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Free report · What DACH SaaS leaders told us at ARRtist 2026

The GTM Gap.

Your product already has an AI strategy. Does your go-to-market have one too? Five shifts we heard from founders and investors in Berlin, and what they mean for the team you build in 2027.

Why only 10–15% of companies have changed how they sell
The return of the full-cycle "3X seller"
The GTM engineer: the hardest hire of 2027, and the DACH talent data behind it
Four questions to answer before you open your next role

The GTM Gap – ARRtist Insight Report 2026

13 pages · PDF · Based on our post-event survey, podcast interviews, main stage sessions and LinkedIn data from October 2026

Get your free copy

We send the PDF to your inbox right away.

36%of founders name the GTM engineer as the hardest go-to-market hire in 2027

5.5×as many sales job posts in DACH as there are SaaS sellers

65%of founders say AI will not replace a single seller in the next 12 months

≈250people in DACH carry a "GTM engineer" title on LinkedIn

Inside the report

Five market shifts. Four talent insights. One clear next step.

Part 1 | 5 market shifts

01The product moved, the go-to-market did not.

02The full-cycle seller is back.

03AI does the admin, people do the relationship.

04Trust and proof win.

05German buyers are warming up to AI.

Part 2 | Talent insights

06Fewer hires, and each one matters more.

07The GTM engineer market in DACH.

08The commercial talent pool in DACH, city by city.

09How to close your GTM gap in 2027.

"What you used to do with ten SDRs, you can now do with one SDR and one GTM engineer."

Joël L. Capt, Founder, Peakora

Jacco van der KooijFounder, Winning by Design

Veronika WaxFounder & CEO, Demodesk

Melanie RiebelCRO, Chaos

Joël L. CaptFounder, Peakora

Frank PiotraschkeCRO, Octonomy

Let's talk

Building your GTM team for 2027?

Your first GTM engineer, a new sales structure or sellers who own the whole customer journey: let's work out what the right team looks like for you.

Book a call with Mitchell Get the report

Mitchell Forbes | Partner DACH, Nobel