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About the role
- Commercial Director responsible for driving market growth and enterprise customer expansion in Germany for Optiml’s innovative AI-powered real estate solutions. Collaborating with cross-functional teams to establish category leadership and scalable growth.
Responsibilities
- Own and scale the German market by personally generating, closing, and expanding enterprise customers, delivering €1M+ new ARR and building a sustainable, high-quality pipeline.
- Establish Optiml as a trusted category leader in Real Estate Decision Intelligence by leveraging senior relationships, industry presence, and associations to create trust, demand, and lighthouse accounts.
- Build a repeatable hunter–builder sales motion that lands new institutional customers and drives long-term expansion through close collaboration with Delivery and Customer Success.
- Build refers to market ownership, narrative creation, lighthouse account development, and category establishment.
- Translate market and customer insight into product and GTM impact , shaping product roadmap, use cases, pricing, and messaging in close collaboration with Product, Tech, Marketing, PR, and Communications.
- Lay the foundation for scalable growth in Germany , including account planning, playbooks, and talent development, evolving from senior IC to team leader as the customer base grows.
- Apply commercial judgment to assess account fit, timing, and organisational readiness , ensuring the right deals progress at the right time, and that misaligned opportunities are consciously deprioritised.
Requirements
- 10+ years total professional experience, including 3–5+ years in institutional real estate (asset/fund management, bank/insurance real estate, or top-tier advisory serving these buyers).
- Proven ability to own and build enterprise pipeline end-to-end (not only executing inbound) and to close complex, consultative deals.
- Demonstrated enterprise software sales experience (preferred: quota-carrying seller; acceptable: senior buyer of enterprise software who later moved into a commercial role).
- Strong understanding of institutional real estate decision processes , such as fund & asset management, Capex & budget planning, and LP–GP–Asset Manager dynamics.
- Track record selling into or managing senior stakeholders (C-level / N-1), navigating multi-stakeholder groups, procurement and committee-driven decisions.
- Comfortable operating as a hunter–builder : landing new logos and driving expansion/renewals over multi-year (1–3 years) customer relationships.
- Entrepreneurial, hands-on, and autonomous: operates effectively in a remote-first, early-stage setup; willing to travel 25–50% ; motivated by performance-based upside (high variable + VSOP) rather than high fixed security.
- Experience shaping GTM narratives and campaigns with Marketing / PR / Comms , and translating market insight into Product roadmap improvements.
- Practical use of AI tools in your own commercial workflow (e.g. research, preparation, prioritisation, synthesis)
- Active involvement and credibility in relevant associations / networks (e.g., ZIA, RICS, INREV, ULI ) and ability to use industry presence to generate leads and build category trust.
- Fluent in German and English (business & written).
- EU / German work permit .
- Nice to have: Track record working across Europe / cross-border relationships that can generate pipeline beyond Germany.
- Bachelor’s or Master’s in Business, Finance, Real Estate, Engineering/Architecture , or similar
Benefits
- Impact (Germany): Own the expansion of Optiml in Germany—one of Europe’s most important institutional real estate markets
- Ownership (Germany) : Commercial ownership of the German market (and selected adjacent opportunities via your network): build pipeline, land lighthouse customers, and drive long-term expansion—while shaping GTM plays together with the wider European commercial team.
- Growth (Germany): Work directly with the COO/Founder and closely with the UK commercial counterpart; collaborate cross-functionally with Product/Tech, Delivery/CS, and Marketing/Comms to influence roadmap, narrative, and enterprise rollouts in a category-defining company.
- Culture (Germany): Join a collaborative, high-performance team that values ownership over hierarchy—clear accountability, no siloed territories, and a “get it done” mindset with high trust.
- Benefits (Germany): Competitive base salary with high, variable and VSOP participation; remote-first setup across Germany with 25–50% travel; 25 days paid vacation ; learning & development budget; and additional benefits/insurance support
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