Enterprise Sales Systems · DACH Market Entry

Make enterprise sales repeatable. Make DACH buyable.

I help B2B SaaS founders turn founder-dependent deals into a sales motion their team can execute—and international companies adapt their GTM to how enterprise buying actually works in DACH.

Book a GTM diagnostic See what is breaking your motion ↓

A focused first conversation. No generic coaching pitch.

Enterprise motion / diagnostic LIVE
REVENUE PREDICTABILITY41%
6RISKS
Founder dependencyHIGH
Buying committee coverageHIGH
Value case consistencyGAP
Legal · Security · Works councilLATE
Playbook readiness
3/10
€30M+company revenue scale
11 FTEled across four locations
107% · 120% · 103%3 consecutive quota years
250k+employees in enterprise rollouts

The growth ceiling

Your pipeline is not the problem if your motion cannot survive contact with a real enterprise buyer.

More activity will not repair unclear qualification, inconsistent value stories or late-stage surprises. It simply pushes more deals into the same failure points.

01

Every important deal still needs the founder.

Discovery, messaging and negotiation live in people’s heads—not in a system the team can repeat.

  • Reps improvise the value story
  • Forecasts depend on optimism
  • Wins cannot be reverse-engineered
02

Your global playbook stalls in DACH.

The product may fit. The buying motion does not account for local scrutiny, consensus and risk.

  • Works councils appear too late
  • Security and privacy reset the deal
  • US proof does not create local trust
03

“Good salespeople” produce different results.

Without shared deal standards, coaching becomes subjective and ramp time stays unpredictable.

  • No common evidence threshold
  • Managers inspect activity, not risk
  • Methodology becomes CRM theatre

Two starting points. One commercial system.

Your route depends on where uncertainty sits.

I do not start with a generic sales methodology. I identify which assumptions, stages and buyer risks make revenue unpredictable, then turn them into an executable operating system.

01 / SCALING

From founder-led selling to a repeatable sales motion

For startups with early wins, uneven execution and a team that needs one shared way to qualify, advance and close.

Build the motion
02 / MARKET ENTRY

From global playbook to DACH enterprise readiness

For international B2B companies that need local buyer logic—not simply translated decks and a German-speaking AE.

De-risk DACH

The engagement

Diagnose first. Build what matters. Coach against evidence.

1

ASSESSMENT

Enterprise Motion Diagnostic

Deal review, funnel evidence, interviews and buyer-path analysis expose where revenue becomes unpredictable.

  • Risk map and priority gaps
  • Fast fixes vs. structural fixes
  • Clear recommendation—even if we stop here
2

BUILD

Enterprise Sales Playbook Sprint

A practical system shaped around your product, team and buyers—not a 70-page document that dies in Notion.

  • ICP, qualification and stage evidence
  • Discovery, value case and mutual action plan
  • Buying committee and risk navigation
3

EMBED

Deal Coaching & Operating Rhythm

The team applies the playbook to live opportunities. Coaching reinforces the system instead of creating dependency on a coach.

  • Live deal clinics and forecast calibration
  • Manager coaching and inspection cadence
  • Iteration from real buyer evidence

Optional DACH module

The hidden buying system behind your “long sales cycle”.

Enterprise deals in DACH often require a multi-threaded path through business value, IT security, privacy, procurement, legal and employee representation. The goal is not to “handle objections”—it is to design the deal so these groups enter at the right time with the right evidence.

Assess DACH readiness
BUSINESS
VALUE
ChampionIT SecurityPrivacyWorks CouncilProcurementLegal
SW

SEBASTIAN WICK

Enterprise seller · Sales leader · GTM builder

Operator perspective

I have carried the number—and built the system behind it.

My perspective comes from three connected chapters: building and leading the commercial organisation of a high-growth AdTech company with company-wide revenue responsibility; selling complex enterprise learning and HR technology at LinkedIn and Sharpist; and building products, positioning and AI-enabled GTM workflows as a founder.

Led an 11-person sales organisation across four offices while the company scaled beyond €30M annual revenue.

Delivered 107%, 120% and 103% quota attainment across three consecutive years at LinkedIn.

Navigated enterprise rollouts, RFPs, procurement, IT security, data privacy, legal and works councils.

Worked across complex environments including LinkedIn, Sharpist, Porsche, LVMH, ZF and RWE.

Good fit

This is likely worth a conversation if…

01You have won enterprise customers, but cannot yet explain why the motion works consistently.

02Your reps are active, yet deal quality, forecasting and conversion vary sharply.

03You are entering DACH and suspect localisation means more than language and hiring.

04You want a system your team can run—not permanent dependence on an interim leader.

Start with the constraint

Where does your enterprise motion stop being predictable?

Bring one live deal, one funnel problem or one DACH assumption. We will identify the most expensive uncertainty and decide whether it warrants a deeper diagnostic.

Book a GTM diagnostic