VP Sales
VP Sales
Posted on :
07-04-2025
Employer Active
1 Vacancy
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Job Description
Company:CAST Software
Founded:1990
Headquarters:New YorkRole:VP Enterprise DACH (Player coach role)
Location:Munich (preferred)
Language:German English
WFH policy:Remote
Industry:Software Intelligence
Product:Software Mapping & Intelligence CAST Highlight
Revenue:$60MSize and functions of local team:360 FTE of which 20 AEs across Europe
Founded:1990
Headquarters:New YorkRole:VP Enterprise DACH (Player coach role)
Location:Munich (preferred)
Language:German English
WFH policy:Remote
Industry:Software Intelligence
Product:Software Mapping & Intelligence CAST Highlight
Revenue:$60MSize and functions of local team:360 FTE of which 20 AEs across Europe
- France:5 AEs
- Italy:4 AEs
- Spain:4 AEs
- UK:2 AEs (to be hired)
- Nordics:1 AE
- DACH:2 AEs (including VP) (To be hired)
- 25 leadership & strategy 75 quotacarrying
- Selling directly and through partners (Big 4 BCG GSIs hyperscalers)
- Targeting Clevel (CxO VP Enterprise Architecture VP ADM)
- Driving new ARR through new logo acquisition and expansion
- Managing largest most complex enterprise sales cycles
- Positioning CAST Highlight for cloud migration application modernisation and software visibility
- Building CASTs presence in the DACH market
- Founderled categorybuilding company in Software Intelligence
- Strong strategic partnerships (AWS Microsoft Google Big 4 GSIs)
- No direct competitors offering full software visibility
- Positioned as an essential tool for enterprise transformation
- Build and scale the DACH market from the ground up
- High visibility role with direct impact on business growth
- Potential for increased leadership responsibilities as the region expands
- 510 years in enterprise software sales
- Experience selling through Tier 1 consulting firms (Big 4 GSIs)
- Experience selling complex mission critical software (i.e. Zscaler Celonis Snowlfake Databricks etc)
- No HRtech MarTech PropTech GreenTech etc.
- Deep understanding of cloud migration modernisation and transformation
- Strong network in DACH region with a proven ability to close large deals
- Aplayer mentality handson builder mindset
- Industry experience (BFSI Retail Telco Logistics ISV)
- Prior leadership experience
- 80 new logo acquisition 20 expansion
- Deal Size:Initial land:$50K$100K ARR
- Expansion potential:$1M ARR
- Sales Cycle:Enterprise sales process(hightouch strategic multistakeholder)
- Stakeholders:CxO VP Enterprise Architecture VP ADM IT leadership
- Budget Positioning:No predefined budget for Software Intelligence so AEs mustcreate budget from other IT allocations
- Sales Process:Combination ofdirect sales and partnerships
- Heavypartner leverage(Big 4 GSIs Hyperscalers) tocosell and influencedeals
- Indirect selling through hyperscalers (AWS Microsoft Google Cloud) and large system integrators (Accenture IBM DXC)
- No direct competitionbiggest challenge is educating prospects and positioning CAST as amusthave
- Softwareintensive businesses(BFSI Retail Telco Logistics ISVs)
- Companies withlarge custombuilt applications(not packaged software like SAP or Salesforce)
- Ideal ICP:Enterprises with100s of custom applications(not 1000s)
- Focus ontechnical debt reduction cloud migration and modernisation
- New Hires (Year 1:Target$500K ARR
- Year 2:Target$1M ARR
- Average Quota Attainment:80 (historically but improving with SaaS shift)
- 250K300K OTE stock options (negotiable but dont mention that in your calls this might be a play to use in negotiations)
- Initial call with Graham (Hiring Manager)
- Interview with Product Manager/Product VP (Product Deep Dive)
- Final stage with leadership
Required Experience:
Exec
Employment Type
Full Time
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