Senior Presales Specialist

🕒 March 31

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osapiens

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2018

📋 Compliance

🏢 Enterprise

☁️ SaaS

💰 Series A on 2023-04

Compliance • Enterprise • SaaS

osapiens is a company that offers an ESG solutions platform to help enterprises master ESG compliance, reduce risk, and increase efficiency through AI-driven solutions. The company provides a range of services to ensure compliance with various ESG regulations, such as the EU Deforestation Regulation (EUDR), Corporate Sustainability Reporting Directive (CSRD), and others. With a clientele of over 1,500 enterprises, osapiens offers tools for distribution, brand protection, and supply chain management among other features, ensuring transparency and efficiency across the value chain.

📋 Description

• Owning complex presales opportunities end-to-end (individualization, demos, objection handling, next steps, deal follow up and closing analysis) and driving measurable deal impact. • Shaping compelling solution positioning using a value-driven narrative tailored by persona and use case (outcomes, differentiation, proof points). • Delivering demo excellence: defining storyline and approach, tailoring effectively, and handling high-stakes customer situations with confidence. • Coaching and mentoring Presales Specialists through deal support, shadowing, and structured feedback to uplift team standards. • Building and scaling reusable presales frameworks (discovery structures, demo storylines, evaluation/POV templates) and driving adoption through team sessions. • Acting as a bridge to Product/PMM by sharing structured insights on customer needs, objections, and competitive patterns. • Supporting presales operational excellence (intake/prioritization, expectation management, capacity awareness) and contributing to continuous improvement via key metrics. • Actively monitor supported deals in a data driven way to extract knowledge and constantly improve presales approach own capabilities.

🎯 Requirements

• Strong experience in **Presales / Solutions Engineering** in a B2B software context, with a track record of influencing win rates. • Excellent customer-facing skills: discovery, executive conversations, objection handling, and value articulation under pressure. • Proven demo mastery: ability to design compelling storylines and deliver tailored demos with strong control and clarity. • Solid solution credibility to guide fit discussions and confidently partner with SMEs on complex topics. • Coaching mindset and leadership without authority; actively develops others and improves team practice. • Strong cross-functional collaboration with Sales leadership, Product/PMM, and Enablement; able to align stakeholders and drive decisions. • Data- and feedback-driven approach to improving execution (win/loss patterns, deal learnings, activity/utilization signals). • Communicating fluently in **English and German (both at least C1 level)** to engage effectively with global teams and stakeholders. Spanish, French, and/or Italien skills on business level are a plus.

🏖️ 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!)