Role Description The Sales Lead is responsible for the strategic and operational management of sales at tecRacer. The goal is to achieve revenue targets, expand customer relationships, and drive the company’s growth through effective sales strategies. The Sales Lead works closely with the Business Units, the Marketing Lead, and other Service Hubs to identify and capitalize on sales opportunities and to secure long-term customer partnerships. Tasks - Revenue Ownership & Growth Strategy - Full ownership of company-wide revenue performance, including pipeline health, conversion, and target achievement. - Definition and execution of a scalable, data-driven Go-to-Market strategy aligned with company growth objectives. - Identification and prioritization of high-value market opportunities, segments, and strategic accounts. - Continuous optimization of pricing, deal structures, and commercial models in close alignment with leadership. - Enterprise Sales & Key Account Leadership - Ownership of top-tier strategic accounts and large deals, acting as executive sponsor in critical customer engagements. - Leadership of complex deal cycles, including negotiation of high-value and multi-stakeholder contracts. - Building long-term, trust-based relationships with C-level stakeholders on client side. - Ensuring systematic expansion of key accounts (land & expand, cross-/upsell). - Commercial Operating System & Performance Steering - Establishment of a high-performance sales operating system (pipeline governance, forecasting accuracy, KPI tracking). - Driving transparency and predictability of revenue through structured reporting and clear performance metrics. - Ownership of sales planning cycles (quarterly/annual) and contribution to overall company planning. - Cross-Functional Revenue Engine - Close alignment with Marketing, Delivery, and Product to build an integrated revenue engine. - Co-development of scalable offerings, packages, and value propositions with Business Units. - Ensuring tight coupling between demand generation, sales execution, and delivery capacity. - Driving cross-selling and account orchestration across units. - Sales Leadership & Capability Building - Leadership, development, and scaling of a high-performing sales organization (hunters, farmers, account leads). - Clear performance management including targets, incentives, and accountability structures. - Coaching of senior sales talent and role-modeling executive selling. - Building a strong performance culture focused on ownership, execution, and results. - Market Positioning & Thought Leadership - Active contribution to positioning the company as a market leader (e.g., AWS thought leadership, strategic partnerships). - Representation of the company in key client, partner, and industry engagements. - Translation of market trends into commercial opportunities and strategic initiatives. Qualifications - Degree in Business Administration, Information Systems, Computer Science, or comparable qualification - Strong commercial acumen - 8 - 12+ years of experience in B2B sales, ideally in IT services, cloud, or digital transformation with proven new business track record. - Proven track record of owning and delivering significant revenue growth in complex B2B / enterprise environments - Strong success in closing high-value, multi-stakeholder deals and acquiring strategic accounts - Deep expertise in value-based selling, pricing, and margin-driven negotiations - Experience in building and steering scalable sales organizations with clear performance accountability - Strong consultative selling skills with C-level engagement and influence - Solid background in IT services, cloud, or digital transformation businesses - Ability to operate confidently at C-level - Strong entrepreneurial mindset with high ownership mentality. - Fluent German and English (C1) Company Description tecRacer Germany GmbH is a company of the tecRacer Group and was founded in May 2015. Since 2011, tecRacer has been working with Amazon Web Services and is an AWS Premier Consulting Partner, Authorized AWS Training Partner with its own Academy, AWS Managed Service Partner and AWS Reseller Partner for Amazon Web Services in Germany. tecRacer is one of the pioneers in the field of cloud computing with Amazon Web Services (AWS) and has been recognized as a Premier Partner every year since 2015.

