Partnership Sales Team Lead – DACH Market

*
* Partnership Sales Team Lead – DACH Market Hallo
** The Role
** As the
** Partnership Sales Team Lead for DACH**, you will lead a team of
** 3 Account Executives and 2 SDRs
** responsible for converting partner-generated demand, co-selling with strategic alliances, and establishing Factorial as the go-to HR platform in the region.  You will orchestrate the partner-to-pipeline motion end to end: from building trust with partners and elevating their confidence in Factorial, to guiding your team in converting high-intent, partner-influenced opportunities. You’ll help shape the GTM strategy for our strongest ecosystems (e.g., DATEV), ensuring alignment with marketing, product, alliances, and operations.  

You will be an essential part of building the performance culture within Partnerships — developing talent, raising the bar on execution, and ensuring predictable, scalable, and high-quality sales outcomes.
** Team Leadership & Performance Culture
*** Lead, coach, and develop a team of
** AEs and SDRs**, ensuring clarity, ownership, and consistently high performance.
* Build a culture of accountability, feedback, and continuous improvement — reinforcing the behaviors and standards expected in our partner GTM.
* Design and deliver
** strategic coaching programs
** for both your team and partners to strengthen sales fundamentals and elevate ecosystem performance.
* Develop and execute
** ongoing training initiatives
** to ensure sales excellence, MEDDPICC discipline, and high-quality execution across the team.
** Partner-Led Revenue Execution
*** Guide your team in converting and closing partner-sourced and partner-influenced opportunities with excellence.
* Ensure consistent co-selling discipline with partners such as
** DATEV, Telekom, Microsoft**, IT resellers, payroll software vendors, bookkeepers, and other ecosystem players.
* Maintain deep knowledge of partner motions and workflows to help your team tailor pitches and demos to each partner type.
** Strategic Pipeline & Deal Management
*** Ensure MEDDPICC is used consistently as a qualification and deal management framework across all partner opportunities.
* Own forecast accuracy and pipeline hygiene for your team, ensuring predictable results and strong collaboration with the leadership team.
* Support AEs in structuring complex partner deals, navigating multi-stakeholder environments, and executing high-quality sales cycles.
* Drive improvements in qualification, discovery, value-selling, and partner engagement.
** Cross-Functional Collaboration
*** Work closely with Partner Managers, Marketing, Product, and Alliances to ensure alignment on GTM initiatives, campaigns, and partner engagements.
* Influence internal processes to improve partner experience, sales velocity, and operational efficiency.
* Act as the voice of the German market in cross-functional discussions, ensuring we solve for local needs while scaling global solutions.
** Innovation & Continuous Improvement
*** Identify gaps and opportunities in our partner motions and propose data-driven improvements.
* Contribute to strategic initiatives around
** DATEV integration, Telekom and Microsoft alliances, and new partner types**.
* Bring creative ideas to unlock new partner channels or accelerate existing ones.
** Your Profile
** You are a natural leader with a commercial mindset and a passion for building and scaling high-performing teams. You thrive in a fast-paced, ambitious environment and know how to balance
** execution discipline
** with
** partner empathy**.  You bring:
* ** 2+ years of leading sales teams** (AEs/SDRs) in a high-velocity B2B SaaS or partnership-driven environment.
* Demonstrated experience using
** MEDDPICC
* * to qualify, forecast, and manage complex deals.
* A strong understanding of partner motions, co-selling, or channel sales (experience with DATEV or similar ecosystems is a plus).
* Experience closing deals in consultative, multi-stakeholder environments, ideally in the context of HR, payroll, or accounting ecosystems.
* Strong analytical skills — you use data to coach, plan, and make decisions.
* Exceptional communication skills: you build trust quickly with partners,…