About Upsun (formerly Platform.sh)
Role details
Job location
Tech stack
Job description
Reporting to the General Manager, EMEA, you own the full sales cycle, from prospecting and qualification to closing and account expansion. You collaborate closely with Marketing, Solutions Architects, and Customer Success to deliver a seamless buyer experience and consistently exceed revenue targets in a competitive, technical market., * Territory & Account Strategy: Create and execute a tailored plan to achieve corporate objectives within new and existing client accounts across the UK region, aligned with our ideal customer profile and value proposition.
- End-to-End Sales Ownership: Manage the full sales cycle from prospecting through deal closure, including assessing buying intent and meticulously tracking customer and transactional data in Salesforce.
- Cross-Functional Collaboration: Partner closely with Solutions Engineering, Sales Operations, Legal, Customer Success, and other internal teams to ensure effective coordination and support throughout the sales process.
- Product Demonstrations: Deliver compelling product demonstrations to prospective customers, either independently or alongside a Solutions Architect, tailored to both technical and business audiences. Showcasing where we add value to the prospect.
- Market & Competitive Insight: Stay informed on competitor offerings, industry trends, and product innovation to strategically position Upsun.
- Stakeholder Communication: Foster strong, clear communication with management, customers, partners, and internal teams, including pre-sales and onboarding staff, and actively participate in strategy and customer care initiatives.
- Forecasting & Deal Execution: Accurately forecast pipeline activity and successfully close new business by clearly differentiating Upsun from competing solutions based on business value.
- Revenue Growth & Pipeline Management: Drive new revenue by building and managing a robust pipeline, taking full ownership of strategy and results within your territory.
- Regional Travel: Travel as needed within the UK region to support sales efforts and deepen customer relationships. Occasional European travel may be required for events and opportunities with key decision makers in Europe.
Requirements
- 5+ Years of Technology Sales Experience: Demonstrated success in technology-focused B2B sales environments, with substantial experience selling into the broader UK market.
- Tenacity and Target-Driven: Tenacious in pursuit of sales targets, with a strong desire to consistently exceed expectations.
- Strong Value-Selling Approach: Passion for resolving customers' business challenges beyond relationship management, using technology alongside self-direction and resourcefulness.
- Growth Mindset: Demonstrates a sustained commitment to continuous improvement. Actively pursues learning opportunities, solicits feedback proactively, and embraces coaching as a catalyst for performance acceleration.
- Technological Acumen: Quickly grasps new technological concepts, with a strong interest in cloud platforms, developer tools, and modern application architectures.
- Pipeline Generation: Strong experience generating sales pipeline, identifying leads, and nurturing prospects through to contract signature.
- Communication and Interpersonal Skills: Excellent verbal and written communication abilities, with the confidence to engage effectively with both technical and business stakeholders at all seniority levels.
- Team Collaboration: A team player with a positive attitude, eager to collaborate within a diverse, global team setting.
- Sales Methodologies: Demonstrable experience closing new clients using Solution Selling and Value-based selling techniques. Familiarity with MEDDIC / MEDDPICC is preferred.
- Self-Starter: Independent and proactive, able to initiate and drive opportunities forward while contributing to a global sales organization.
- CRM Proficiency: Experience using CRM tools, preferably Salesforce, to manage pipeline, forecasting, and customer relationships.
- Travel Requirements: Willingness to travel as required to meet business needs (approximately 25-30% of the time).
Benefits & conditions
Upsun is the cloud application platform humans and robots love. It is built for today's hybrid teams, where AI agents write and test code and humans focus on solving the problems that really matter. Developers, DevOps engineers, and platform teams use Upsun to build, ship, and scale confidently without wrestling with backend infrastructure. We give you your time back. You get:
- Predictable performance, even at scale
- Secure, compliant environments by default
- Real-time observability and profiling built in
- Cloning, configuration, and provisioning in seconds
- AI-ready features that plug directly into your stack
The name says it all. "Up" means uptime, reliability, and acceleration. "Sun" reflects our follow-the-sun-support, a 24x7, globally distributed support team keeping the lights on while you rest. Our core belief is that software should power brighter solutions and greater innovation.
Upsunners are a remote, global workforce, and we thrive in a multicultural team. We are committed to open source and an open, welcoming environment. Our team spans the globe and the experience spectrum.
What's our commonality, our cultural fabric? A curious spirit and a thirst for knowledge; an eagerness for innovative ideas and cultures. We believe we can build anything together in an environment that frees you to do your best work.
Our values:
We make a positive impact.
We aim for the stars.
We care for each other.
