Solution Sales Manager - Fabricate

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 realization; 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; mobilize 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.

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.

Equal opportunity statement

We welcome applications from all backgrounds and assess candidates solely on their skills and ability to succeed in the role. Graitec is committed to equal opportunity and pay transparency.