Jonas Bayer

Product Development

At zollhub, I translated the complexity of customs compliance into a focused AI-based SaaS product. Together with customs experts, potential customers and our external developers, I defined the product requirements and prioritized the roadmap.

Before we brought in senior developers, I built prototypes myself. I used them to test workflows and customer demand in fake door tests and to compare different machine learning approaches.

Key to success was a realistic evaluation dataset with known inputs and outputs. We used it to benchmark specific modular code steps on classification accuracy, processing time and cost per classification.

Enterprise Sales & Customer Relations

I covered the full B2B enterprise sales process: ICP definition, lead generation, cold outreach, discovery meetings, product trials, offer presentations and contract negotiations.

My key points of contact at the German SMEs were customs specialists, heads of procurement, master data teams, IT departments including data protection, and legal (Multi-Stakeholder Sales).

I wrote cold calling and discovery scripts that helped us disqualify leads early. In the CRM, every opportunity had a defined next step, and customer problems and rejection reasons fed directly into ICP and product decisions.

I used Claude Skills to create ROI calculations and customer-specific slide decks based on call transcripts and CRM data.

Strategy & Business Development

Measurable stage gates, market sizing, ICP segmentation (mid-market trap), pricing and the business case: I am happy to go into detail in a conversation!

Legal & Operations

I coordinated the operational requirements needed to turn an early prototype into an enterprise-ready software product. The product passed Haufe Group's strict internal risk approval process.

Together with legal, data protection, IT security and compliance, I prepared customer agreements, terms and conditions, data protection documentation and materials for our customers' purchasing and approval processes.

Marketing & External Communication

I turned a technical customs topic into clear value propositions and tested messaging hypotheses such as cost reduction vs. legal certainty. I also created the first brand guidelines, which we used across the software, the website and client-facing documents, using Claude Design and Claude Code.

Product Development

I bring years of experience in digital product development to the table. With my broad but clear (non-specialist) perspective, I introduced design thinking to generate many ideas and hypotheses during workshops, which we implemented and tested using rapid prototyping (I'm very familiar with Figma [High-Fidelity Mockups/Low Fidelity Wireframes]).

Using the learnings from the co-innovation sessions with our MedTech-clients and regulatory experts, I improved the concepts and had the developers implement those in the following sprint (before we had investor money, I also developed the first MVP using React/TypeScript, Django, PostgreSQL, MongoDB).

I see product development and customer success coming together!

Team & Leadership

After we’ve hired colleagues for Engineering & Business Roles, I established business processes and decision-making channels as well as clear working ethic in bi-weekly sprints (Agile Methods) with a clear House of Heads (who is responsible for what). I’ve focussed especially on developing a strong company culture within the team (my passion project!), which I’ve developed further in the monthly retros. I also introduced bi-weekly 1:1 with my direct reports and workshops on conflict resolution if needed.

Sales, Customer Success & Customer Relation

I was responsible for the entire enterprise sales process. I set up a sales automation pipeline using Lusha and Lemlist to process our leads from trade fairs, industry associations, sponsored events and LinkedIn efficiently (all captured in HubSpot CRM). My key points of contact at the German MedTech SMEs were C-Level, Head of Regulatory, Head of R&D and IT-Departments as well as their Regulatory Consultants (Stakeholder Management). Depending on the persona, I have created different marketing materials that address their questions and concerns (I am said to have very good PowerPoint skills)

I focused on a strong relationship with our clients and regular update calls, which meant that user-feedback and regulatory requirements were incorporated directly into the next sprint (Agile Methods, Customer Success)

In close alignment with industry experts, regulatory consultants, mentors and my management colleagues, I set up a clear company strategy and vision (e.g. customer focus/ICP, pricing & software license packages, scaling/upselling potential, revenue potential in adjacent customer groups, complementary revenue streams besides software license business).

Legal & Operations

Drafting and creation of employment contracts, license agreements and software level agreements in coordination with industry experts and lawyers. I made sure everyone is paid on time (including our employees (Payroll), us as CertHub GmbH and our software partners) as well as the correct reporting of the quarter-end accounts for the tax authorities.

Marketing & External Communication

I was responsible for public relation and marketing (content + design/corporate identity). The marketing material (in-depth PowerPoint presentations, pitch decks, brochures/flyers, articles for professional journals, merchandise etc.) I’ve created was used in direct communication with clients and partners as well as investors, incubators/accelerators.

In addition, I created a state-of-the-art website (content + design) and set up and maintained the LinkedIn company page.