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Experience level:
More than 5 years
Education level:
Languages:
Russian: Native
English: C1
Serbian: A2
Security & Intelligence SaaS
Social Links llc (2021-2024, Amsterdam/NYC, Series B)
SaaS for criminal investigations, financial fraud prevention, military intelligence, open-source data aggregation
Key stats:
2024 (BDM)
– Intro calls conducted: 250
– Product demos conducted: 200
– Pipeline generated: $1,25 mln
– Total new customers from BDM: 9 (total revenue under NDA)
– Outreach campaigns: 4 (200 leads each, 1 new deal from each)
– Market research projects: 6 (5-7% to lead-demo conversion rate from webinars/onsite events, 2 key 6-figure deals facilitated thanks to account plan & CJM adjustment)
– Channel sales: 4 new partners onboarded in Q3-Q4 (6 new deals closed by the channel team)
– Brought 18% of total new customers
– Increased the average deal size by 30%
2023 (BDR)
– Intro calls conducted: 350
– Product demos conducted: ~120
– Pipeline generated: $1 mln
– Overall new customers from SDR: 14
– Outreach campaigns: 4 (150 leads each, 1-2 new deals closed from each)
– Market research projects: 5 (+3-5% to lead magnet traffic from messaging adjustment, + 5% to lead-demo conversion rate from webinars/onsite events)
– Brought 12% of total new enterprise customers
– Increase the Prospect->Closed conversion rate by 15%
– Reduced the average deal cycle by 15%
– Increased the average deal size by 20%
2022 (SDR)
– Intro calls conducted: 250
– Outreach campaigns: 8 (150 leads each, 1-2 new deals for BDM from each)
– Pipeline generated: $750k
– Overall new customers from SDR: 11
– Daily KPIs: 1 intro call, 30 leads from inbound & outbound
Products: SaaS license-based software, on-premise solutions, API integrations, outsourcing services
Deal cycle: 2-3 months (B2B), 3-6 months (B2G)
Client map: NAMER, EU, MEA, SEA, ANZ, LATAM (100+ countries)
Client tiers: Law enforcement & military agencies, TNCs (corporate services, FMCG, software development), private investigative agencies, startups (20+ use-cases)
Key DMs (B2B): CPO, CEO, CISO, CTO
Average outreach Message-to-Meeting conversion rate — 3-4%
Avg check: $30-40K
Tools used: Apollo, SalesNavigator, Hubspot, Lusha, MeetAlfred
Add. responsibilities: messaging development, new sales team onboarding & call handling training, knowledge base development, PoC preparation, NDA/RFP/account plans, demo cases & webinar materials preparation
Universum — P2P fundraising platform for creative industries
San Francisco / Dubai
Joined Universum as an early team member alongside former Goldman Sachs and Ozon C-suite executives.
Key achievements
– Increased client onboarding rate by 25% from a base of 2,000+ inbound leads
– Reduced the average sales cycle by 30% through CJM optimization, A/B testing, and improved sales scripts
– Designed and implemented a customer journey map (CJM) and acquisition strategy across three new lead generation channels
– Built the core sales infrastructure: pitch deck, sales scripts, FAQ, and outreach playbook
– Worked directly with founders and C-level leadership to support the company’s US market entry
Responsibilities
– Developed and executed the sales strategy, including product positioning, USP definition, and onboarding structure
– Built sales processes and pipeline from scratch
– Developed value propositions and messaging for multiple ICP segments
– Ran outreach campaigns, product demos, and client negotiations
– Produced analytical and sales content highlighting industry insights and product advantages
– Coordinated the work of a junior lead generation specialist
Key Achievements:
– Delivered 130% of Q4 KPIs
– Onboarded 26 new payment agents (legal entities & individuals) across 9 countries
– Generated $20K+ monthly network turnover
– Achieved ~6% cold-touch → active agent conversion
– Increased average transaction volume by 15%
– Reduced average deal cycle by 20%
Scope of Responsibilities:
– Managed the full sales cycle for P2P agents and micro-merchants: qualification, partner program presentation, onboarding, and integration into the operational network before handoff to the account manager
– Designed and executed three outreach campaigns via Telegram communities, niche forums, and social platforms (LinkedIn, Instagram)
– Optimized the customer journey: created three new A/B-tested scripts, structured USP-based objection handling for payment-stage hurdles, recalculated target conversion benchmarks, and segmented partners into 5+ ICP groups with prioritized outreach strategies
Commercial Management
Go-To-Market Strategy
Customer Acquisition
Lead Generation
Customer Service
Revenue & Profit Growth