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Upsales Culture Playbook

Upsales is not a normal company. It's not supposed to be.

We compete against companies 100 times our size - Salesforce, HubSpot, Microsoft. We'll never out-hire them or outspend them. So we have to out-think them, out-care them, and out-run them. That reality shapes everything about how we work and everyone we hire.

We're a small team that punches way above its weight. That's because we're obsessed with our customers, allergic to bureaucracy, and genuinely excited by hard problems. If that sounds exhausting, this probably isn't the right place. If it sounds like exactly what you've been looking for - keep reading.

Our Values

  • Move fast and get shit done. We beat the giants by being faster - faster decisions, faster shipping, faster learning. Decisions happen in hours, not weeks. You'll have more autonomy in your first month here than most people get in years at a big company. A customer flags a problem on Monday, there's a working solution before the week is out. That's not a myth, it's a normal week.

  • Take extreme ownership. If a customer has a problem and it lands with you, you own it until it's solved. You don't forward it. You don't wait. We call it being a "complete player." If you're an SE, you understand code. If you're in sales, you know the product inside out. If you're a leader, you're in the details - with customers, in the product - not hiding behind status meetings. The people who thrive here don't ask "whose job is this?" They figure it out.

  • No assholes allowed. The best people here combine humility with intense drive - like a samurai, devoted to the craft, not their ego. Candid feedback is encouraged and expected. Using "honesty" as an excuse to humiliate or dominate gets you removed, regardless of talent. This is non-negotiable, because everything else depends on it: speed requires trust, ownership requires safety, and one toxic person poisons all of it.

How We Talk to Each Other

The most valuable feedback is the feedback most companies never give. At Upsales it's the opposite - withholding feedback that could help a colleague is a failure of integrity.

The rule is simple: only say about someone what you'll say to their face.

All feedback follows four principles. When giving: aim to help, not to vent - and be specific, not vague. When receiving: listen before you defend, and take it seriously even if you ultimately choose not to act on it.

Feedback flows in every direction. Junior people give feedback to senior leaders. Leaders actively ask "what could I do better?" and meet tough answers with gratitude, not defensiveness. When you make a mistake, share it openly - we call it sunshining. It signals that we value learning over looking good.

How You Grow Here

We don't care how long you've been here, what's on your CV, or where you went to school. We care about what you deliver. Here. Now.

Ten months in and outperforming someone with ten years? We notice. Coming from a company no one's heard of but delivering world-class work? That's what counts. Real meritocracy is uncomfortable, and it's the only fair system.

Growth here comes from being surrounded by people who raise the bar every day, owning real things from day one, and a pace that forces you to learn faster than anywhere else. Most people who thrive here look back after a year and can't believe how much better they've gotten.

Is This for You?

People who thrive here read this and think: "Finally." They want colleagues who push them. They take ownership without being asked. They're humble enough to receive tough feedback and care enough to give it. They work hard because they're building something that matters to them.

People who don't thrive here read this and think it sounds "intense" or "too much." They want clear boundaries, a steady pace, and a manager who tells them exactly what to do. There's absolutely nothing wrong with that - this just isn't the place for it.

If this excites you - if you see the chance to grow faster, learn more, and be part of something extraordinary alongside people who are the best at what they do - this is the best place you'll ever work.

Pure Signal. Zero Noise.