Project Manager / PMO

The goal was to create an independent Go-To-Market team (Sales Development, Account Executive, Onboarding & Account Management) for the product "Spend Management". My aim was to build and lead a team from scratch which would be selling and onboarding primarily the new product "Spend Management" under an independent P&L. This led to increasing the transactions volume of our German clients by 4x within 8 months while leading a team of 4 people.

• Owning the entire hiring funnel: Defining the requirements, conducting the interview process and aligning with the Talent Acquisition team for hiring capacity.
• Planning and monitoring resources: Building an initial Business Plan in close coordination with the finance team and revisiting this on a monthly basis to control the achievement.
• Alignment with the core team: Setting up rules and processes together with the team leads of the core team in order to ensure a value driven collaboration.
• Reporting to C-Level: Weekly updates with CEO & COO with presentations and status reports in order to show advancements and challenges.
• Creating incentive schemes: Creating new incentive schemes for the different team members in order to align them with the common goal.
• Project Management: Executing and coordinating projects with the aim of gaining more customers. Specially this meant coordinating the following projects with the respective teams:
• Ad Campaign with the paid marketing team
• Webinars which highlighted new aspects of the products with the marketing team
• Specific Dashboards to monitor performance with the data team

The aim of this project was to introduce the two new products which were launched by the headquarter into the German market to create further revenue channels. In a time span of 6 months we were able to create an aggregated revenue of 120.000€ annual recurring revenue. My main tasks revolved around the following areas.

• Leading first sales & customer onboardings: Selling and onboarding the first customers.
• Conducting GAP-Analysis: Understanding the shortcomings of the product, listing the main priorities and working together with the product team in order to build these functionalities (e.g. DATEV API).
• Holding trainings for the German organization: Drafting training certificates for the products and overseeing the trainings to make sure all team members of the German organization were given the right level of detail.
• Creating sales & onboarding material: Creating the necessary sales and onboardings materials (Powerpoints, PDFs, Help Centers etc.).
• Defining critical processes: Defining the processes and KPIs in the necessary system (HubSpot, Gainsight, Looker etc.) and working closely with the data team to set these up.
• Executing and overseeing projects: Managing multiple projects in parallel and overseeing the projects which were being held by the team members.
• Initiating change management: Adjusting sales and onboarding scripts and ensuring the usage by shadowing team members.
• Building knowledge base for German organization: Building the internal knowledge for the new product (Notion and HelpCenter via Intercom)