Udo S.-Interim Head of Sales Europe · DACH, France, Benelux
Check rate
Experience
Founding Enterprise Account Executive
PingCAP
TiDB, distributed open-source SQL database
- Opened a region with no existing customers; won a large enterprise customer in the first three months, the fastest new customer win by a new hire in company history
- Built pipeline through direct outreach; sold to CTOs, architects and platform teams, with usage-based pricing
- Coached SDR, pre-sales and AE colleagues; built an account and opportunity radar with pre-sales that was adopted company-wide
Global Account Executive
ArangoDB
Open-source graph database
- Achieved 125% of a seven-figure new business target; largest deal was with the BKA
- Graph and RAG infrastructure for AI applications; customers included TotalEnergies, Orange, Toyota Holdings Japan, Postbank
- Won Bank Central Asia (BCA, Indonesia) through my direct access to the CIO
AVP DACH
Similarweb
Digital market and data analytics
- Grew DACH: ARR from $0.5 to $3 million, team from 4 to 12 through recruiting, onboarding and performance management
- Introduced MEDDICC as the first region; increased win rate from 18% to 42%
Chief Revenue Officer and Board Member
e-Spirit
Subsidiary of the adesso Group
- Led a global organization of 42 people with full P&L responsibility; shifted from on-premise to SaaS, ARR from $0 to $20 million
- Built Salesforce and RevOps from scratch; partner share of revenue grew from 5% to 30%; led the sale to K1 / Crownpeak
General Manager and Head of Sales Asia
TIBCO Software
- Grew the region’s annual revenue from $64 to $100 million across five countries; led the account management team
- Integration, event streaming and BI (Spotfire, Jaspersoft); early AI in customer service at Citibank and DBS; channel and partner strategy
Director APAC
alfabet
Now part of Bizzdesign
- Built APAC from scratch, with entities in Singapore, Sydney and Hong Kong; $3M ARR; won Telstra and all major Tier-1 banks in Australia and Singapore
Interim Country Manager
Ericsson IPX
- Interim country leadership for sales and operations; built the DACH market for micro-payments from scratch
- Target customers: content and service providers that bill through mobile phone bills
- Negotiated purchase prices with mobile operators so services could be paid for by SMS
- Won customers such as Samsung, Jamba and Axel Springer
- Largest deal: Samsung Fun Club, a global subscription solution worth over $35M
Named Account Director
TIBCO Software
- Global accounts Vodafone and DHL, with combined annual revenue of $12M; grew Deutsche Bahn into a Diamond Account
- Led the first event streaming project between TIBCO and Vodafone; won RWE, EnBW and E.ON
- Led a four-person account team; President’s Club every year
Enterprise Account Management
Level8 Software
- First middleware salesperson in EMEA; built the business with customers from scratch
- Industries: telecommunications, logistics and financial services
- Sold successfully against SAP, IBM and Oracle
- Won customers such as Colt (UK), DZ Bank and Bank Union
Industry experience
See where this freelancer has spent most of their professional time.
Experienced in Information Technology, Telecommunication, Banking and Finance, Transportation, Energy, and Utilities.
Business area experience
See which departments and functions this freelancer has contributed to most.
Experienced in Sales, Customer Service, Marketing, Project Management, Business Intelligence, and Human Resources.
Summary
I build sales in Europe where there is no sales operation yet, and close the first major deals myself. Built from scratch several times: in DACH, France, Benelux, Southern Europe and Asia-Pacific, for US, Israeli, German and Chinese software providers. As CRO and board member, I led a global sales organization; since 2024, I have deliberately returned to selling data and AI infrastructure directly to technical buyers. German native, fluent in English.
- Similarweb DACH: ARR grew from $0.5 to $3 million in two years, team grew from 4 to 12
- e-Spirit: SaaS ARR grew from $0 to $20 million, shifted the entire company to SaaS as CRO
- TIBCO Asia: annual revenue grew from $64 to $100 million in under three years across five countries
Skills
European Market Entry (Dach, France, Benelux): Target Customers, Positioning, First Pipeline Through Direct Outreach, First Deals, Partners And System Integrators
Interim Head Of Sales: Lead And Coach The Team, Manage Pipeline And Forecast Rhythm (Meddicc), Sales Process, Salesforce/Crm
Large Enterprise Deals: From First Outreach To Signature, Working With Business Teams, It And Procurement
Weeks 1–2, Analysis: Product, Competition, Ideal Customer Profile, List Of The First 50 Accounts, Messaging For Buyers In The Target Country
Weeks 3–6, Pipeline: Direct Outreach, Network And Partners, First Meetings, Qualification Using Meddicc
Weeks 7–12, Deals And Structure: Proof Of Concepts And Proposals, First Contracts, Crm And Forecast, Recommendations For The Team And Hiring; Weekly Report With Goals For Days 30, 60 And 90
Meddicc: Qualification And Deal Reviews; Introduced As The First Region At Similarweb
Negotiation Based On Chris Voss: Tactical Empathy, Calibrated Questions, Handling Procurement; Embedded In Deal Coaching
Account Plans And Templates: Ideal Customer Profile, Account And Opportunity Plans, Discovery Guides, Objection Handling, Proposal And Contract Templates
Ai In Sales: Custom Ai Account Radar (Scoring, Dossiers, Outreach) And Live Call Coach For Meddicc And Chris Voss, Ready To Use From Day One
Sales Operations: Salesforce And Revops Built From Scratch, Forecasting Based On “Predictive Revenue,” Pricing Models, Partner Program, Bid Management, Renewals, Sales Enablement
Languages
Education
Bernd Berger Mode GmbH
Industrial Management Assistant · Industrial Management Assistant · 2,4
- Training as an Industrial Management Assistant, Bernd Berger Mode GmbH, Hennef: 1993 – 1996
Internat Schloß Eringerfeld
Natural Sciences
Statistics
Experience
Global experience
Expertise
Qualifications
Frequently asked questions
Have questions? Find more information here.
Udo is based in Cologne, Germany and can operate in on-site, hybrid, and remote work models.
Udo speaks the following languages: German (Native), English (Advanced), Italian (Elementary).
Udo has at least 29 years of experience. During this time, Udo has worked in at least 9 different roles and for 8 different companies. The average length of individual experience is 3 years and 3 months. Note that Udo may not have shared all experience and actually has more experience.
Based on recent experience, Udo would be well-suited for roles such as: Founding Enterprise Account Executive, Global Account Executive, AVP DACH.
Udo's most recent position is Founding Enterprise Account Executive at PingCAP.
In recent years, Udo has worked for PingCAP, ArangoDB, and Similarweb.
Udo is most experienced in industries like Information Technology, Telecommunication, and Banking and Finance. Udo also has some experience in Transportation, Energy, and Utilities.
Udo is most experienced in business areas like Sales, Customer Service, and Marketing. Udo also has some experience in Project Management, Business Intelligence, and Human Resources.
Udo has recently worked in industries like Information Technology, Automotive, and Energy.
Udo has recently worked in business areas like Sales, Customer Service, and Marketing.
Udo attended Bernd Berger Mode GmbH for Industrial Management Assistant.
Udo is immediately available full-time for suitable projects.
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Calculated based on our freelancers’ daily rates as of 2 Nov 2026. Actual rates may vary depending on seniority level, experience, skill specialization, project complexity, and engagement length.
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