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
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.
A focused first conversation. No generic coaching pitch.
Enterprise motion / diagnostic LIVE
REVENUE PREDICTABILITY41%
6RISKS
Founder dependencyHIGH
Buying committee coverageLOW
Value case consistencyGAP
Legal · Security · Works councilLATE
Playbook readiness
3/10
€30M+ annual revenueunder my sales leadership
11-person sales orgacross four offices
107% · 120% · 103%3 consecutive quota years
250k+ employeesin 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.
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
“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 motion02 / 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 DACHThe engagement
Diagnose first. Build what matters. Coach against evidence.
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
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
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.
BUSINESS
VALUE
ChampionIT & AI SecurityPrivacyWorks CouncilProcurementLegalVALUE
SEBASTIAN WICK
Enterprise seller · Sales leader · GTM builderOperator 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.
Held company-wide responsibility for sales, reporting directly to the management board, with an 11-person sales organisation across four offices as the business scaled beyond €30M in annual revenue.
Delivered 107%, 120% and 103% quota attainment across three consecutive years at LinkedIn.
Navigated complex enterprise rollouts, RFPs, procurement, IT security, data privacy, legal reviews and works council approvals.
Led complex enterprise engagements with clients such as Novartis, Nestlé, Lidl, ING-DiBa, dwpbank, Knauf, Uniper, Jenoptik, Röchling, Olympus, Zur Rose, Delivery Hero, Porsche, LVMH, ZF and RWE — including eight company-wide enterprise rollouts.
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. I will identify the most expensive uncertainty and decide whether it warrants a deeper diagnostic.