Team Lead Presales

Role Overview

• Drive deal impact and win-rate: Own presales contribution on supported opportunities—improving win rate, deal quality, and sales cycle effectiveness through strong deal strategy and execution.
• Ensure compelling solution positioning: Establish a value-driven narrative with clear outcomes, differentiation, and proof points that resonates by persona and use case.
• Set the demo excellence standard: Define demo strategy and storylines, ensure consistent execution quality, and coach tailoring for specific prospects and industries.
• Scale impact beyond team capacity: Make sure reusable assets (demo modules, demo scripts, sales slide decks etc.) are created and constantly held up to date and partner with Enablement/Product/Marketing to equip AEs to win without presales involvement.
• Lead and develop the presales team-members: Improve Presales Specialists through call/deal reviews and live coaching (discovery, demos, objections, executive conversations) to raise the bar continuously.
• Create operating rhythm and quality standards: Run core team rituals (pipeline & deal reviews, skill sessions, enablement refreshes) and enforce consistent discovery/demo/messaging standards.
• Own the presales engagement model: Manage intake, prioritization, SLAs, and clear criteria for when presales should (and shouldn’t) engage to maximize impact.
• Be the bridge between field and product: Translate prospect requirements and competitive signals into structured insights for Product/PMM and align with leadership on targets, territory coverage, and account strategy.
• Plan capacity and drive continuous improvement: Own staffing and coverage planning, track key metrics (win/loss themes, utilization, activity mix, skill progression), and turn insights into action.

Requirements

• People leadership & coaching: Proven ability to hire, onboard, and develop Presales/Solutions Engineering talent through structured coaching, feedback, and growth plans.
• Deal leadership & commercial mindset: Strong deal strategy skills (qualification, mutual action plans, stakeholder mapping, risk management) with a clear focus on improving win rate and deal quality.
• Executive conversations: Excellent at running convincing presales, reframing requirements into outcomes, and communicating value credibly to senior stakeholders.
• Demo mastery: Ability to design compelling demo storylines, tailor to persona/use case, and set execution standards that consistently land with prospects.
• Value messaging & differentiation: Skilled in translating product complexity into clear differentiation, proof points, and objection handling—grounded in customer outcomes.
• Technical credibility (solution-level): Comfortable guiding solution fit conversations (integrations, architecture/security topics as needed) and partnering with SMEs where deep expertise is required.
• Operating model & scalability: Experience building repeatable presales motions (engagement model, SLAs, prioritization) and creating reusable assets that scale impact.
• Cross-functional influence: Strong collaboration and stakeholder management with Sales leadership, Product/PMM, and Enablement—able to align teams and drive decisions.
• Data-driven improvement: Uses metrics and qualitative insights (win/loss themes, utilization, activity mix, skills progression) to continuously improve performance and priorities.
• Clear communication & facilitation: Strong written/verbal communication and workshop facilitation skills; can simplify complexity and create clarity under pressure.

Benefits

• A purpose-driven mission tackling complex sustainability challenges while working alongside global industry pioneers at a fast-growing unicorn company
• Room for creativity through collaborative teamwork and an open communication culture
• Flexibility and team bonding with our hybrid work options
• Sustainable mobility options, promoting eco-friendly commuting solutions
• Fun team events and outings with our global teams
• An inspiring working environment in Mannheim (and globally!)