Role Description We are seeking a highly execution-oriented Salesforce Training Program Manager (Contract) to lead the delivery and operational rollout of end-user training for our transition from HubSpot to Salesforce. This role is responsible for ensuring that global revenue teams are fully prepared to adopt Salesforce ahead of go-live. You will partner with the extended Sales Operation team on training execution, including facilitation, logistics, stakeholder coordination, and reporting. You will act as the operational owner of the training rollout, ensuring sessions run at scale, learners are engaged, and the business is ready to transition successfully. You are welcome to work remotely from the United States (East Coast preferred). Your responsibilities will include: - Training Delivery: - Deliver high-quality, live virtual Salesforce training sessions tailored to role-specific audiences as needed - Sales Reps, SDRs, Account Managers, Customer Success, Partners. - Facilitate sessions that are interactive, practical, and grounded in real workflows. - Adjust delivery approach based on audience needs, feedback, and engagement levels. - Program Execution & Logistics: - Own training logistics, including scheduling across time zones (primarily EMEA and AMER), session registration, communications, and attendance tracking. - Manage training calendars and ensure coverage across all required roles and regions. - Coordinate session recordings and ensure availability for on-demand consumption. - Stakeholder Alignment: - Partner closely with Enablement, Sales Operations, and business leaders to align on rollout priorities, sequencing, and expectations. - Communicate training plans, progress, and risks clearly to stakeholders. - Act as the primary point of contact for training execution during the rollout. - Content Adaptation: - Customize existing training materials for clarity, role relevance, and real-world application. - Identify gaps or friction points in content and provide actionable feedback to the enablement team. - Ensure training reflects current Salesforce configurations and workflows. - Tracking & Reporting: - Track training completion, attendance, engagement, and feedback across all audiences. - Provide regular reporting on readiness metrics and highlight risks to adoption. - Recommend and implement improvements based on data and learner feedback. - Adoption Readiness: - Drive high levels of learner engagement and accountability leading up to go-live. - Identify at-risk teams or regions and proactively address gaps. - Support reinforcement efforts (office hours, follow-ups, targeted sessions) to ensure readiness. Qualifications - Proven experience delivering Salesforce.com training at scale for sales and/or customer-facing teams. - Strong facilitation skills with revenue audiences (Sales, SDRs, Account Management, Customer Success). - Demonstrated ability to manage training programs and logistics across regions and time zones. - Experience supporting Salesforce implementations or migrations. - Highly organized and execution-focused with the ability to manage multiple workstreams simultaneously. - Ability to operate independently and drive outcomes with minimal oversight. - Strong communication and stakeholder management skills. - Comfort working in fast-paced, evolving environments with shifting priorities. Requirements - Experience training global teams across EMEA and AMER. - Experience working with HubSpot, particularly in migration contexts. - Familiarity with sales processes (pipeline management, forecasting, activity tracking). - Familiarity with broader revenue tech stack (e.g., sales engagement, forecasting, or analytics tools) and how they integrate with Salesforce. - Experience working with enablement teams and leveraging LMS platforms. - Background in B2B SaaS or technology organizations. - Experience supporting change management or large-scale system rollouts. Compensation and Duration - Compensation for this contract role is budgeted at an hourly rate of $55 - $70, depending on experience and qualifications. - This is a 3-month minimum contract with the possibility of extension. Benefits - Competitive salary and comprehensive benefits package. - Opportunities for professional growth within Nebius. - Flexible working arrangements. - A dynamic and collaborative work environment that values initiative and innovation.

Verkauf/Marktentwicklungsmanager / Marktentwicklung (DACH) (m/w/d) – Deutsch / Englisch Gestalten Sie Ihre Zukunft. Entwickeln Sie Ihre Karriere. Treiben Sie Ihre Ambitionen voran und arbeiten Sie aktiv an Ihrem beruflichen Wachstum. Werden Sie Teil eines unterstützenden Teams, das zu Exzellenz inspiriert. Schließen Sie sich einem Unternehmen an, das auf einer starken Erfolgsgeschichte aufbaut und eine spannende Zukunft vor sich hat. TraceGains, mit Hauptsitz in Broomfield, Colorado, ist Teil von ESKO und der Veralto‑Gruppe. Als globaler Technologieführer vernetzen wir Menschen und Informationen, damit Teams effizienter arbeiten können. Wir entwickeln innovative Lösungen für Qualität, Compliance und Zusammenarbeit, die es Konsumgüterherstellern ermöglichen, Risiken in der Lieferkette zu reduzieren, Geschäftsprozesse zu beschleunigen und die Kontrolle über ihre Daten zu behalten. Bei TraceGains (Teil von ESKO) leben wir das Prinzip „We’re in this together“. Gemeinsam mit unserem stetig wachsenden TraceGains Network haben wir den ersten vernetzten Zutaten‑Marktplatz der CPG‑Industrie geschaffen