Michael FABIAN
Regional Sales Director | B2B SaaS & Industrial Tech | GTM, Revenue Growth & Sales Team Scaling
Leadership Excellence
Strategic Sales Execution
Cross-Cultural Proficiency
Data-Driven Optimization
Adaptability
Barcelona, Spain
Professional Status
Employed
Just looking around
About Me
Sales leader with 10+ years of experience building and scaling B2B sales teams and go-to-market motions across Europe. Track record spanning SaaS, enterprise software and industrial technology, from individual contributor to multi-market sales leadership. Experienced in market entry, revenue growth, team development, strategic account management and data-driven sales execution across diverse European markets.
Sensorfact, an ABB company
Barcelona, Spain
Since March 2025
1 yr
- Regional Sales Director - OEE | France
Leading the launch and scale of Sensorfact’s OEE business in France, building the go-to-market strategy from scratch across industrial manufacturing.
➡️ Leading customer acquisition, revenue growth and market entry across manufacturing verticals
➡️ Hiring, onboarding and managing SDRs and AEs across the full sales cycle
➡️ Partnering with Product, Engineering and Customer Success to adapt the OEE offering to French market needs
✅ Built the French OEE sales organization from 0 to ~15 people (SDRs + AEs)
✅ Generated ~€150k TCV in first 3 quarters (100% of latest performance target)
✅ Signed ~20 industrial pilots across food, plastics and process manufacturing
✅ Established first French OEE customer references in a new market
Autodesk
Barcelona, Spain
2023
to 2024
1 yr 7 mos
- Sales Manager - AEC | Benelux, DACH, CHS, and Poland
Dec 2023 - Sept 2024 · 10 mos
Led and developed a team of Account Executives across the Benelux, DACH, CHS, and Poland territories within the Architecture, Engineering, and Construction (AEC) industry.
➡️ Expanded scope to include the Benelux region
➡️ Supported the team in developing skills for strategic roles through account-based management
✅ Successfully built cultural expertise in these diverse markets
✅ Completed the "Selling to C-Level" program with success
ㅤ - Sales Manager - AEC | France & Nordics
Mar 2023 - Nov 2023 · 9 mos
Managed a team of Account Executives covering the Nordics and France within the AEC industry.
➡️ Onboarded new hires to contribute to FY24 team performance
➡️ Adapted quickly to managing new teams and territories, fostering connections with key stakeholders
✅ Successfully transitioned between teams, developing cultural expertise in these regions
TheFork, a TripAdvisor company
Barcelona, Spain
2018
to 2022
4 yrs 4 mos
- Sales Manager | France & Italy
Aug 2020 - Dec 2022 · 2 yrs 5 mos
Led a team of Inside Sales Representatives for the French and Italian markets.
➡️ Unified and managed three different teams into a cohesive unit
➡️ Coached UK and Milan-based Italian reps, supporting performance improvements
➡️ Enhanced Salesforce processes in collaboration with the SalesOps team
➡️ Implemented remote work and flexible hours with measurable success
✅ Successfully managed 11 Inside Sales Reps and 1 Team Leader
✅ Hired 9 reps for French and Italian teams.
✅ Maintained excellent results during the pandemic (FY21: 127% vs target)
✅ Gained in-depth knowledge of the Italian market, including cultural and operational nuances
ㅤ - Sales Manager | France
Sep 2019 - Aug 2020 · 1 yr
Oversaw a team of Inside Sales Representatives dedicated to the Southern French market. I was responsible for recruiting, onboarding, and managing team performance, ensuring alignment with market priorities and company goals.
➡️ Conducted career development planning, performance reviews, and productivity coaching
➡️ Designed and implemented monitoring systems for key metrics such as pipeline status, conversion rates, and call statistics
➡️ Organized effective routines, including:
ㅤ- Weekly team meetings focusing on results, forecasts, and motivational activities
ㅤ- Weekly one-on-ones to address individual performance and set clear objectives
✅ Successfully managed 8 Inside Sales Representatives without a team leader
✅ Recruited and onboarded 10 representatives for both Northern and Southern regions
✅ Achieved a team performance rate of 117% within six months
ㅤ - Inside Sales Representative | France
Sep 2018 - Aug 2019 · 1 yr
Focused on developing restaurant partnerships in France through proactive prospecting and targeted outreach.
