Senior Sales Manager

IDnow is a leader in digital identity and fraud prevention in Europe with a mission to transform trust into the most powerful asset in the digital world, empowering enterprises with AI-driven, SaaS-based identity solutions that deliver scalable security, adaptive compliance, and real-time fraud prevention. Through its broad portfolio of digital identity and fraud prevention solutions, IDnow establishes, maintains and enriches trust throughout the customer journey, ensuring businesses can confidently and securely operate while leveraging digital identity to drive growth, security and scalability.

The company has offices in Germany, United Kingdom, Romania and France, and is backed by renowned institutional investors, including Corsair Capital and Seventure Partners. Its portfolio of international clients spans a wide range of end markets including financial services, telecommunications, travel & mobility, gaming, and other industries.

This position is based in Berlin or Munich, Germany.

As a Senior Sales Manager, you will be responsible for driving significant business growth across the DACH region through strategic new client acquisition and systematic expansion of revenue with existing accounts. This role demands expertise in managing complex sales cycles while building and maintaining high-value partnerships in the rapidly evolving identity verification market.

The position focuses primarily on capturing new business opportunities within tier 1 and tier 2 verticals. You will be instrumental in securing strategic partnerships and negotiating favorable commercial terms that align with our company's growth objectives.

• Strategic Business Development: Design and execute comprehensive go-to-market strategies to identify, qualify, and pursue high-value new business opportunities throughout the DACH region.
•  Pipeline Management: Build and maintain a robust, sustainable sales pipeline that consistently exceeds quarterly and annual revenue targets through disciplined forecasting and opportunity management.
• Account Expansion: Systematically identify and implement upselling and cross-selling opportunities within existing accounts, mapping decision-making centers and cultivating profitable stakeholder relationships.
• Client Relationship Management: Establish and nurture strategic relationships with C-level executives and key decision-makers within target organizations, serving as their trusted advisor for identity verification solutions.
• Sales Cycle Ownership: Manage the complete sales process from initial lead generation through contract negotiation, deal closure, and seamless handoff to implementation teams.
• Market Intelligence: Leverage competitive intelligence and market insights to develop targeted client acquisition strategies and identify emerging opportunities for customer base expansion.
• Cross-Functional Collaboration: Partner effectively with Customer Success, Marketing, Product, and Legal teams to ensure aligned strategies and flawless service delivery throughout the customer lifecycle.
• Documentation & Reporting: Maintain comprehensive and accurate records of all client interactions, contract negotiations, renewals, and performance metrics using CRM systems.
• Brand Representation: Serve as a company ambassador at industry events, conferences, and client meetings, professionally representing our brand and thought leadership in the market

• Bachelor's degree in Business Administration, Finance, Marketing, or related field within the technology sector
• Minimum 5-7 years of progressive sales experience in new business development or account management roles, within the identity verification or broader SaaS technology sector in the DACH region
• Demonstrated experience in B2B SaaS sales with a focus on both new business acquisition and strategic account expansion
• Proven proficiency in MEDDPIC sales methodology and Command of the Message framework
• Comprehensive understanding of the identity verification and Trust Service Provider (TSP) market landscape, particularly within high-growth Retail sectors including POS solutions, age verification, and electronic signature services
• Advanced experience in complex deal negotiation and contract closure with enterprise-level prospects and customers
• Full sales cycle management expertise from lead generation through successful implementation
• Strategic account development experience with proven ability to design and execute customer expansion strategies
• Risk assessment capabilities for assigned client portfolios with proactive mitigation strategies
• Expert-level proficiency in CRM platforms, particularly Salesforce
• Native or business-fluent proficiency in German and English (additional European languages advantageous)
• Exceptional verbal and written communication skills with the ability to articulate complex technical concepts to diverse stakeholder groups
• Advanced presentation skills for C-level executive audiences
• Customer-Centric Approach: Deep commitment to understanding and exceeding customer needs with the ability to build enduring, strategic relationships and anticipate future client requirements
• Advanced Negotiation Skills: Proven expertise in high-stakes negotiations with demonstrated success in closing complex deals and optimizing revenue opportunities
• Results-Driven Performance: Consistent track record of meeting and significantly exceeding ambitious sales targets through strategic planning and disciplined execution
• Executive Relationship Management: Demonstrated capability to support senior leadership in C-level negotiations to secure favorable commercial terms and strategic partnerships
• Stakeholder Management: Exceptional interpersonal skills for building and maintaining relationships across multiple organizational levels and functional areas
• Analytical Acumen: Strong analytical capabilities to interpret sales performance metrics, market data, and competitive intelligence to inform strategic decision-making
• Strategic Planning: Ability to develop and implement sophisticated sales strategies that align with broader business objectives and market opportunities

• Health & Wellbeing: Use your full access to the mental health platform nilo, including 1on1 sessions.
• We value personal and professional development: make full use of Udemy, our training platform with 24/7 access and unlimited content/course consumption incl. certification.
• We make your remote work comfy: we provide support on equipment and offer flexible working hours.
• We value collaboration & love to come together: regular onsite gatherings, internal initiatives and summer parties to connect outside of work.
• May your family require your attention or other reasons apply: use the benefit of our paid special leave days.
• Enjoy the possibility to combine work with a longer stay at your holiday destination or extend a weekend with our Workcation possibilities.
• In addition to the perks & benefits above, we offer specific benefits that differ between our locations.

IDnow applies the principles of non-discrimination and equality: We strive to establish, maintain, and promote an open and inclusive recruitment process and working environment by respecting the principles of equal opportunities. Including but not limited to: sex, race or ethnic origin, religion or convictions, gender identity, citizenship, marital status, disability, age, or sexual orientation.