Digital Sales Manager - Enterprise

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 design AI-assisted systems for account health scoring, churn signal detection, and account prioritization at scale - replacing manual effort with intelligent, programmatic triggers. You are already using AI tools in your current work, and you bring a clear point of view on where automation creates leverage and where human judgment remains irreplaceable.
About Lansweeper
Lansweeper is the AI Cyber Asset Intelligence platform helping IT and Security teams gain full visibility, reduce cyber risk, and scale automation with confidence.
In today's complex IT, OT, cloud, and IoT environments, fragmented asset data slows decisions and increases risk. We transform raw asset data into a continuously validated, trusted source of truth - so teams can move faster and act with certainty.
With Lansweeper, organizations can:

• See - Truly complete visibility across hybrid environments
• Know - Enriched asset intelligence with lifecycle and risk context
• Act - Automate workflows, coordinate remediation, and enforce policy at scale

From universal asset discovery to AI-powered intelligence, we provide the shared foundation modern IT Operations, Cybersecurity, and Digital Transformation teams rely on.
Our culture:
We're built on four core values:

• One Team - United across boundaries
• We Care - Customers and people at the center
• We Grow - Learning, sharing, improving
• We Deliver - Focusing on what truly matters

Pay Transparency
At Lansweeper, every role is assigned to a level defined by three things: the expertise it requires, the complexity it involves, and the scope of impact it carries.
Each level maps to a salary band based on salary benchmarks from the Software/SaaS industry of your country, so your pay reflects what the market pays for comparable roles.
The gross salary range for this role is €92,000 - €150,000 (EUR) (Belgium).
Where you land within that range depends on the expertise you bring, the complexity you have navigated, the scope of impact you have owned, and your track record of delivering results in comparable roles - the same criteria applied consistently to every candidate.
We welcome applicants of all backgrounds, regardless of gender, religion, ethnic origin, age, sexual orientation, or disability.
AI Usage during Hiring Process
We use AI to support and not replace during the hiring process. HR decisions are made by our talent acquisition team. You can request more info at any time via [email protected]
Diversity Statement
It is Lansweeper's policy to provide equal employment opportunity to all applicants and employees.
Lansweeper disapproves of, and will not tolerate, unlawful discrimination against any applicant or employee because of race, color, national origin or ancestry, gender (including pregnancy, childbirth, or related medical conditions), gender identity, age, religion, disability, family care status, veteran status, marital status, sexual orientation, or any other basis protected by local, state, or federal laws.
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