CRO UiPath, Thomas Hansen: Balancing the Art and Science of Sales

For Thomas Hansen, chasing a passion was key to unlocking the path toward an impressive career. An avid windsurfer, Thomas started his professional life managing a small windsurfing company in Denmark — an experience where he learned what it takes to succeed.

Now, Thomas serves as Chief Revenue Officer of UiPath, a growing business that develops software for robotic process automation — freeing up time for companies to focus on innovation.

On this episode of Go To Market Grit, Thomas and Joubin discuss essential communication tips for sales leaders, as well as how to balance the science and art of sales.

In this episode, we cover:

• Accountability, consistency, and predictability: The sales lessons Thomas learned during his early career working for Dell in Denmark. (0:59)
• 'It’s the passion in my life': Thomas talks about his love of windsurfing. (6:15)
• How UiPath helps companies free up time through automation software — and the methods Thomas used to assess the company’s technology. (9:33)
• Breadth vs. Depth: Why Thomas believes in the importance of getting exposure to different disciplines, functions, and geographies. (17:15)
• 'Crisp, and clear, and to the point:' How Thomas connects with his global sales team during the COVID-19 pandemic. (20:40)
• The importance of sharing difficult feedback with people as early as possible 'in an authentic, humble and kind way.' (24:50)
• Using reference calls to determine the qualities of a job candidate. (28:56)
• Coupling science-enabled sales techniques with the art of connecting with a customer. (32:16)
• How Thomas defines grit. (41:04)

Links:

• Connect with Thomas Hansen
  • UiPath's website
• Connect with Joubin
  • Twitter
  • LinkedIn
  • Email: gtmg@kleinerperkins.com
• Learn more about Kleiner Perkins