Martin A. - Career Break

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Frankfurt am Main, Germany

Experience

Aug 2025 - Present

4 months

Career Break

Self-Employed

Designed to empower leaders to be more effective coaches and help customer-facing reps elevate their skills and implement new process initiatives.
My role was impacted by a reorganisation at Udemy.
Currently taking time to recharge, invest in learning, particularly around AI and its impact on sales and go-to-market strategies.

Nov 2023 - Jul 2025

1 year 9 months

Regional Sales Director DACH

Udemy

Led Udemy’s Enterprise Sales team across DACH, driving net new ARR and expansion.
Coached AEs, improved win rates and sales cycle efficiency with MEDDIC and value-based selling.
Ensured +/-10% forecast accuracy.
Acted as executive sponsor for strategic accounts.
Drove net new ARR through new logo wins while maximising upsell and expansion across a $19M installed base, ensuring double-digit YoY growth.
Positioned Germany as #1 market in EMEA by implementing MEDDIC-based sales coaching, contributing 20% of all regional bookings in Q1 2025.
Achieved 40% YoY revenue growth in Q1 2025 by optimizing pipeline execution and enhancing win-rate strategies.
Developed top talent, with three of four recent EMEA AE of the Quarter award winners from the DACH team.
Designed and launched the first regional customer community events to shape AI strategy and adoption among leading enterprises including Mercedes, Daimler Truck, and Continental.

Nov 2022 - Oct 2023

1 year

Head of DXP Sales DACH / UKI / Nordics

Crownpeak

Managed a team of six Enterprise AEs and a $4.4M ARR quota across SaaS and $1M On-Prem solutions.
Drove new logo acquisition, expansion revenue, and On Prem to SaaS migrations, while leading hiring, talent development, and cross-functional collaboration.
Promoted from Head of Sales DACH to Head of Sales EMEA within 3 months based on strong performance and strategic impact.
Increased recurring revenue share by 35% through On-Prem to SaaS migrations.
Secured Crownpeak’s first enterprise customers in Denmark and Sweden by executing targeted regional GTM strategy.
Redesigned partner programme in collaboration with marketing and alliances teams, boosting partner leads by 180% and solution partners by 30%.
Executed GTM strategy for launch of new Digital Accessibility & Management solution, driving early adoption and generating new pipeline.

Nov 2019 - Nov 2022

3 years 1 month

Head of Sales & Country Manager DACH + CEMEA

Talkwalker

Scaled DACH org from 5 to 25 FTEs (Sales, CSM, Pre-Sales, Marketing) within 18 months, accelerating regional revenue growth.
Increased Net New ARR from €2.0M to €4.85M by realigning GTM strategy, embedding value-based selling, and expanding enterprise penetration.
Revitalised underperforming sales team through coaching and SPICED/REKS framework, boosting win rates from 23% to 30% (FY20) and 33% to 45% in Enterprise (FY21).
Closed multiple six-figure enterprise deals with flagship clients (Sony PlayStation, Deutsche Telekom, Daimler, Aldi), strengthening market leadership.
Drove adoption of Gong, Salesloft, and ZoomInfo, while embedding SPICED/REKS framework to professionalise sales execution and increase deal velocity.

Dec 2018 - Aug 2019

9 months

International Business Development Director

Allthings

Developed and executed sales strategies for top DACH/EMEA real estate firms, generating new enterprise pipeline and expanding regional presence.
Represented Allthings at major industry conferences as speaker and panelist, enhancing brand visibility and generating new qualified leads for enterprise accounts.

Feb 2017 - Nov 2018

1 year 10 months

Senior Director Business Development

Drooms GmbH

Built and led new corporate finance vertical, driving new business and account expansion that established Drooms as a key SaaS provider in the sector.
Generated €2M in net new ACV within 18 months through account acquisition and expansion.
Developed and executed GTM strategy for newly acquired SaaS product, driving adoption across PE/VC clients and accelerating cross-sell opportunities.
Closed strategic deals with new logos including Evonik, Helvetia, and Tengelmann.

Oct 2012 - Jan 2017

4 years 4 months

Sales Director

DataSite

Built a €2.5M book of business from the ground up and led sales team generating €12M in ACV.
Achieved quota attainment between 128% and 140% each financial year.
Served as strategic account lead for top-tier clients with strong focus on relationship management.
Recruited, coached, and mentored a high-performing sales team of five AEs, driving consistent overachievement.

Apr 2012 - Oct 2012

7 months

Sales Director

ORC Group

Drove new business development in Germany and Eastern Europe.
Built and qualified pipeline from scratch, aligning technical solutions with customer business value.
Partnered with technical teams to drive complex sales cycles.

Nov 2005 - Apr 2012

6 years 6 months

Sales Manager, Sales Specialists - Corporate Accounts CEMEA

Thomson Reuters

Promoted from Sales Executive to Senior Sales Manager based on consistent quota overachievement and leadership impact.
Led regional enterprise sales team of six reps with €10M ARR target while personally carrying €1M quota, consistently exceeding target.
Delivered consistent overperformance by implementing structured account planning, pipeline rigor, and targeted coaching.
Partnered with cross-functional stakeholders to define enterprise GTM strategy, uncover new business opportunities, and expand key accounts.
Drove enterprise sales within corporate development, M&A, treasury, and BI departments across non-financial corporates.

Summary

SaaS sales leader with 10+ years of experience building and scaling high-performance teams across DACH and EMEA. Consistently delivers double-digit ARR growth through GTM strategy, complex deal execution, and talent development.

Known for a people-first leadership style that empowers teams, while driving operational excellence through data-driven forecasting and scalable sales processes.

Skilled in enterprise SaaS sales, multi-segment strategy (SMB → Enterprise), and leading digital transformation in fast-paced growth environments.