Head of SME Sales & Vendor Operations (d/f/m)

mobile.de is Germany’s largest vehicle marketplace, with more than 1.6 million listed cars, commercial vehicles, motorcycles, and e-bikes (annual average 2025). Both private customers and registered vehicle dealers use the platform and benefit from more than 140 million visits per month*. As a “one-stop shop,” mobile.de’s offering includes not only buying and selling, but also financing and leasing solutions. Founded in 1996, the company is a subsidiary of Adevinta, a global leader in online classified portals. Based in Berlin-Charlottenburg, we offer a dynamic environment where growth, learning, and collaboration are at the heart of everything we do.If you are driven by an eagerness to disrupt, have a passion for collaboration, and are excited about shaping the future of mobility, we would love to hear from you. What you’ll do & Who you are As Head of SME Sales & Vendor Operations, you will shape the strategic and commercial direction of mobile.de's Small Dealer Group (SDG) - our largest and most multifaceted dealer segments. In this role, you will lead a team of 4 internal professionals and take full ownership of the segment P&L, KPI framework, and end-to-end sales strategy. Alongside this, you will steer a network of external call center vendors and their ~60–70 agents, ensuring consistent performance, quality, and commercial results across the segment. This is a role for someone who brings both strategic clarity and a genuine interest in developing people and partnerships. You will connect the dots across strategy, commercial execution, team leadership, and vendor governance — collaborating closely with a wide range of internal stakeholders to deliver meaningful impact. 1. Segment Strategy & Commercial Steering Shape and deliver the end-to-end SME dealer segment strategy across the full funnel: Activation → Retention → Upsell → Winback Develop and evolve the SDG segmentation model (potential, maturity, price sensitivity, churn risk) and translate it into clear coverage and routing rules across all channels Define the segment operating plan (quarterly/monthly): targets, priorities, budget guardrails, product and package focus, and capacity planning Identify and activate revenue and margin levers — pricing governance, packaging, upgrade paths — in alignment with overall commercial strategy Establish a single source of truth for SDG performance (KPIs, dashboards, definitions) to enable consistent, transparent steering across Sales, Marketing, CRM, and Customer Service Develop business cases for new initiatives and take ownership of rollout, adoption, and impact tracking 2. Vendor & Quality Management Build and maintain strong, trust-based relationships with external vendors responsible for SDG dealer outreach and sales operations Set clear quality standards, contractual benchmarks, and performance expectations — and ensure these are consistently met Run structured performance reviews and drive continuous improvement across vendor operations Optimise ROI across the vendor network in close collaboration with Sales Controlling and Sales Data 3. Cross-functional Growth & Lifecycle Management Partner with Marketing to strengthen SDG pipeline quality and conversion through joint campaign planning, offer testing, lead scoring, and channel mix optimisation Co-own the SDG CRM strategy with CRM/RevOps: lifecycle journeys (onboarding, nurture, reactivation, churn prevention), trigger-based communication, and data governance Work closely with Customer Service to improve post-sale outcomes, address churn drivers, and channel insights back into Sales playbooks and product development Align on handover rules and SLAs between Sales, Call Center, and CS to create a seamless, consistent dealer experience Facilitate a regular cross-functional growth cadence (weekly/monthly) covering KPI review, experimentation roadmap, and shared prioritisation 4. People Leadership & Team Development Lead, mentor, and develop a team of 4 internal professionals spanning vendor management, performance analytics, and segment operations Create an environment where people feel supported, challenged, and empowered to grow Set clear goals, foster a culture of accountability, and encourage collaborative problem-solving and continuous improvement We know that great candidates sometimes hesitate to apply if they don't tick every box. If this role excites you and you bring most of what's listed below, we genuinely encourage you to get in touch. What matters most to us: You have built and led sales / commercial teams or segments before — ideally in a digital marketplace, SaaS, or platform business. Your background might be in sales leadership, sales operations, or vendor management; what counts is that you have owned outcomes, not just contributed to them. You are comfortable with revenue responsibility. You have worked with targets, tracked performance against them, and made decisions to course-correct when needed. You understand what drives a segment's P&L and how to influence it. You have managed external partners or vendors at scale — setting expectations, holding them to quality standards, and improving results over time. Experience with call center operations is a plus, but not a prerequisite. You have led people directly. You know what it takes to help someone grow, give meaningful feedback, and build a team that works well together — even if your team has been small. Data is a natural part of how you work. You are confident reading funnel metrics, building a KPI framework, or challenging a forecast — without needing to be a data specialist. You collaborate well across functions. You have worked with Marketing, CRM, or Product teams and know how to align different stakeholders around a shared goal, even without formal authority. You are fluent in German and English at a professional level (both required). Flexibility to travel for vendor visits (10-20% depending on needs) It would be a bonus if you bring: Experience in automotive, dealer networks, or classified marketplace environments Experience in leading transformation (towards consultative selling) Familiarity with CRM strategy, lifecycle journeys, or Revenue Operations A track record working with SME or long-tail customer segments in a marketplace context Working at mobile.de comes with its perks! Enjoy the following benefits (some of many): Rewards: competitive base salary and participation in the company’s incentive programs. Plan for the Future: On top of the statutory retirement insurance, we offer a competitive company pension scheme. Team-Building: Regular team and company events offer the opportunity to network and learn from each other. Learning & Development: Keep growing with access to coaching, learning platforms and resources. Mobility: Stay mobile with a monthly transportation allowance. Enjoy working: Our well‑equipped office supports focused work and teamwork - plus inviting social zones where colleagues can relax and connect Flexible working: a hybrid approach with the option to work abroad for a set number of days per year. Wellbeing: confidential employee assistance and support services available to employees and their immediate families. Family support: enhanced parental leave and family‑friendly policies to support all parents and careers. Meaningful Work: We are a diverse, international, highly skilled and passionate team committed to a world where people share more and waste less. Every day you will have the opportunity to make a huge difference for our users, customers as well as shape the future. Embracing AI: We're at the forefront of integrating cutting-edge AI technologies into our operations. Being part of mobile.de you will work with and learn about AI tools, contributing to projects that leverage AI to enhance efficiency, improve customer experiences, and drive our mission forward. With an AI-first mindset, we foster a culture of continuous learning and experimentation, empowering our team to explore and apply AI in meaningful ways for the company and themselves. Growth and Development: We are a global organisation who truly believes in growing our people. To support this we offer lots of development and training opportunities and provide a budget for our team members. Connection and Inclusion: Our culture is the glue that holds us together. We believe in making meaningful connections and creating an inclusive atmosphere with lots of opportunities to connect both in your day to day work and through social team activities (online and offline). mobile.de is an equal opportunity employer and we value diversity. We do not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, age, marital status or disability status. (*Source: mobile.de Google Analytics Tracking, average per month January to December 2025)