Sales Director DACH - B2B for Insurance

Shift delivers AI agents that transform insurers' most critical work. By combining deep industry expertise and unmatched data resources, Shift provides proven results that have earned the trust of hundreds of the world's leading insurers. Our insurance-grade AI is accurate, explainable, and secure—empowering human experts to move with unmatched speed, total confidence, and a renewed focus on the people they serve.

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Our culture is built on innovation, trust, and a drive to transform the insurance industry through our SaaS platform. We come from more than 50 different countries and cultures and together we are creating the future of insurance.

Learn more at www.shift-technology.com

YOUR MISSION

We are looking for a market-facing Sales Director for Germany who leads from the front. You will be part of a team that works daily to grow Shift’s solutions new business revenue to Insurance carriers in the DACH region.

The majority of your time will be spent personally driving revenue — building pipeline, closing strategic deals, and expanding key accounts across the German insurance market. You will operate as the most senior individual contributor in the region, owning both new logo acquisition and long-term account growth.

You will focus on selling complex B2B software solutions to insurance carriers across multiple lines of business (Fraud, Claims, Underwriting, Subrogation, etc.), combining strategic hunting with sophisticated farming.

This role is designed for a seasoned sales executive who wants to personally drive impact in the German insurance market while shaping the long-term commercial trajectory of a leading global insurtech company.

YOUR IMPACT

You will be responsible for building and scaling revenue within the German insurance ecosystem by:

• Owning and executing the commercial strategy for the German market
• Personally leading complex, enterprise-level sales cycles end-to-end
• Driving new business acquisition (hunter mindset) within Tier 1–3 insurance carriers
• Expanding and deepening existing client relationships (farmer mindset)
• Engaging C-level and senior stakeholders on business transformation initiatives
• Leading a team of specialists in their field
• Orchestrating internal collaboration across Pre-Sales, Marketing, Partnerships, Delivery, and Customer Success
• Ensuring strong value realization and long-term strategic partnerships
• Maintaining forecasting excellence and predictable revenue performance This is a high-visibility, high-autonomy role with direct impact on company growth in one of our most strategic markets.

WHAT WE'RE LOOKING FOR

We are seeking a senior, proven commercial leader with a strong individual contributor track record.

You bring:

• 10+ years of quota-carrying experience in B2B software or product sales

• A strong track record of selling complex software solutions to insurance carriers in Germany

• Deep knowledge of the German insurance landscape and buying processes

• An established network within German insurance decision-makers

• Demonstrated success in both hunting new logos and farming strategic accounts

• Experience navigating long, enterprise-level sales cycles

• Experience managing a small team of senior talents

• Strong commercial judgment, negotiation excellence, and deal strategy capability

• Executive presence with the ability to influence C-level stakeholders

• High emotional intelligence and the ability to manage complex internal and external dynamics

• Native-level German and professional fluency in English Who You Are

• A senior sales professional who thrives in ownership and accountability

• A strategic thinker who also enjoys rolling up their sleeves

• Comfortable operating independently while collaborating cross-functionally

• Results-driven with high standards and strong business acumen

• Energized by building markets and shaping long-term customer partnerships

RECRUITMENT PROCESS

• 30 minutes with HR

• 60 minutes with our Head of EMEA for GtM

• 30-minute role-play exercise with 3 Shifters

• 60 minutes with some members of our German team To support our permanent, full time employees at every stage of their careers and lives, we provide a competitive total rewards and benefits package. Here are the global benefits we’d like to highlight:

• Flexible remote and hybrid working options

• Competitive Salary and a variable component tied to personal and company performance

• Multiple Learning and Development opportunities, including Focus Fridays, a half-day each month to focus on learning and personal growth

• Generous PTO and paid holidays

• Mental health benefits

• 2 MAD Days per year (Make A Difference Days for paid volunteering) Additional benefits may be offered by country, based on your eligibility - ask your recruiter for more information. Intern and Apprentice positions may receive some of these benefits - ask your recruiter for more details.

AI tools are used to help review applications for this role. Read our AI in Recruitment Notice for what the AI considers, how to request a human review, and our most recent bias audit.

At Shift we strive to be a diverse and inclusive workforce. We welcome applications from and hire people who will contribute to the diversity of our company, without regard to race, color, religion, marital status, age, national or ethnic origin, physical or mental disability, medical condition, pregnancy, genetic information, gender identity or expression, sexual orientation, or other non-merit criteria. Shift Technology is committed to providing reasonable accommodations for qualified individuals with disabilities in our application and employment process. Should you require accommodation, please email [email protected] and we will work with you to meet your accessibility needs.

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Shift Technology does not accept unsolicited CVs from recruiters or employment agencies in response to the Shift Technology Careers page or a Shift Technology social media post. Any unsolicited CVs, including those submitted directly to hiring managers, are deemed to be the property of Shift Technology.