About Graitec Group Graitec is a global leader in Building Information Modeling (BIM) solutions, designing and developing software that helps architects, engineers, and manufacturers design smarter and better. With over 30 years of innovation and an entrepreneurial spirit, we’ve tripled our revenue in just five years. Our North Star is clear — accelerate the digital transformation of the AECO industry and model the future. We achieve this by growing our recurring revenue through innovative software and services that drive adoption, integration, and lasting value for our customers. Our 800 experts across 30+ offices in 12 countries support more than 270,000 users worldwide. As a global Autodesk Platinum Partner, we combine world-class partnerships with our own cutting-edge software and services to drive performance and sustainability across the industry. At Graitec, we move fast and think big. We collaborate across teams and borders, embrace diversity, and challenge ourselves to innovate every day. We believe in doing the right thing, breaking down silos, and making an impact together. How we work: Growth, Agility, Innovation, Responsibility How we behave: Ambition, Engagement, One Graitec, Positive Energy Learn more about the Graitec Group: graitec-group.com/graitec-a-global-player Overview Role purpose Lead revenue growth, customer adoption, retention and market share for Graitec’s Fabricate portfolio (Advanced Workshop and Strucsoft) across EMEA. This is a player/coach role: you will set the go-to-market direction and operating rhythm, build and develop a high-performing team, and also contribute directly to quota delivery through executive-level selling and strategic opportunity leadership. In the short term, portfolio operates with two distinct modes: Strucsoft (SS) is in high-growth mode (accelerate new business and expansion), while Advanced Workshop (AW) is in maintain/protect mode in the short term (adoption, retention and renewals), transitioning to growth as we develop our next generation cloud platform. You will collaborate closely with Strategic and Territory Account Management, Customer Success, Professional Services, Product, and Marketing. Short-term priorities (0–18 months): AW maintain/protect + SS high-growth execution Advanced Workshop (AW): maintain and protect the existing customer base; drive adoption and value realisation; secure renewals; expand where logical and feasible; pursue opportunistic new business aligned to clear customer demand. Strucsoft (SS): operate in high-growth mode - accelerate new logo acquisition and expansion; increase pipeline coverage and velocity; mobilise Account Management and CS teams to scale demand generation and conversion. Long-term focus (foundations for sustainable growth) Strucsoft (SS): sustained, predictable growth through repeatable GTM motions, AM/CS leverage, and strong expansion/renewal performance. Advanced Workshop (AW): maintain high retention and satisfaction, then transition from protect/maintain to scalable growth as we launch our next generation cloud platform in 2028. Mature, repeatable sales, onboarding and adoption motions across the portfolio. Key responsibilities Strategy & execution Define and own the Fabricate go-to-market (GTM) plan for EMEA, including priorities across new business, expansion, retention and renewals. Establish operating rhythms for forecasting, pipeline inspection and deal reviews, with disciplined qualification and CRM hygiene. Translate market conditions and Autodesk/partner motions into clear quarterly execution focus for the team. Run distinct GTM motions and KPI focus by product (SS: high-growth/new business & expansion; AW: retention/adoption/renewals short term, then growth), while presenting a single Fabricate portfolio strategy to the market. Team leadership (player/coach) Lead, coach and develop Solution Sales Specialists setting clear expectations around retention, adoption, renewals and realistic growth execution. Foster a collaborative, accountable, high-performance culture across countries and functions. Ensure strong cross-functional alignment with Account Managers, Technical Specialists, Customer Success and Marketing. Customer & ecosystem Act as executive sponsor for strategic opportunities and key accounts; build stakeholder relationships and customer references. Build field alignment and deepen machine-supplier/partner relationships to accelerate pipeline and adoption. Champion events, thought leadership and market-facing activities that support Fabricate growth. Governance, enablement & operational excellence Set and monitor KPIs; enforce CRM, pipeline and forecast discipline, ensuring high-quality data and documentation. Equip the field with enablement assets and repeatable plays for Advanced Workshop and Strucsoft. Promote structured execution, efficiency and continuous improvement; share best practices across global communities. Success measures (KPIs) Quarterly and annual bookings / ACV. ACV growth, including renewals, expansion and new logo performance. Pipeline health, deal quality and forecast accuracy. Team and individual revenue attainment and capability development. Customer satisfaction and strategic relationship depth. CRM/data quality and operating rhythm adherence. Responsibilities 10+ years’ experience in AECO/MFG software sales, digital construction, or related fields, with success in quota-carrying roles across new business, expansion and retention. 4+ years leading multi-country sales teams (formal or informal leadership: team lead, coach, mentor). Strong understanding of fabrication workflows and BIM tools; cloud/SaaS fundamentals. Experience working closely with Customer Success/account management and post-sales engagement. Qualifications Strategic operator with disciplined execution and strong pipeline management (e.g., MEDDPICC-style inspection). Value-based selling, negotiation and expansion strategy. Coaching mindset; clarity, accountability and structured problem-solving. Executive communication and stakeholder management. Strong cross-functional collaboration; positive energy and resilience. Interview Process At Graitec, we’re proud to foster a diverse and inclusive workplace. We value our employees for who they are and the contributions they bring, encouraging everyone to be their authentic selves at work. This diversity helps us better serve the wide range of customers and markets we operate in. We welcome applications from all backgrounds and assess candidates solely on their skills and ability to succeed in the role. Application – Submit your CV and application via Graitec Careers. HR Screening – An initial “get to know you” discussion. Hiring Manager Interview – Role-specific discussion with the manager. Peer / Stakeholder Interview – May include a presentation or collaborative exercise. Final Interview – Conversation with the Business Unit Leader. As a signatory of United Nations Women’s Empowerment Principles, Graitec is committed to equal opportunity and pay transparency.