Meet Christiane Tetzner our Account Director

Great to have you, Christiane! Can you tell us about your role at Hypatos and what it entails?

Thanks, I’m happy to be here as well. I have been working as an Account Executive at Hypatos for nearly two years. In close collaboration with the Pre-Sales, Customer Success, and Professional Services teams, I manage clients from the Southern Germany, Austria, and Switzerland region, and even beyond. I work closely with our enterprise clients, gaining deep insights into their specific processes and challenges, as well as understanding the industries and unique characteristics they operate in. My focus is on insurance, banking, and retail.

Ultimately, I transform challenges, goals, desires, and developments into innovative solutions at Hypatos, and more specifically, into contracts.

For new clients, I am the primary point of contact at Hypatos from the initial conversations with prospects through the implementation of the first projects, up to the automation of various back-office processes for existing customers.

What sparked your passion for sales and how did you find your way into this field? Was there a particular moment or experience that set you on this path?

Yes, there was a turning point. Before that, I would have claimed: Sales is not for me. Today, however, I believe that everything is sales. Solutions to clients, projects internally, agreeing on a destination for a family trip, even oneself – everyone needs to be able to sell well.

At the beginning of my career, I worked as an editor, creating concepts for publications. Of course, this always involved refinancing through selling to advertising clients, both in print and online. Many of my projects didn’t take off because the distribution wasn’t successful. That’s when the desire grew within me to just try it for myself.

This didn’t just turn me into a salesperson, but also a boundary crosser. At the time, it was unthinkable for an editor to switch sides, away from journalism into marketing. But I did it anyway and found a new employer who made it possible.

Then, I fully immersed myself in sales, through countless sales trainings, pitches, and assessment centers – moving from product sales to consultative selling. I eventually started advising on innovative solutions and technologies, both in B2B and B2C contexts. At Hypatos, we operate added-value sales in an extremely sustainable manner.  

What helps me in this journey is that I’m not an expert in just one field. I’m good at many things. Salespeople need to be generalists; otherwise, they lose focus. I need to be able to engage with all levels of departments, including IT, as an equal partner.

Reading companies’ perspectives and understanding people’s motivations has always fascinated me. I also love watching films that take place with many characters in a single room. The interpersonal dynamics drive the whole plot, and for me, that’s pure excitement.

When managed wisely, these same dynamics unleash potential in companies and projects. I am convinced that diverse perspectives and approaches, along with learning together, ensure innovation and growth for our clients and for Hypatos.

Walk us through a typical day as an Account Executive. What does your day look like, and what keeps you motivated?

A recurring aspect of my daily routine is that there isn’t one!

On some days, I can’t wait to tackle the challenges and unpredictability. On other days, I struggle to stay in control and keep an overview. Anyone in sales who doesn’t bring strong self-management and time management will quickly be overwhelmed.

In general, success in sales is the result of structure and discipline. Especially in SaaS sales, it’s easy to get sidetracked if you’re not following certain processes and working with proven methods.

Our regularly sales and team meetings provide structure. Once a quarter, we also all come together in one place. Besides hard work, hard play is, of course, also part of sales.  

Motivation naturally comes from team success. It can also come from a colleague when, among all the tasks and time pressure that I face at Hypatos, someone offers a kind word and helps me stay grounded.  

We maintain a strong feedback culture at Hypatos. Otherwise, everyone has to find motivation from within – and, of course, pass that motivation on to others.

Sales can be a challenging field – what's the toughest part of your job, and how do you tackle it?

Challenges have always motivated me, they help me grow. Mistakes and failures do too, making me better in the process.

Artificial intelligence (AI) is transforming our working world. Our enterprise customers are in a constant process of digital or AI transformation. It’s already a challenge just to stay up to date with what’s possible and what has proven to be successful. This is essential so that our clients can trust and follow our advice.

For years, I have been advising clients on the development and implementation of business, marketing, and sales strategies. It certainly helps that I can quickly adapt to existing structures and systematically prepare goals and strategies.

Many believe that sales is all about sending—just pushing information toward the customer. That’s nonsense. A good advisor needs to listen and truly understand, even if the information isn’t delivered directly. Sales is not a one-way street.

Reflecting on your time at Hypatos, what has been the most rewarding aspect of working here? How has the team and company culture impacted your experience?

What influences me the most is, of course, the dynamic environment. As a senior, I can’t rest on my skills and experiences. But when combined with the out-of-the-box thinking of my younger colleagues, there is immense potential.

In the past, it was crucial for clients that a senior or even a director handled their concerns. We no longer think in those terms. Whoever can solve the problem takes the lead.

We don’t just preach a culture of shared learning; we live it. Since you can’t always fish in the same pond, we also seek advice from outside. When needed, we have access to fantastic coaches and mentors with real-world experience.  

As a senior Account Executive, why did you decide to work at a start up?

Previously, I worked as Head of Sales for advertising, communications, and IT services. However, the leadership responsibilities didn’t really quite align with my interests. I’m talking about a time when physical presence was mandatory, unlike the remote work culture at Hypatos. Much of my role involved handling side issues that weren’t particularly relevant to me.  

Here at Hypatos, I’m back where I feel comfortable: out on the street and with the customer. It’s not just about doing speeches here, but about doing; not just pointing out problems, but proposing and implementing solutions myself.

Have you had any mentors that helped shape your career, and how did they influence your approach to work and personal growth?

All of my career stages have been shaped by mentors. From them, I’ve learned what I’m capable of and what I’m not as good at, even if I wish I were. These mentors have included leaders, colleagues, and external advisors. I still keep in touch with many of them.

In order to believe in myself, I need the reflection in others, open criticism and encouragement.  

Outside of work, how do you unwind? Do you have any hobbies or interests that help you recharge?

I studied literary studies, and storytelling is my passion. I like going to the theater and the opera or having a good meal and good wine with friends. And I travel to literature festivals that aim to demonstrate the relevance of art in everyday life. I am committed to diversity and democracy—values that Hypatos also shares with its 100 employees across more than 20 countries.

Finally, where do you see yourself in the future? What are your aspirations within Hypatos and beyond?

The future is now. My goal is to further deepen and expand my expertise by staying at the forefront of technological advancements and industry trends. At the same time I want to stay as I am: a people person and not a techie.

My aspiration is to blend my love for storytelling with my professional skills to create compelling narratives around human-machine collaboration that not only resonate with clients but also inspire and lead teams towards achieving greater success.

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