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Tacto is a Sequoia- and Index-backed AI-native sales organization building the intelligence layer connecting AI to manufacturing procurement. The company has achieved exceptional sales performance: ~90% of Account Executives hit quota, with top performers reaching 400% attainment, and customers show strong retention.
As Sales Manager, you will own one customer segment (industrial companies in DACH region) and lead a team of approximately 5 Account Executives. You carry no personal quota; your success is measured entirely by your team's attainment. Your core responsibilities include building pipeline coverage, improving forecast accuracy, and driving win rates that make the number inevitable.
Key responsibilities:
- Own segment revenue through team performance: Build and maintain pipeline coverage, forecast accuracy, and win rates that drive predictable results.
- Team Development: Coach high-performing sales professionals through structured training, hands-on deal support, and rigorous performance management. Model best practices and develop each team member's capabilities systematically.
- Deal Strategy & Execution: Actively participate in critical customer conversations, challenge assumptions, eliminate risks, and design winning strategies alongside your AEs. Support negotiations and business case development.
- Sales Excellence: Implement and coach proven sales methodologies (MEDDIC), creating a culture of continuous improvement through regular training in discovery, negotiation, and process discipline.
- Performance Optimization: Drive results through structured metrics tracking, pipeline reviews, and action planning. Identify improvement opportunities and implement solutions that increase win rates and deal velocity.
- AI Integration: Proactively identify opportunities to leverage AI tools and custom agents to accelerate team productivity, experiment with new approaches, and share successful workflows.
You will work directly with founders and sales leadership on go-to-market strategy in a segment where over 10,000 industrial companies in DACH still run procurement on Excel. Tacto is the category of one in this space.
Support infrastructure includes Customer Value Managers recruited from top-tier consultancies (BCG, Inverto, AT Kearney, Oliver Wyman) who own onboarding and upsells, a Proof of Value team that builds business cases in 48 hours, dedicated Value Engineers, Solution Engineers, Sales Operations, and a BDR team that delivers the majority of qualified pipeline.
The company is truly AI-native, with access to leading AI tools plus custom agents handling meeting prep, demo follow-ups, value cases, call coaching, and battlecards. Dedicated AI captains across teams focus on sales and go-to-market enablement.
