Sebastian Lorenz
Verified Expert in Finance
Finance Expert
Berlin, Germany
Toptal member since October 18, 2023
Sebastian is a seasoned company builder who brings a successful track record of over 10 years of experience in the field. He combines a deep expertise in process optimization, scaling, and sales strategy with a continuous learning ethos. Known for unparalleled management acumen, Sebastian thrives in identifying bottlenecks, refining systems, and pioneering sales tactics. His talent lies in steering complex projects, optimizing performance, and fostering professional engagements.
Career Highlights
Certification Highlights
Case Studies
Expertise
- Creative Problem Solving
- Environmental, Social, and Governance (ESG)
- Market Entry
- Partnerships
- Price Negotiations
- Sales Strategy
- Stakeholder Management
- Team Leadership
Work Experience
Co-founder
Stack-Tec
- Co-founded an innovative venture leveraging modified silk printing for multifunctional thin-film electric coatings.
- Established core infrastructure and procedures for seamless client prototyping projects.
- Secured high-profile prototyping projects from elite clientele in real estate and mobility sectors.
Head of Sales
Deepki
- Spearheaded Deepki's entry into the DACH markets–Germany, Austria, and Switzerland–formulating and implementing the market entry strategy.
- Managed the end-to-end sales cycle, resulting in more than 300% pipeline growth and increased brand awareness.
- Assembled and mentored a full-fledged sales team, from sales development representatives (SDRs) and account executives to key account managers.
Transaction Management Director
WeWork
- Managed key enterprise transactions with annual contract value (ACV) exceeding one million USD.
- Streamlined stakeholder alignment processes, accounting for 40% of regional business.
- Led financial analyses for asset underwriting, assessing the impact of asset retention or exit.
- Steered medium to large businesses, contributing to 32% of the market revenue.
- Formulated growth strategies for the team and consistently surpassed targets within a 3-month ramp-up.
Global Business Development & Growth Strategy Manager
Mindspace
- Conceived and launched new business models, augmenting revenue per real estate asset by more than 20%.
- Crafted distinct value propositions, enhancing client retention in a competitive landscape.
- Directed strategic partnerships in collaboration with stakeholders, generating 25% of sales-qualified leads.
- Oversaw holistic business functions, maintaining an occupancy rate of over 97%.
- Identified and rectified financial discrepancies, recovering over €1 million in unaccounted revenue.
- Cultivated a global partnership program for lead generation.
Head of Sales
Enerkeep
- Designed automated sales and consulting processes for B2B and B2C sectors.
- Recruited and trained the sales team, spurring a 200% annual revenue hike.
- Represented the company at pivotal industry events and panels.
Founder & CEO
Dr.Me
- Pioneered a SaaS platform aimed at simplifying user access to the medical experience.
- Secured pivotal development partnerships and managed investor relations.
- Navigated complex regulatory requirements in the healthcare sector.
Executive Board Advisor
Startup-Verband (German Startup Association)
- Aided in building an entrepreneur-friendly startup ecosystem in Germany.
- Co-founded the association from day one and organized the first startup excursions to Silicon Valley.
- Designed and implemented all operational processes.
Education
Master's Degree in Industrial Engineering – Energy and Natural Resources
Beuth University of Applied Sciences - Berlin, Germany
Bachelor's Degree in Economics
Steinbeis University - Berlin, Germany
Certifications
Managing for Impact
Winning by Design – Revenue Academy
Selling for Impact
Winning by Design – Revenue Academy
Skills
Finance
Market Research, Financial Planning & Analysis (FP&A)
Industry Expertise
Renewable Energy
Data & Analysis Software
Salesforce, Tableau
Other
Collaboration, Creative Problem Solving, Communication, Sales Strategy, Market Entry, Demand Generation, Sales, Company Building, Process Management, Price Negotiations, New Product Business Cases, B2B Partnerships, Revenue Strategy, Sales Growth, Consulting, Partnerships, Sellbrite, Sales Management, Strategic Planning, Growth Strategy, Business Strategy, Go-to-market Strategy, Sales Effectiveness, Sales Operations, Startups, Go-to-market Plans, Business Development, Sales Pipelines, COO, Strategy, Key Performance Indicators (KPIs), SaaS Sales, B2B Sales Pipeline, Excel 365, Analysis, Project Management, Finance, Organizational Change Management (OCM), Time Management, Financial Controlling, Prototyping, Stakeholder Management, Contract Negotiation, Term Sheet Negotiations, Operations, Lean Startups, Software Sales, Team Leadership, Company Analysis, Business Modeling, New Products, Financial Forecasting, International Expansion, Environmental, Social, and Governance (ESG), Growth Hacking, Customer Success, Business Models, Change Management, Management Consulting, Software Development, Objectives & Key Results (OKRs), Microsoft 365, Monday.com, Airtable, Streak CRM, HubSpot, Risk Management, Economics, Marketing Mix, Investments, Engineering, Sustainability Strategy, Corporate Social Responsibility (CSR), Product Planning, Supply Chain Management (SCM), B2B2C, Investor Relations, Disruptive Innovation, Commercial Real Estate Finance (CREF)
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