Platform.sh

• Embed compliance into the product lifecycle: Partner directly with Product and Engineering to review platform features, draft fit-for-purpose terms, and align legal guardrails with active business goals. • Manage infrastructure and vendor risk: Review and negotiate complex upstream infrastructure contracts (IaaS), reseller agreements, and AWS/Azure/GCP Marketplace agreements to safeguard platform integrity. • Govern AI and emerging tech: Formulate clear legal frameworks for features utilizing AI/ML models, focusing directly on training data provenance, output liabilities, and proactive compliance with the EU AI Act. • Integrate data privacy and security: Collaborate closely with our DPO, Security, and Compliance teams to map data flows and embed global privacy frameworks directly into the cloud architecture. • Accelerate go-to-market and commercial growth: Update customer-facing terms (ToS, SLAs, AUP) and act as a trusted advisor to global sales teams during negotiations for complex, bespoke enterprise contracts.

• Lead the next chapter of Product at Upsun, architecting mid-to-long-term product strategy • Unlock enterprise value and ensure multi-product portfolio drives global market leadership • Shape and drive commercial lifecycles across Upsun Cloud, Upsun Blackfire, and Upsun Dispatch • Partner with the CPTO to balance technical direction with commercial focus • Turn market insights into product priorities, roadmaps, and metrics across thousands of deployments • Connect product strategy directly to revenue leadership and embed customer discovery into engineering cycles • Measure success by creating a focused, scalable GTM path for Dispatch and a robust product culture with a newly hired leadership bench

• Support active and upcoming audits, including ISO 27001, SOC 2, PCI DSS, HIPAA, and other relevant assurance work by coordinating evidence collection, reviewing evidence quality, scheduling walkthroughs, and following up with control owners. • Support risk assessments, risk register updates, control monitoring, issue tracking, and risk treatment follow-up by working with teams to identify control gaps, agree on practical actions, and track remediation through to completion. • Conduct third-party risk management reviews to support a comprehensive view of organizational risk. • Support ongoing compliance activities across established frameworks and emerging readiness work (including Australia ISM/IRAP/HCF, NIS2, and ISO 42001/AIM) while maintaining policies, procedures, control narratives and supporting documentation. • Respond to customer and prospect security or compliance questions in partnership with Sales, Legal, Security, and Product, and support updates to the Trust Center and other trust documentation. • Prepare clear updates on audit status, risks, blockers, metrics, and remediation progress for leadership and look for opportunities to simplify repeatable processes and reduce audit friction for control owners. • Use risk, audit, and compliance tools to keep work organized, traceable, and easy to report on. • Support internal audit and review activities as needed.

