Digital Sales Manager

Context & Impact

Lansweeper is building its Digital Sales Manager – Enterprise function from the ground up — and you will be its founding manager. This is a true builder role: you will assemble and lead a team of four Digital Revenue Managers (2 EMEA, 2 AMER), bringing together Lansweeper enterprise sales veterans and fresh talent new to the organization.

Your team owns the renewal motion across 3,000 high-value enterprise accounts, with each DRM holding a €10M ARR book of business — a combined portfolio of €40M ARR. Working in close partnership with the Strategic Expansion team, your mission is to protect and grow Lansweeper's most valuable enterprise accounts through signal-driven lifecycle management, churn prevention, and programmatic organic growth.

Your success is measured clearly: GRR 90%+ and NRR 125%+, shared with the Strategic and Enterprise Expansion teams.

Challenge

The main challenges you'll face are:

• Building a structured, programmatic approach to managing 3,000 high-value enterprise accounts — including lifecycle management, risk tiering, and churn prediction — largely from scratch
• Driving plan upgrades, license migrations, and objection handling at scale without disrupting account relationships
• Coordinating tightly with the Strategic Expansion team so renewal and expansion motions reinforce rather than conflict with each other
• Designing and embedding AI-assisted workflows that help DRMs prioritize accounts, surface risk signals early, and act before customers churn
• Building reliable forecasting discipline and revenue predictability across a globally distributed team spanning two continents and multiple time zones
• Developing four experienced Digital Revenue Managers across EMEA and AMER into an even higher-performing, cohesive unit

Key Responsibilities

People Leadership

• Lead, coach, and develop four Digital Revenue Managers (2 EMEA, 2 AMER) through pipeline reviews, deal strategy sessions, performance management, and career development
• Set clear targets, accountability frameworks, and team operating rhythms that scale across geographies
• Build a culture of performance, ownership, and continuous learning across a globally distributed team

Revenue Ownership

• Own GRR (90%+) and NRR (125%+) for the DRM team's combined €40M ARR enterprise book
• Drive retention through proactive lifecycle management, churn prediction, and early intervention
• Orchestrate price increases, license migrations, and organic growth plays as part of the lifecycle motion
• Partner with the Strategic Expansion team for seamless coordination across a shared book with complementary ownership

Process & Systems

• Co-design the programmatic infrastructure for managing 3,000 enterprise accounts at scale: account health scoring, risk tiering, playbooks, and escalation paths
• Build forecasting discipline: accurate, data-driven revenue forecasts with meaningful variance analysis
• Lead the AI and automation transformation of the Digital Revenue Manager motion — identify where tooling, signals, and workflows replace manual effort and accelerate outcomes
• Collaborate cross-functionally with RevOps, Strategic Expansion, and Customer Success on the digital revenue operating model

Key Requirements

Hard Skills

• Proven track record in SaaS revenue management or account management leadership in a B2B SaaS environment
• Experience owning a high-value enterprise book of business focused on retention or expansion
• Strong commercial acumen with demonstrated ability to drive GRR and NRR outcomes
• Data-driven approach to forecasting, churn prediction, and account health monitoring at scale
• Experience designing or scaling programmatic sales motions, preferably with AI- or automation-first components
• Familiarity with RevOps tooling and CRM hygiene — Salesforce experience preferred

Soft Skills

• Strong people manager: you develop others and hold them accountable without micromanaging
• Structured and programmatic thinker who brings order to ambiguity and builds processes from scratch
• High ownership mindset: you operate with urgency and don't wait for permission
• Collaborative by default — you understand that your team's success depends on tight partnership with the Strategic Expansion team
• Comfortable operating across cultures and time zones (EMEA + AMER)

AI Specific Skills

Lansweeper is an AI-native company. In this role, AI fluency is not optional — it is core to how you will lead and build. You will be expected to evaluate, select, and introduce AI and automation tooling into the Digital Revenue Manager motion, as well as embed existing platforms into day-to-day workflows. You will desi