Senior Director Sales | Retail Media

On behalf of our client, Topline Advisory is looking for a Senior Director of Sales for a leading European player in retail media - one of the fastest-growing segments in digital marketing. PE-backed, 200+ people, four acquisitions completed with the ambition to become the global #1 in the category.

• Enterprise new business: Close large enterprise deals, prioritise top accounts and build pipeline to ~3x coverage - pulling Delivery, Tech, CS, Content and Advertising into the pitch.
• Sales system & playbook: Install one unified playbook - process, cadence, qualification, coaching - plus CRM hygiene and forecasting discipline across all entities.
• Team leadership & player-coach: Coach the core team to measurably higher productivity, embed a weekly accountability rhythm, and scale structure, ownership and lead routing as volume grows.
• Managed services to SaaS: Replicate the flagship blue-chip deal (managed services + tech) across enterprise accounts and turn them into recurring revenue.
• One team & group leadership: Break entity silos into one sales team with clear handovers, and own the group commercial rhythm.

• 5+ years B2B enterprise sales - large, multi-stakeholder, long-cycle deals.
• Experience in retail media, online marketplaces, digital marketing agencies, e-commerce/retail media or high-growth tech.
• Player-coach: leadership experience matters, scale does not. Outstanding individual closers considered.
• SaaS exposure useful, not required.
• Business-fluent German and English.
• Hamburg-based, ~3 days/week in office

• Direct reporting to founder & CEO with fast ways to implement new ideas
• PE-backed growth story with an active M&A and international agenda.
  
  Startup energy at 200+ people: high retention, smart and motivated colleagues
• Ability to build on an existing & proven model in the fastest-growing online media segment (retail media)