Commercial strategy & leadership

• Develop and execute the commercial strategy across target segments and regions, and translate company objectives into concrete sales plans, go-to-market priorities, and channel approach.
  
• Lead, coach, and develop the commercial team: Sales Managers, Inside Sales, and Marketing.
• Monitor targets, forecast accuracy, pipeline health, and qualification discipline across the team, and report to the CEO on performance and market developments.

Sales leadership & key account ownership

• Coach Sales Managers across APAC, EMEA, and North America, and review deal strategy, stage progression, and at-risk opportunities.
• Take personal ownership of high-value or strategically important opportunities and lead or support high impact conversations where needed.
• Oversee negotiations, pricing decisions, and contract formation for complex or non-standard deals, and ensure consistent qualification discipline across the team.

Channel & partner management

• Develop, select, and manage distribution and channel partners through joint planning, performance reviews, and escalation protocols.
• Monitor partner pipeline quality and discipline, intervene early when partners show structural underperformance, and safeguard positioning and brand standards across all channels.

Pipeline & forecast management

• Hold final accountability for an accurate, up-to-date pipeline in CRM, and set standards for stage placement, qualification scoring, and data quality.
• Monitor conversion rates, deal velocity, and risk flags, use pipeline data to adjust priorities and reallocate capacity, and intervene directly when deals are at risk.

Market Intelligence

• Monitor market developments, regulatory changes, and competitive activity in target segments, and report relevant insight back to leadership and R&D.
• Identify new growth opportunities and underserved segments, and initiate actions that strengthen Fastmicro’s market presence and reputation.

---

Go-to-market, inside sales & marketing


• Own the go-to-market strategy, covering target segment definition, outreach priorities, qualification standards, and the handover process from inside sales to Sales Manager.
• Direct the inside sales function, covering inbound lead response, outbound prospecting, lead qualification, and pipeline hygiene, and ensure coherence across direct and partner channels.
• Own product and category positioning across the portfolio, including the ‘purpose-built particle inspection’ proposition and competitive differentiation.
• Direct Marketing to ensure content and campaigns support buyers across the full decision process, and coordinate content development with R&D and Service.
• Oversee website strategy, digital presence, trade fair participation, and the regular publishing cadence.

Skills & Knowledge

• Able to prioritize and remain operationally involved without losing sight of strategic direction; comfortable building process and structure while also executing.
• Translates complex technical propositions into clear commercial value for audiences ranging from process engineer to CFO.
• Experienced in multi-stakeholder qualification and pipeline discipline, and applies that discipline directly rather than delegating it entirely.
• Able to lead marketing with a clear commercial focus; experience directing content strategy and outbound campaigns.
• Excellent written and spoken English; a second language relevant to our markets is an advantage.
• Willingness to travel internationally (30–50%).

Education & Experience

• A bachelor's or master's degree in a technical or business-related field.
• At least 8–10 years in B2B commercial roles, including sales of complex, high-value technical products.
• Experience with long sales cycles, multi-stakeholder buying committees, and both market replacement and market creation dynamics.
• Familiarity with precision instrumentation, cleanroom environments, or adjacent capital equipment markets is a strong advantage.
• Proven experience leading multiple commercial functions (sales, marketing, or GTM) in a growing organization with limited resources is considered a plus.