➡️ Built relationships with decision-makers via cold calling and email marketing
➡️ Opened new market territories, including Clermont-Ferrand, Grenoble, and Saint-Étienne
✅ Top performer in France for 11 consecutive months, consistently surpassing targets by 35%
✅ Played a pivotal role in organizing the inaugural "TheFork Awards," connecting with Michelin-starred chefs
Alef&Maqroll
Barcelona, Spain
2017
to 2018
1 yr 2 mos
- Account Executive | DACH
Specialized in converting leads into active users, ensuring a seamless onboarding process and maintaining high engagement rates.
➡️ Developed expertise in financial markets to better align solutions with client needs
✅ Exceeded monthly and annual targets consistently through disciplined sales strategies
Château d'Esther
Saint-Loubès, France
2006
to 2017
12 yrs
- Brand Ambassador
Volunteered at the family-owned vineyard, combining promotional activities with hands-on vineyard management.
➡️ Hosted guided tours for French, British, and German visitors, showcasing the estate’s history and values
➡️ Managed social media campaigns to strengthen the vineyard’s brand image
Syrah Medias
Bordeaux, France
2013
to 2017
4 yrs 5 mos
- Sales & Marketing Manager | AMER & EMEA
Jan 2016 - Jun 2017 · 1 yr 6 mos
Supervised a team covering EMEA markets while organizing prestigious events.
➡️ Managed PR, communication, and business development for Andreas Larsson (World’s Best Sommelier 2007).
✅ Directed wine selection for the Cité du Vin wine cellar under a committee chaired by Michel Rolland
ㅤ - Sales Executive | AMER & EMEA
Jan 2014 - Dec 2016 · 3 yrs
Organized wine-tasting events and spearheaded digital content campaigns.
➡️ Expanded partnerships into new regions, including Greece, Hungary, South Africa and USA
ㅤ - Sales Executive | DACH
Feb 2013 - Dec 2013 · 11 mos
Collaborated with wineries and wine unions to enhance their digital presence and organize events.
Thienpont Wine
Bordeaux, France
2011
to 2012
6 mos
- Export Assistant (Internship) | DACH
Identified potential wine traders and importers in Germany and Austria.
Hillebrand Gori - a DHL company
Bruges, France
2009
to 2010
10 mos
- Export Logistics Coordinator (Apprenticeship) | China
Coordinated full-container shipments from France to Shanghai.
➡️ Provided FCL/LCL quotations for French and Chinese clients
✅ Coordinated shipments and resolved logistical challenges
✅ Gained practical experience in international wine logistics
Rhenus Logistics
Ayguemorte-les-Graves, France
2009
2 mos
- Logistics Assistant (Internship) | DACH
Assisted in providing logistics solutions for German and Austrian clients importing and exporting wine.
Languages
-
French
ExpertNative
-
English
AdvancedFluent
-
German
AdvancedBilingual
-
Spanish
IntermediateElementary
Skills
Tools and Software
-
Salesforce
Extensive experience, including integrations with Scratchpad.Advanced
-
HubSpot
Advanced
-
Altify
Good
-
Outreach
Good
-
Gong
Advanced
-
Leexi
Advanced
-
Power BI
Advanced
-
Tableau
Good
-
Google Workspace
Expert
-
Microsoft 365 (Outlook)
Expert
-
Slack
Expert
-
Microsoft Teams (Copilot)
Advanced
-
Zoom
Expert
-
Bluejeans
Expert
-
Mural
Advanced
-
ChatGPT
Advanced
Professional Skills
-
Leadership and team management
Advanced
-
Strategic thinking and market analysis
Advanced
-
Sales coaching and enablement
Advanced
-
Project management
Advanced
-
Exceeding sales targets
Expert
-
Communication (oral and written)
Advanced
-
Public relations and marketing strategy
Advanced
-
Organization and process optimization
Expert
-
Shadowing and mentorship
Advanced
-
Cultural expertise in various regions
Advanced
-
Account-based management
Advanced
Technical Skills
-
SaaS
(Software as a Service)Advanced
-
Sales metrics analysis
Advanced
-
Sales processes and enablement
Advanced
-
Data visualization and business intelligence
Advanced
-
Marketing automation
Good
-
AI-driven tools and automation
Advanced
Personal Skills
-
Analytical skills
Advanced
-
Adaptability to diverse markets and teams
Advanced
-
Cross-cultural communication
Advanced
-
Interpersonal and coaching skills
Advanced
Université de Bordeaux
Bachelor's degree, Business and Marketing Techniques
September 2007
to June 2010
Completed third year as part of a professional apprenticeship, combining academic coursework with hands-on experience in the field.
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Lycée Pape Clément
French Baccalaureate in Economics and Social Sciences (ES)
September 2004
to July 2007
Completed European Section (German), a bilingual program combining advanced German language studies with history and geography taught in German.
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Certifications
