Director Inside Sales (F/M/D) - Allplan Germany

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• Location: Germany, Munich (office or hybrid) or Remote Germany or Switzerland remote
• OVERVIEW

ALLPLAN is a global provider of BIM design software for the AEC industry.

True to our “Design to Build” claim, we cover the entire process from the first concept to final detailed design for the construction site and for prefabrication.

Allplan users create deliverables of the highest quality and level of detail thanks to lean workflows.

ALLPLAN offers powerful integrated cloud technology to support interdisciplinary collaboration on building and civil engineering projects.

Around the world over 600 dedicated employees continue to write the ALLPLAN success story.

Headquartered in Munich, Germany, ALLPLAN is part of the Nemetschek Group which is a pioneer for digital transformation in the construction sector.

Responsibilities and Tasks

• Design and execute a comprehensive inside sales strategy for the European market to accelerate new business acquisition and achieve regional revenue targets.
• Lead and mentor a team of 12 inside sales professionals, providing structured coaching on sales methodologies and performance management to drive individual and team excellence.
• Optimize lead-to-opportunity conversion rates by establishing standardized qualification frameworks and enhancing pipeline management workflows within the CRM.
• Monitor and report on regional key performance indicators (KPIs) to provide executive leadership with accurate sales forecasts and actionable business insights.
• Collaborate with marketing and field sales leadership to align lead generation campaigns and ensure a high-quality transition of qualified prospects to the enterprise sales team.
• Identify professional development needs within the team, focusing on value-based selling techniques, complex negotiation, and technical software demonstration standards.
• Analyse European market trends and competitor positioning to refine sales playbooks and adapt outreach strategies to local market requirements.
• Drive the continuous improvement of the sales tech stack and internal processes to increase operational efficiency and ensure high data integrity across all sales activities.
• AI Capabilities / Skills Needed
• Generative AI (Chat GPT, Gemini, etc.) for architecting high-conversion sales playbooks, objection-handling frameworks, and executive-level internal communications.
• AI-driven sales engagement platforms for optimizing sequence orchestration, intent-based messaging, and identifying optimal engagement windows across the European market.
• AI conversational intelligence (Gong, Chorus, etc.) for multi-lingual call monitoring, identifying successful closing patterns, and scaling remote coaching for a team of 12.
• AI predictive analytics for pipeline integrity assessment, churn forecasting, and data-driven revenue modelling.
• AI-enhanced CRM systems for automated lead scoring, territory optimization, and streamlining workflow automation to maximize representative selling time.
• AI performance management tools for identifying individual skill gaps, providing real-time feedback, and building data-backed development plans.
• AI market intelligence platforms for monitoring competitor movements, regional industry trends, and identifying whitespace opportunities within the AEC sector.
• AI productivity assistants for synthesizing strategic leadership meetings, automating KPI reporting, and tracking cross-functional action items.
• PROFESSIONAL REQUIREMENTS
• Completed degree in Business Administration, Economics, or a related commercial field.

Or comparable professional qualification with a proven track record in strategic inside sales leadership and business development.

• Profound understanding of sales operations, funnel management, and CRM-driven forecasting.
• Strong leadership presence and business fluency in English; additional European language skills are highly desirable for regional coordination and leadership.
• Significant experience in leading and scaling high performing Inside Sales or Business Development teams within the Saa S or enterprise software industry, preferably targeting the AEC, engineering, or construction sectors.
• Proven track record of managing a large team of direct reports, focusing on achieving regional sales targets and KPIs through the optimization of high-volume outbound and inbound sales pipelines.
• Expertise in developing and implementing lead generation strategies, lead qualification frameworks (e. g., BANT, MEDDPICC), and scalable sales playbooks to drive conversion rates.
• Advanced proficiency in CRM ecosystem management (e. g., Salesforce) and sales engagement tools to ensure data integrity, accurate forecasting, and activity tracking.
• Demonstrated ability to mentor and coach a diverse team of sales professionals, focusing on competency development, performance management, and career progression within a remote or hybrid environment across the European Region.
• Deep understanding of the European market landscape, including regional business cultures, procurement processes, and digital transformation trends in the built environment.
• Strong analytical skills with the ability to translate sales data into actionable insights and strategic recommendations for executive leadership regarding market expansion.
• Excellent communication and stakeholder management skills, with the ability to collaborate effectively across Marketing, Channel Sales, and Customer Success functions.
• Results-driven approach with a sharp focus on achieving pipeline targets and revenue growth.
• Excellent interpersonal and communication skills, capable of influencing executive stakeholders and cross-functional partners.
• Analytical mindset with the ability to leverage CRM data and sales metrics to drive informed decision-making.
• High degree of resilience and adaptability in a fast-paced, evolving market environment.
• Exceptional organizational skills with a proactive attitude toward process optimization and sales excellence.
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