be the lighthouse for European industrial AI. * A front-row seat in the European startup ecosystem * Weekly exposure to leading founders and operators through internal and external events * e.g. Sales-focused Events with CRO of DeepL, CRO of Dash0 or ex Head of RevOps at Forto OUR BACKGROUND Tacto is building the intelligence layer that connects AI to the physical world of manufacturing, starting with procurement. AI is transforming every industry, but it stops at the factory gate. The knowledge that holds manufacturing together - part costs, suppliers, materials - is scattered across systems and people. Over 50% of a product's cost originates from suppliers, making procurement the single largest cost lever in manufacturing and the missing connection between the digital and the physical world. Yet it still runs on Excel and legacy systems. We're changing that with our Procurement Intelligence Platform, trusted by hundreds of companies running billions of Euros of material. Based in Munich, we are 100+ passionate builders who are in-office, with high expectations, fast growth, and a lot of fun. We are supported by >€50m from Sequoia, Index, and Europe's leading tech entrepreneurs and industry veterans. WHY IT MATTERS Manufacturing forms Europe's economic backbone, driving a fourth of Europe's GDP and providing over 30% of jobs. These hidden champions and global market leaders manufacture the physical world around us, from the machines that build our cities to the medical devices that save lives. But the world is changing. The US dominates the digital world of bits. China is scaling the world of atoms, manufacturing at unprecedented speed and scale. Geopolitics are more uncertain than ever. Europe's strength lies in its deep industrial knowledge through generations of engineering. Manufacturing worldwide runs on European machines and software. But that heritage is only an advantage if we leverage it in the age of AI. Tacto builds the AI that connects Atoms and Bits, empowering our Industrial Base to Stay Stronger and building a lighthouse for European tech. WHAT WE OFFER The people at Tacto are passionate about building the organization, growing themselves, and our product while having fun and being real. We have high expectations, great talent density, and a culture where your ambition, performance, and agency are what count - not where you come from or how big your ego is. You'll grow at the forefront of AI, have real ownership and impact, and be surrounded by the best people in their field who challenge you and make you better every day. That is demanding and rewarding, but that's where we thrive. Besides that you have: * Money: Competitive salary & equity in the company with real upside, so you are invested in our success * Workplace: A vibrant in-office culture (> 4 days/week) in a beautiful office in central Munich * Development: A development budget and regular exposure to exceptional people, e.g., Lunch & Learns, peer mentoring, external speakers * Time off: 26 + 4 vacation days per year (4 fixed “company rest days”) as well as regular off-sites and team events * Health: Wellpass membership, of course, a fruit basket (!), and access to Jobrad, for your health * Family & Social Security: Voluntary pension contribution, voluntary KITA subsidy for your children Tacto is an equal opportunity employer. We are committed to equal employment opportunity regardless of race, religion, sexual orientation, age, marital status, disability, or gender identity. Please do not submit personal data revealing racial or ethnic origin, political opinions, religious or philosophical beliefs, trade union membership, data concerning your health, or data concerning your sexual orientation.