Title: Business Development Representative Location: Hybrid • Paris, France Category: Sales Job Description: Location: Hybrid • Paris, France About Upsun (formerly Platform.sh) Upsun is the cloud application platform humans and robots love. It is built for today’s hybrid teams, where AI agents write and test code and humans focus on solving the problems that really matter. Developers, DevOps engineers, and platform teams use Upsun to build, ship, and scale confidently without wrestling with backend infrastructure. We give you your time back. You get: - Predictable performance, even at scale - Secure, compliant environments by default - Real-time observability and profiling built in - Cloning, configuration, and provisioning in seconds - AI-ready features that plug directly into your stack The name says it all. "Up" means uptime, reliability, and acceleration. "Sun" reflects our follow-the-sun-support, a 24x7, globally distributed support team keeping the lights on while you rest. Our core belief is that software should power brighter solutions and greater innovation. Upsunners are a remote, global workforce, and we thrive in a multicultural team. We are committed to open source and an open, welcoming environment. Our team spans the globe and the experience spectrum. What's our commonality, our cultural fabric? A curious spirit and a thirst for knowledge; an eagerness for innovative ideas and cultures. We believe we can build anything together in an environment that frees you to do your best work. Our values: We make a positive impact. We aim for the stars. We care for each other. Impact of a Business Development Representative As a bilingual Business Development Representative supporting our EMEA region, you play a vital role in driving new business growth and shaping the first impression prospects have of our brand. You’ll connect with potential customers through personalized, value-based outreach; identifying their needs, sparking interest, and guiding them toward the right solutions. By combining curiosity, persistence, and empathy, you’ll generate pipeline, close smaller transactional deals, and set the stage for future partnerships. This role is an ideal launchpad for a long-term career in SaaS sales, giving you exposure to the full sales cycle, cross-functional collaboration, and continuous learning opportunities. This position reports directly into our Manager, Business Development, and is a hybrid role located in Paris, France. What to expect - Outbound Prospecting & Lead Generation: Research and identify target accounts and key decision-makers within the Ideal Customer Profile (ICP). Execute multi-channel outreach (calls, emails, social) to generate interest and book qualified discovery meetings for Account Executives. - Inbound Lead Qualification: Respond promptly to inbound and marketing-generated leads. Assess fit, need, and readiness, converting qualified inbound interest into sales opportunities. - Messaging & Engagement: Craft compelling, value-driven outreach tailored to each prospect’s pain points. Handle objections with confidence, personalize messaging with account research, and effectively position the company’s solution. - Collaboration & Alignment: Partner with Account Executives on account targeting and territory planning. Collaborate with Sales Enablement to refine prospecting tactics, messaging, and outreach strategies. - Pipeline & Performance Management: Consistently achieve and exceed KPIs for meetings booked, opportunities created, and activity levels. Maintain accurate CRM records and provide regular updates on pipeline progress and insights. - Continuous Learning & Growth: Stay up to date on industry trends, competitors, and product developments. Engage in training, coaching, and professional development to enhance sales skills and prepare for future career growth. What you bring - Experience: 1+ years of experience in sales, business development, or a customer-facing role (with at least one year of cold calling experience and a track record of hitting and exceeding numbers). - Language Skills: Bilingual proficiency in either French or German (in addition to English) to effectively communicate with and support prospects across the EMEA region. - Communication Skills: Strong written and verbal communication with the ability to engage prospects clearly and persuasively. You focus on human connection and deep research to understand pain points instead of following a script. - Technical Sales Acumen: Basic understanding of the sales funnel, lead qualification, and CRM tools. Ability to handle objections confidently, using them as an opportunity to ask better questions and understand what a prospect actually needs. - Organization & Time Management: Able to manage multiple outreach cadences, prioritize effectively, and stay detail-oriented in a fast-paced environment. - Growth Mindset: High energy, resilient, and motivated to exceed targets. Curious, coachable, and eager to learn and grow into a future sales or customer-facing role Bonus - SaaS or high-growth startup experience. - Familiarity with tools like Salesloft, Salesforce, LinkedIn Sales Navigator/ Recruiter, ZoomInfo, or Lusha. - Ability to stay connected with a global team across different time zones Where we hire While Upsun is a remote-first company, this role follows a hybrid modality, with regular in-person collaboration from our office in Paris, France. Although we’re unable to provide visa sponsorship at this time, we welcome applications from all qualified candidates who are legally authorized to work in these countries. What we offer A product you can believe in - Join us in transforming how businesses build and manage web applications, driven making a positive impact as a proud B Corp. An Award-Winning Workplace - We’ve been recognized by Forbes’ Top 30 Companies for Remote Jobs and France’s Best Workplaces for Women. A culture that values your voice - Join a flexible, open, and inclusive work environment where your voice is encouraged, and your ideas shape our growth and evolution. A global team - Collaborate with colleagues from diverse backgrounds across the world, embracing different perspectives Benefits and perks - Make the most of what matters to you Flexible PTO Comprehensive healthcare coverage (UK, Canada, France, Spain, USA) Company stock options Professional development budget Office equipment budget Wellness budget Annual team gatherings Internet reimbursement Inclusive parental leave Remote work travel program

• Work on improving and maintaining our orchestration engine and git interface, ensuring they meet high standards of performance, reliability, and security. • Work on product or internal features (like reducing dependencies or improving our internal telemetry), extending our testing suite, or releasing our components. • Work closely with product, security, and infrastructure teams on container orchestration solutions that align with company goals and customer needs. • Build backwards compatible solutions to complex problems while optimizing services to run efficiently and troubleshooting when deployments fail. • Constantly seek opportunities to improve automation, testing, and deployment processes.

• Act as a trusted advisor to leadership, providing coaching and insights that enhance organizational capability and team dynamics. • Own the full lifecycle of some People initiatives (e.g., Talent Management, L&D, Engagement). • Manage the balance between high-level strategy and essential routines in compensation, performance cycles, and employee relations. • Leverage metrics and feedback loops to identify trends and propose proactive solutions to stakeholders. • Guide teams through organizational shifts with clear communication. • Partner closely with People Operations, Talent Acquisition, and Finance for a cohesive experience.

• Redefine how developer documentation is created, maintained, and consumed • Build AI-powered infrastructure and frameworks for documentation • Ensure that documentation can keep pace with engineering cycles • Train and support engineers and PMs to document their own features • Partner closely with Engineering and Product teams

• Spearhead the go-to-market launch of our new AI-native software development platform • Own the technical relationship with design partners and prospects • Drive the market feedback loop by synthesizing customer signals • Partner with Sales to develop the playbook • Build and maintain demo environments and reference architectures • Act as a peer to senior engineering leaders and executives

• Resolve technical issues across infrastructure, deployments, databases, caching, and web performance • Manage support tickets via Zendesk, with occasional live chat or voice support where needed • Contribute to platform reliability by monitoring alert queues and participating in on-call rotation during working hours • Collaborate with Product and Engineering to escalate bugs, report edge cases, and improve internal tooling • Improve documentation and knowledge sharing across global support teams • Troubleshoot issues related to DNS, CDN, SSL/TLS, and web infrastructure at scale • Identify recurring problems and suggest improvements to systems, workflows, and documentation

• Produce high-fidelity visual assets for social media, website components, sales enablement decks, and digital advertising. • Partner with Product Design to turn complex technical workflows into simplified, "marketing-ready" UI visualizations and original vector illustrations. • Act as the primary creative lead for external agencies and freelancers, providing actionable feedback and quality control to ensure output meets our brand standards. • Maintain and expand our library of reusable design components and brand guidelines to ensure global scalability and consistency. • Work with Growth and Events teams to translate strategic briefs into high-performing visual assets that drive engagement and conversion.