und damit die Art und Weise revolutioniert, wie Marken Zutaten beschaffen, mit Lieferanten zusammenarbeiten und sichere, hochwertige Produkte schneller auf den Markt bringen. Wir sind überzeugt, dass Innovation durch Vielfalt entsteht. Deshalb fördern wir ein inklusives Arbeitsumfeld und freuen uns über Bewerbungen von Menschen aller Hintergründe. Market Development Representative (DACH) (m/w/d) Remote – mit Wohnsitz in Deutschland oder Österreich In dieser Rolle berichten Sie an den Market Development Manager EU und verantworten die Generierung und Qualifizierung hochwertiger Leads durch intelligente Inbound‑ und Outbound‑Strategien. Sie identifizieren und gewinnen potenzielle Kunden, unterstützen gezielte Kampagnen und schaffen nachhaltige Sales‑Opportunities in der gesamten DACH‑Region. Diese neu geschaffene Position ist ein zentraler Bestandteil unserer europäischen Wachstumsstrategie. Gesucht wird eine Persönlichkeit mit fundiertem Verständnis des DACH‑Marktes, die starke Beziehungen aufbaut und aktiv Marktdynamik in einer schnell wachsenden Region erzeugt. Sie arbeiten eng mit Marketing, Product und Sales zusammen, setzen ABM‑Strategien um, unterstützen Events und beschleunigen den Aufbau einer belastbaren Pipeline. Diese Remote‑Position bietet Ihnen die Möglichkeit, Ihre Sales‑Karriere gezielt weiterzuentwickeln, moderne B2B‑Strategien kennenzulernen und echten Einfluss zu nehmen – mit innovativer Technologie, die essenzielle Industrien weltweit unterstützt. Ein typischer Tag in dieser Rolle umfasst: - Aktive Identifikation neuer Geschäftsmöglichkeiten durch strukturierte Marktrecherche mit Tools wie Sales Navigator, ZoomInfo, Demandbase und LinkedIn - Zielgerichtetes, Account‑basiertes Outbound‑Prospecting mit personalisierten Kontaktstrategien nach modernen B2B‑Best Practices - Vereinbarung qualifizierter Meetings, Calls und Demos für Account Executives sowie Übergabe der Opportunities - Erreichung definierter monatlicher Pipeline‑Ziele und Outbound‑KPIs - Aufbau fundierter Produkt‑ und Branchenkenntnisse durch Selbststudium und Shadowing - Repräsentation von TraceGains auf Events, Webinaren und Marketing‑Aktivitäten als Markenbotschafter:in - Verständnis relevanter Buyer Personas und zielgruppengerechte Ansprache von Stakeholdern aus Quality, R&D, Procurement, Regulatory und Supply Chain - Unterstützung der Kampagnenumsetzung durch Markt‑ und Vertriebsfeedback zur Steigerung der Lead‑Qualität und Conversion - Sicherer Umgang mit Inbound‑ und Outbound‑Lead‑Flows, Re‑Engagement‑Strategien und Funnel‑Phasen Zu den wesentlichen Anforderungen der Stelle gehören: - Mindestens 2 Jahre Erfahrung als MDR/SDR, im B2B‑Vertrieb oder Marketing (idealerweise SaaS oder Lebensmittel‑/CPG‑Industrie) - Deutsch auf Muttersprachenniveau oder verhandlungssicher, sehr gute Englischkenntnisse in Wort und Schrift - Nachweisbare Erfolge im Outbound‑Prospecting und der Neukundengewinnung - Erfahrung mit CRM‑ und Sales‑Tools wie Salesforce, Sales Navigator, ZoomInfo, Demandbase, Outreach oder vergleichbaren Systemen - Strukturierte, eigenständige Arbeitsweise in einem dynamischen, internationalen und überwiegend remote‑basierten Umfeld - Reisebereitschaft (gelegentlich national und international) Unser Angebot Sie werden Teil eines wachsenden, engagierten und unterstützenden Teams, das Zusammenarbeit, kontinuierliche Verbesserung und kreative Lösungsansätze schätzt. Wir investieren gezielt in Ihre Weiterentwicklung und bieten ein attraktives Grundgehalt sowie einen leistungsorientierten Sales‑Incentive‑Plan. Wer wir sind – Veralto TraceGains ist stolz darauf, Teil des Segments Produktqualität & Innovation von Veralto (NYSE: VLTO) zu sein, einem globalen Marktführer mit einem Umsatz von 5 Milliarden US-Dollar, der sich der Sicherstellung des Zugangs zu sauberem Wasser, sicheren Lebensmitteln und Medikamenten sowie vertrauenswürdigen wesentlichen Gütern widmet. Wenn Du dem lebendigen globalen Netzwerk von Veralto mit 17.000 Mitarbeitenden beitrittst, wirst Du Teil einer einzigartigen Kultur und Arbeitsumgebung, in der Zweck auf Möglichkeiten trifft: Dort, wo die Arbeit, die Du machst, einen täglichen Einfluss auf die Ressourcen und wesentlichen Güter hat, auf die wir alle angewiesen sind, und wo Du wertvolle Möglichkeiten hast, Deine Fähigkeiten zu vertiefen, Deine Ambitionen zu verfolgen und Deine Karriere voranzutreiben. Gemeinsam schützen wir die wertvollsten Ressourcen der Welt™—und bauen dabei lohnende Karrieren auf. #LI-KC1 R10264135 Sales/ Market Development Representative (DACH) – German/ English - Owning your ambition and fueling your career growth. - Thriving in a supportive team environment that inspires you to strive for excellence. - Joining a company with a proven track record of success and an exciting future. Headquartered in Broomfield, Colorado, TraceGains, a part of ESKO and a Veralto company, connects people and information so teams can work smarter. As a global technology leader, we deliver networked innovation, quality, and compliance solutions to consumer brands that want to reduce supply chain risk, accelerate business processes, and take control of data. At TraceGains a part of ESKO, we believe “we’re in this together.” With the support of our ever‑growing TraceGains Network, we created the CPG industry’s first networked ingredients marketplace, transforming how brands source ingredients, collaborate with suppliers, and bring better, safer products to market faster. We also know that innovation and ingenuity start with