Director, Territory Sales

Position Overview

This is a unique opportunity for a seasoned sales executive to lead our New and Expansion growth opportunities for the DACH region (Germany, Austria, Switzerland) within Autodesk's Design & Manufacturing business. The role oversees an organization of approximately 10 employees and an AOV exceeding $100M. 

Direct Expansion Sales teams to deliver sustained revenue growth from existing customers, focusing on upsell, cross-sell, and net-new opportunities within the installed base. 

We are seeking a dynamic, high-energy sales leader with exceptional business acumen and a proven ability to lead Sellers and be hands on in big deal management, understanding and capturing trends and operating as a regional leader. The expectation is to combine strategic account planning, disciplined forecasting, and cross-functional and partner collaboration to ensure AEs hit quota, maintain a healthy pipeline, and align Autodesk solutions with customer business objectives across regions and segments. 

This role operates at a Director level, managing senior sellers across multiple countries and partnering closely with global and regional stakeholders to shape and execute Autodesk's DACH Design & Manufacturing go-to-market strategy. 

Responsibilities

• Team Leadership: Lead and manage teams ranging from small groups to multi-layered organizations, ensuring alignment with divisional and company strategy. 
• Sales Performance: Ensure AEs consistently achieve 100% of sales targets/quota. 
• Strategic Execution: Develop and implement long-term operational plans with financial and organizational components. 
• Account Planning: Provide strategic guidance on customer account planning and drive continuous improvement. 
• Forecasting: Oversee the accuracy, timeliness, and quality of team sales forecasts and reporting. 
• Resource Coordination: Align resources across sales teams to maintain pipeline coverage, quality, and health. 
• Partner Ecosystem: Identify and escalate partner capacity/capability gaps to the ecosystem team. 

Minimum Qualifications

• 10+ years of experience in sales, with 5+ years of sales leadership, or go-to-market roles within enterprise software, SaaS, or technology environments. 
• Experience leading and developing high-performing sales teams, including managing managers or multi-layered organizations. 
• Proven track record of driving consistent quota attainment across teams. 
• Demonstrated experience in sales forecasting, pipeline management, and operational execution at scale. 
• Experience developing and executing account planning strategies for enterprise customers. 
• Strong understanding of customer success, renewal motions, and expansion (upsell/cross-sell) strategies. 
• Experience working within or alongside partner ecosystems. 
• Ability to influence and communicate effectively with stakeholders at all levels, including senior leadership and C-suite executives. 
• Strong analytical and problem-solving skills with the ability to translate data into actionable business insights. 
• Field sales experience including driving big deals across commercial and public sector accounts. 
• Fluent German and English language skills. 
• Experience leading teams within the Manufacturing sector and understanding Design & Manufacturing customer environments. 
• Experience managing organisations with significant quota responsibility, including annual quota attainment of approximately $50M or greater. 

Preferred Qualifications

• Leadership & Communication: Lead communication strategies that engage, align, and influence stakeholders across all levels, from team members to C-suite executives. 
• Strategic Planning: Develop and execute long-term strategic initiatives that align with organizational goals and drive business success. 
• Customer Understanding: Guide teams and strategic decisions based on deep understanding of customer needs, behaviors, and market dynamics. 
• Value Articulation: Articulate the value of Autodesk solutions in a way that resonates with stakeholders at all levels, demonstrating how offerings address specific business challenges. 
• Relationship Building: Build and sustain strong, trust-based relationships with clients and partners, fostering long-term collaboration and loyalty. 
• Strategic Orientation: Design and implement strategies that align Autodesk solutions with client business objectives to deliver measurable value. 

Performance Metrics

• Achievement of AE sales quotas (100% attainment). 
• Accuracy and timeliness of sales forecasts. 
• Expansion revenue growth, net new logos and upsell (pipeline health and coverage). 
• Partner engagement and strategic alignment. 
• Customer milestone and renewal success rates. 

Learn More

About Autodesk

Welcome to Autodesk! Amazing things are created every day with our software – from the greenest buildings and cleanest cars to the smartest factories and biggest hit movies. We help innovators turn their ideas into reality, transforming not only how things are made, but what can be made.

We take great pride in our culture here at Autodesk – it’s at the core of everything we do. Our culture guides the way we work and treat each other, informs how we connect with customers and partners, and defines how we show up in the world.

When you’re an Autodesker, you can do meaningful work that helps build a better world designed and made for all. Ready to shape the world and your future? Join us!

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Sales Careers

Working in sales at Autodesk allows you to build meaningful relationships with customers while growing your career. Join us and help make a better, more sustainable world. Learn more here: https://www.autodesk.com/careers/sales

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We take pride in cultivating a culture of belonging where everyone can thrive. Learn more here: https://www.autodesk.com/company/global-belonging

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