Job Description

Obrela is a leading cybersecurity company helping organizations defend against advanced threats through innovative technology, expert intelligence, and managed security services. We enable businesses to operate with confidence in an increasingly complex threat landscape.

OBRELA is seeking a driven and results-oriented Sales Manager for the DACH region to accelerate new business growth across DACH. This is a quota-carrying, individual contributor role focused on acquiring net new customers through a balanced approach of direct enterprise sales and strategic partner engagement

The role requires a proactive “hunter” mindset, combined with the ability to leverage regional partners, system integrators, and alliances to expand market reach, unlock new opportunities, and drive deal success. This position is ideal for a high-energy sales professional looking to scale a territory in a fast-growing cybersecurity company.

Key Responsibilities

• Deliver against annual new business (ARR) targets across the DACH region through a balanced mix of direct and partner-led sales
• Build and manage a net-new pipeline from scratch (no inherited accounts or territory)
• Generate opportunities through proactive direct outreach, as well as via partners, MSSPs, and alliance channels
• Develop and execute account and territory plans that combine direct engagement with partner-led strategies where appropriate
• Identify, recruit, and activate new regional partners in close coordination with the partner/alliance team
• Manage end-to-end complex enterprise sales cycles, from initial engagement to contract closure
• Maintain ownership of deals while effectively orchestrating internal teams, technical resources, and partners
• Position OBRELA’s cybersecurity services using a value-, risk-, and outcome-based selling approach
• Apply MEDDIC / MEDDPICC (or equivalent) to ensure strong qualification, pipeline discipline, and forecast accuracy
• Maintain accurate CRM reporting and clear visibility of both direct and partner-influenced pipeline

Key Skills & Attributes

• 5–8 years of experience in cybersecurity or enterprise technology sales
• Proven success in a net new logo, quota-carrying “hunter” role within the DACH market
• Demonstrated experience working with partners, alliances, or indirect sales models, including co-selling and partner pipeline development
• Exposure to managed security services (MDR, MSSP, DFIR, Threat Intelligence) strongly preferred
• Experience selling to mid-market and enterprise customers, engaging both business and technical stakeholders
• Strong understanding of complex, multi-stakeholder buying processes common in the DACH region
• Working knowledge of MEDDIC / MEDDPICC or similar sales methodologies
• Excellent communication, negotiation, and commercial skills
• Fluency in German required; English proficiency essential

Behavioral Profile

• Comfortable building pipeline from zero in new or underdeveloped territories
• Focused on business value, risk reduction, and outcomes, rather than product features
• Able to collaborate and co-sell effectively with regional partners and integrators
• Comfortable delivering results in a target-driven environment while managing long, complex sales cycles
• Self-driven, resilient, and able to operate with a high degree of autonomy

Benefits

• Competitive salary and performance-based bonuses
• Professional development opportunities and certifications
• Flexible work schedule and semi-remote work options
• Collaborative and innovative work environment