Team Lead Commercial Partnerships | DACH (all genders)

The Role

The Partner Sales team at Lucanet is at the heart of our indirect go-to-market motion. We work with a growing portfolio of partner, from boutique finance consultancies to regional accounting firms. As Team Lead Commercial Partnerships, you will be the senior leader of a team of ~6 Partner Sales Managers primarily serving the DACH market. This is a hands-on leadership role that blends strategic thinking with day-to-day operational excellence. You will set the tactical rhythm for your team, own the partner segmentation strategy, drive ARR targets across the portfolio, and serve as the senior relationship owner for key partners. You will report into the Head of Partner Sales and play a critical role in shaping how we scale and professionalize our indirect channel. This is a role for someone who thrives in a fast-paced, evolving environment, someone who can bring structure, clarity, and momentum to a team and a channel model that is actively being elevated.

What You’ll Do

• Lead, coach, and develop a team of 6+ Partner Sales Managers, creating a culture of accountability, clarity, and commercial excellence through structured 1:1s, forecast reviews, and clear KPI scorecards
• Translate the Partner Sales strategy into tactical priorities for your team and own partner segmentation within your region, defining which partners to prioritize, invest in, and grow
• Expand and strengthen the partner landscape by identifying, onboarding, and activating strategic partners through joint planning, enablement, and co-selling motions
• Deliver partner-sourced net-new pipeline and ARR across new logos, cross-sell, and platform expansion
• Lead regular partner business reviews and influence outcomes through partners you don't directly manage, setting clear expectations and holding them to shared revenue commitments
• Work closely with regional Sales, Sales Enablement, and Professional Services to maximize indirect revenue, activate partners, and ensure clean deal execution
• Develop and execute a sub-regional DACH partner strategy across geography, industry verticals, and partner maturity
• Own budget responsibility, report upward with precision, and proactively manage performance, risks, and dependencies
• Actively leverage AI tools and workflows to improve forecasting accuracy, team efficiency, and overall performance

What You Bring

• 6-8 years of end‑to‑end sales experience, ideally starting in direct, quota‑carrying roles and later transitioning into partner sales within a SaaS environment.
• At least 3 years of leadership experience leading and developing channel and alliance sales teams, ideally with team sizes of 6–10.
• Proven track record of hitting targets consistently as both an individual contributor and people leader
• Experience working with regional or global system integrators and a strong understanding of indirect sales models
• Strong commercial judgment, able to identify market opportunities and translate them into executable plans
• Skilled at holding partners and teams accountable without direct authority, backed by high forecasting discipline and a focus on accuracy and transparency
• Excellent stakeholder management skills across Sales, Enablement, Marketing, and Services
• Structured, detail-oriented, and reliable in execution, with an entrepreneurial mindset and clear ownership mentality
• Strong AI literacy, actively using modern AI tools to drive outcomes
• Fluent in German (given the DACH partner base) and English

Perks at work

• LucaFlex – We acknowledge that every individual has different working styles and preferences. Our flexible working model allows you to plan your working hours and location according to your needs and professional responsibilities.
• Work from Abroad – Sometimes a change of scenery can boost creativity and productivity, you can work up to 90 workdays outside your home country with the support from our partner Workflex.
• Sabbatical – Take the time you need for personal pursuits, family time, travel, or any other activities that suit you with our sabbatical options.
• Health & Wellbeing and Life insurance – Your overall wellbeing is important to us, which is why we offer tailored health and wellbeing programs, including company-wide initiatives, subsidies for sports activities, mental health support, and counseling through our external partners.
• Learning & Development – We encourage you to shape your own development with the support of dedicated time, resources, and budget provided by us.
• Lucanet Engage – Our feedback process is designed to support your personal and professional development in a targeted manner through regular dialogue.
• Lucanet Do Good– As a company we want to give back and support you in taking the time to do some good, individually or as a team, with paid volunteer time.
• Generous leave policy – We encourage you to take time off to relax, travel, and recharge.
• Compensation & Company Pension Plan – We are committed to equal pay and supporting you for your future by offering a company pension plan and/or pension allowances.
• Discounts – Enjoy a whole bunch of discounts from our external corporate benefits partner.