Sales Manager (Challenger) – Industrial Software (m/f/d)
Remote in Germany, frequent on-site customer visits
Industrial companies have been trying for years to “digitize” variant creation—with tool rollouts, workshops, and integration projects. The outcome is often the same: high effort, low automation, frustrated engineers. wailand is building the next generation of engineering software: a platform that automates variant creation step by step across tool boundaries—pragmatic, measurable, and built to be used in daily engineering work. For that, we need sales that doesn’t rely on relationships, but on clarity: understand the real problem, challenge the status quo, deliver impact—and close. At wailand, you won’t be a classic “account manager.” You do sales hands-on. You win new customers, run deals end-to-end through closing, and grow existing accounts systematically—together with our Forward Deployed Engineers, who drive expansion on the ground, and our Inside Sales, who opens pipeline.
Your mission
You own the full sales cycle: first conversation → discovery → solution shaping → proposal → negotiation → closing.
You sell with Challenger Sales: you bring a clear point of view, teach a new perspective, challenge decisions—and lead customers to a concrete next step.
You can go deep technically: you understand engineering reality (variants, product structures, approvals, toolchains) and translate it into a concrete approach using our platform.
You orchestrate collaboration with FDEs: together you decide what to automate first, how success is measured, and how expansion follows.
You handle commercial topics yourself: pricing, scope, procurement negotiations, contracting—without “discount” as the main argument.
You contribute to repeatability: sharpen messaging, structure objections, feed learnings back from calls—but your focus stays on execution, not slide production.
What you bring
Several years of B2B sales experience for complex software—ideally with an industrial/engineering context (e.g., PLM/CAD/ERP/MES, engineering toolchains, industrial SaaS).
You’re willing and able to ramp up deeply on the domain: you speak the language of engineers and technical decision makers.
You’re a Challenger personality: direct, clear, precise. You’re not trying to be liked—you’re driving impact.
You can lead discovery and build a solid economic case (time, lead time, error costs, reuse, capacity).
You can negotiate: structured, calm, without ego—and you get deals over the finish line.
You want to work in an environment with high talent density, high standards, and direct feedback.
If you’re not looking for relationship maintenance but real closings—and if you want to help redefine engineering software in Europe—we should talk.
Email us at career@wailand.io. No cover-letter clichés. Just tell us briefly:
which industrial/software deals you’ve closed (rough deal sizes are fine),
what kind of customers you convince best, and
why you believe you can scale wailand quickly in Germany.
We believe diverse teams make better decisions and build stronger systems. That’s why we welcome people with different perspectives, backgrounds, and experiences. What matters to us is competence, ownership, and attitude—regardless of gender, origin, religion, sexual identity, age, or disability.