Commercial Director Germany (Hybrid Frankfurt, Munich, Berlin)

The Role

As Commercial Director Germany you will own and build Optimls German market while contributing to broader European growth. This is a senior hands-on enterprise role combining market ownership new business hunting long-term account building and strategic collaboration across teams.

This is a hunterbuilder role: you will personally originate and close new enterprise customers while building trusted long-term relationships that drive renewals expansion and multi-year growth. You will start as a senior individual contributor and evolve into a team leader as the German customer base scales.

You are explicitly expected to surface and hold ground on uncomfortable truths with senior operators and committees including CapEx trade-offs timing misalignment and clear do not invest recommendations where value creation cannot be defended. This role requires confidence and credibility to challenge experienced stakeholders constructively without defaulting to momentum for momentums sake.

While Germany is your primary focus you are also expected to leverage your existing international network to generate pipeline beyond Germany in close alignment with the wider commercial team.

About Optiml

Optiml is revolutionizing real estate with our Real Estate Decision Intelligence (REDI) softwarea new class of decision technology that embeds AI to help decarbonize buildings while optimizing asset financial performance.

We are an ETH Zurich spin-off that launched its first product in April 2024 and has since been scaling across Europe and the United States earning major industry recognition including the 2024 ULI Europe PropTech of the Year and 2024 ZIA PropTech of the Year awards.

We are backed by top-tier US and European investors including Innovation Endeavors (the fund of former Google CEO Eric Schmidt) Planet A BitStone and Kompas who support our mission to empower real estate investors asset managers and consulting partners to deliver a cost-effective value-preserving transition to Net Zero.

As of early 2026 we are expanding our team to broaden our product lines and scale operational delivery for a growing global client base.

Tasks

Key Objectives

• 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 hunterbuilder 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.

Your Responsibilities

1 Market Ownership & Pipeline Creation

Own the German market end-to-end with clear accountability for target accounts pipeline creation and revenue outcomes while collaborating closely with commercial peers across Europe. Personally generate pipeline from scratch using your network relationships and ecosystem presence including opportunities beyond Germany where relevant.

2 Enterprise Sales Execution (HunterBuilder)

Originate qualify and close complex enterprise software deals (typically 50500k ACV 13 year contracts) navigating procurement committees and senior stakeholders. You will actively engage and sell to CFOs Investment Committees credit risk and finance stakeholders not only asset or fund management teams and tailor value narratives to capital allocation risk-adjusted returns and downside protection. You are comfortable operating through long ambiguous committee-driven decision cycles maintaining deal integrity and positioning without discounting or forcing progression before institutional readiness is established. Own the full customer lifecycle from first contact through onboarding retention and expansion in close partnership with Delivery and Customer Success.

3 Industry Relationships & Category Building

Build long-term trust-based relationships across the institutional real estate ecosystem and use industry presence deliberately to generate leads build pipeline and establish Optimls Real Estate Decision Intelligence category. Actively engage in key associations conferences and executive forums to position Optiml as a credible long-term partner.

4 Go-to-Market Product & Narrative Shaping

Shape Optimls GTM approach for Germany by contributing market insight on ICPs use cases value propositions and pricing. Work closely with Product to influence the roadmap based on real customer needs and with Marketing PR and Communications to shape campaigns thought leadership and the external narrative.

5 Foundation for Scale & Leadership

Establish a repeatable enterprise sales motion for Germany and contribute to hiring onboarding and mentoring future commercial team members. Act as a role model for ownership collaboration and execution evolving into a team leadership role as the market scales.

Requirements

You Have:

• 10 years total professional experience including 35 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 LPGPAsset 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 hunterbuilder: landing new logos and driving expansion/renewals over multi-year (13 years) customer relationships.
• Entrepreneurial hands-on and autonomous: operates effectively in a remote-first early-stage setup; willing to travel 2550%; 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.
• Bachelors or Masters in Business Finance Real Estate Engineering/Architecture or similar
• Professional certifications such as MRICS/RICS CAIA/CFA or comparable credibility signals in institutional environments.

Benefits

Impact (Germany): Own the expansion of Optiml in Germanyone of Europes 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 expansionwhile 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 hierarchyclear 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 2550% travel; 25 days paid vacation; learning & development budget; and additional benefits/insurance support