a diverse workforce and an inclusive workplace—and we welcome people from all backgrounds to apply. Market Development Representative (DACH) - Remote, based European time zone Reporting to the Market Development Manager EU, the Market Development Representative (DACH) drives high‑quality lead generation and qualification through smart inbound and outbound strategies. You will identify and engage prospects, support targeted campaigns, and create strong sales opportunities across the DACH region. This new role is central to our European expansion, requiring someone who understands the DACH market landscape, can build meaningful relationships, and can create momentum in a fast‑growing region. You will collaborate closely with Marketing, Product, and Sales to execute ABM strategies, optimize events, and accelerate pipeline creation. This remote position offers the opportunity to grow your sales career, learn modern B2B strategies, and make a real impact—while working with innovative technology that supports the world’s most essential industries. In this role, a typical day will look like: - Proactively seek new business opportunities through smart market research using tools such as Sales Navigator, ZoomInfo, Demandbase, and LinkedIn. - Run targeted, account‑based outbound prospecting with personalized cadences aligned to modern B2B best practices. - Book qualified meetings, calls, and demos for Account Executives, acting as a liaison until handoff is complete. - Consistently achieve monthly pipeline quotas and outbound activity goals. - Build deep product and industry knowledge through self‑learning and team shadowing. - Represent TraceGains at field marketing events, webinars, and sponsored activities as a brand ambassador. - Understand buyer personas and tailor messaging to resonate with Quality, R\&D, Procurement, Regulatory and Supply Chain stakeholders. - Support campaign execution with customer and sales insights, helping increase lead quality and revenue conversion. - Gain a strong understanding of inbound and outbound lead flows, re‑engagement strategies, and funnel stages. The essential requirements of the job include: - Minimum 2 years of MDR/SDR, B2B sales, or marketing experience (SaaS or F\&B manufacturing experience preferred). - Native or bilingual German speaker, with strong professional English (written and spoken). - Proven success in prospecting and generating new business through outbound outreach. - Experience using CRM and sales/marketing tools such as Salesforce, Sales Navigator, ZoomInfo, Demandbase, Outreach, or similar. - Ability to work effectively in a dynamic, fast‑paced, remote environment with occasional domestic/international travel. Our Offer You will join a growing, dynamic, and supportive team that values collaboration, continuous improvement, and creative approaches to reaching our goals. We are committed to your professional development and offer a competitive base salary and an attractive Sales Incentive Plan. Who We Are in Veralto TraceGains is proud to part of the Product Quality & Innovation segment of Veralto (NYSE: VLTO), a $5B global leader dedicated to ensuring access to clean water, safe food and medicine, and trusted essential goods. When you join Veralto’s vibrant global network of 17,000 associates, you join a unique culture and work environment where purpose meets possibility: where the work you do has an everyday impact on the resources and essentials we all rely on, and where you’ll have valuable opportunities to deepen your skillset, pursue your ambitions, and grow your career. Together, we’re Safeguarding the World’s Most Vital Resources™—and building rewarding careers along the way. #LI-KC1 #remote At Veralto, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes. Unsolicited Assistance We do not accept unsolicited assistance from any headhunters or recruitment firms for any of our job openings. All resumes or profiles submitted by search firms to any employee at any of the Veralto companies, in any form without a valid, signed search agreement in place for the specific position, approved by Talent Acquisition, will be deemed the sole property of Veralto and its companies. No fee will be paid in the event the candidate is hired by Veralto and its companies because of the unsolicited referral.

• Lead, coach, and develop a team of outbound Account Executives selling to SMB and mid-market distribution companies across building materials, HVAC, electrical, and adjacent verticals • Own new logo quota attainment and win rate by segment; driving the team from pipeline generation through close with urgency and consistency • Deploy and refine a structured discovery framework that resonates with non-tech-native buyers, and build it into a replicable playbook with talk tracks, qualification criteria, and objection handling • Run weekly deal reviews and loss debriefs that generate actionable intelligence for the broader sales motion, not just forecast updates • Establish and enforce CRM hygiene standards in HubSpot — ensuring pipeline data is reliable enough to coach from and forecast with confidence • Recruit, onboard, and develop high-performing AEs, building a team and bench that scales sustainably toward $40M ARR • Partner with the SVP of Sales on territory design, headcount planning, and segment strategy as the business grows • Collaborate with Marketing and Partnerships on demand generation and inbound routing, holding yourself accountable to conversion, not just pipeline volume