Head of Sales, DACH

The Head of Sales at Upright is responsible for leading market entry into the DACH region, owning and executing the go-to-market strategy, managing contracts, and closing deals. This role involves building strong relationships with prospects and clients, ensuring a seamless customer experience from the initial meeting through to contract negotiation.

To be considered for the Head of Sales role at Upright, candidates should have a proven sales leadership track record, preferably in complex SaaS or B2B sales environments. Experience in startup or scaleup contexts is advantageous, along with fluency in German and English, and familiarity with sustainability reporting practices is a plus.

The Head of Sales directly contributes to Upright's sustainability mission by promoting our data platform that helps companies assess their impact according to the Corporate Sustainability Reporting Directive (CSRD). By building relationships and facilitating solutions, the Head of Sales ensures that organizations are empowered to make more fact-based, responsible business decisions.

As Head of Sales at Upright, you can expect a vibrant startup culture that emphasizes collaboration and innovation. You'll work alongside passionate professionals who are dedicated to making a difference in the impact data sector. The role is flexibly located within Germany or in Helsinki, allowing for a work-life balance that promotes both personal and professional growth.

Upright provides numerous opportunities for professional growth, especially as the Head of Sales can start as an individual contributor and, upon demonstrating success, potentially scale a team. Working in a growing company focused on sustainability also allows for learning and engagement in impactful initiatives within the sales landscape.

When answering this question, highlight specific achievements and metrics you’ve accomplished in past SaaS sales roles. Discuss how you approached the sales cycle, your strategies for engaging clients, and the end results, emphasizing your ability to drive revenue and establish long-term relationships.

In your response, outline your methodical approach to market research, analyzing competitors, and identifying key customers. Emphasize collaboration with marketing and product teams to align messaging and tailor the sales pitch to meet the unique needs of the DACH audience.

Discuss relationship-building tactics such as offering valuable insights during interactions, providing personalized demonstrations of your product, and maintaining open communication. It’s beneficial to mention your focus on understanding clients’ needs and how you cater to those in your approach.

When discussing this experience, walk the interviewer through the challenges you faced, the strategies you implemented, and the steps you took to ensure success. Provide specific numbers to quantify your achievement and reflect on the skills and lessons learned during that process.

Explain how you prioritize leads and opportunities based on potential value and the stage they're in the sales cycle. Mention tools or techniques you use to track progress and ensure timely follow-ups, as well as how you adapt your approach as leads progress or new information comes to light.

If you have relevant experience, elaborate on specific projects or roles where you dealt with sustainability reporting. If not, show your willingness to learn by discussing how you would familiarize yourself with the CSRD and its implications for your sales strategy and customer relationships.

Share your personal motivators and how you maintain positivity and focus, even under pressure. Discuss strategies like setting daily goals, seeking peer support, and maintaining a work-life balance to recharge and stay inspired in your role.

Talk about your leadership style and how you encourage open communication, collaboration, and recognition of achievements within your team. Emphasize the importance of a supportive environment that empowers each team member to reach their full potential.

Discuss the need for cultural sensitivity in your sales approach, analyzing regional market trends, and ensuring that messaging aligns with the values and preferences of the DACH audience. Also, the importance of flexibility and adapting your tactics based on these insights is crucial.

Use this opportunity to express your alignment with Upright's mission and values. Highlight specific aspects of the company's culture, products, or market impact that resonate with you while showcasing your eagerness to contribute to its growth and success in the DACH region.