Experience

brighter AI

• Germany
• Software Development
• 1 - 100 Employee

• Vice President Sales

  • Jan 2022 - Present

  Head of Sales at Brighter AI, responsible for the leadership and mentorship of a diverse sales team consisting of 5 Account Executives, 4 Sales Development Representatives, and a Business Development Lead. • Structured and staffed the sales team from scratch, onboarded successfully, focusing on finding the right talent that fits within our organization's culture and values. • Implemented an effective sales strategy based on MEDDPICC principles, account planning, deal reviews, and regular sales enablement sessions. • Developed an enterprise land & expand model, which is based on a clearly defined Ideal Customer Profile (ICP) at the account level and a value-based selling proposition per persona at an individual level. • Built inbound and outbound functions for robust lead and opportunity generation. • Achieved a triple increase in new Annual Recurring Revenue (ARR) in 2022 by acquiring and expanding well-known enterprise accounts. This success boosted our Average Contract Value (ACV) per customer significantly. • Addressed staffing challenges by hiring an interim and later a lead for the outbound function to ensure maximum focus and development. • Established a transparent career path, consisting of levels, roles, and performance reviews to support team growth and development. • Onboarded an external agency and developed a sales enablement curriculum that aligns with the sales cycle. Show less



Applause

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Director Sales, DACH

  • Oct 2018 - Dec 2021

  • Disciplinary lead for AEs incl. development, coaching & sales engineering• Steering all DACH sales activities according to multi-million revenue, ARR and YoY growth targets• Act as a Go-To-Person for AEs & support sales as a deal captain & executive sponsor• Enabling the DACH-team to land & expand in target enterprise accounts through strategic account planning and deal reviews• Establishing customer relationships and multi-level-selling best practices to gain customer value by up, cross sells and multiyear engagements• Supervisor of cross functional processes between business development, marketing & project delivery • Planning and forecasting the strategic development of all market activities and growth cases in agreement with the VP of sales Europe• Monitoring & analyzing customer base and market activities to develop sales strategies which are utilized as blueprints for EU markets• Sales engineering – analyzing of prospects pain and mapping of SaaS and service solutions to maximize fit and buying probability Show less

• Sr. Manager /Manager of DACH Sales TEAM

  • 2016 - Sep 2018

  • Taking over the DACH sales team incl. setting up structures and operational rhythm to ensure a successful transformation from a transactional to an ARR driven sales organization• Planning and forecasting the strategic development of all market activities and growth cases in agreement with the VP of sales Europe• Setting up and rolling out sales in scrum to make sales activities more transparent and efficient• Responsible for enterprise-sales & key accounts within DACH territory with a multi-million personal quota• Implementing & optimizing strategic account management to grow customer value through cross and upselling• Rolling out events (roundtable discussions & meetups) to foster network building and sustainable customer relationships Show less

• (Sr.) Account Executive

  • May 2014 - Sep 2016

  • Building a strong industry knowledge and an intimate understanding Applause's value proposition and positioningTransmission and adaption of sales processes, pitches, offerings to the German market according to Applause Inc. best practices• Defining of target verticals, accounts and profiles to identify business potential• Lead generation - building an active network and strong relationships with potential clients• Constantly innovating ways to balance new business sales opportunities and customer success of existing clients• Blueprint conception of sales activities in EU and supporting the go to market of international teams• Analyzing the strategy of competitors within our industry and suggest our tactics per market Show less



testhub GmbH

• Germany
• IT Services and IT Consulting
• 1 - 100 Employee

• Business Development Manager

  • Feb 2014 - May 2014

  • Developing the customer acquisition strategy to identify, qualify and convert new leads • Managing of SMB sales cycles and customer success • Presentation and demoing of product-portfolio • Forecasting of Sales activities to ensure achievements of quarterly KPIs • Developing the customer acquisition strategy to identify, qualify and convert new leads • Managing of SMB sales cycles and customer success • Presentation and demoing of product-portfolio • Forecasting of Sales activities to ensure achievements of quarterly KPIs



we.CONECT - Discover a unique B2B event experience!

• Germany
• Media Production
• 100 - 200 Employee

• Marketing Executive

  • Oct 2012 - Jan 2014

  Marketing/PR Marketing/PR