• Planning the department structure, which included responsibility distribution, KPI setting, and monitoring the delivered results.
• Tracking the performance of each sales channel, working on preventing drops in sales to maintain the average of 13k USD in MRR generated each month (total of ~500k in MRR over the period in position).
• Optimizing the CRM work to ensure proper lead management routine and further database analysis that was held for outbound outreach enhancements and sales process improvements.
• Implementing new practices to face changing markets, especially throughout the 2023 IT industry crisis.
• Creating from scratch the extensive knowledge base, that included a detailed overview of the company, relevant offerings, up-to-date sales practices, detailed guidelines, and a set of supporting materials to move the deals properly.
• Handling key accounts and closing deals that are 10%-20% over the average contact in size.
• Establishing proper communication between departments and creating an efficient client transfer routine.

• Running outbound campaigns with the main goal to generate new business opportunities for the company, constantly managing to reach 65%+ open rate and 7%+ response rate with 10-20 meetings per month.
• Handling discovery calls along with further sales steps with reaching 7%-15% meeting to deal conversion.
• Mentoring Junior Sales Managers, sharing the experience, roleplaying and giving feedback on their discovery meetings, and sharing best practices identified throughout the self-education process.
• Providing regular reports on the self-performance and monitoring the results of Junior Sales Managers.
• Assisting with key accounts handling, including email conversations and sporadic follow-up calls.

• Monitoring performance of SDRs dedicated to existing projects, helping them reach the quota.
• Creating the templates for project campaigns, managing to deliver between 6 and 15 appointments per month depending on the nature of the project and specifics of the target audience.
• Helping comile weekly reports and making sure the routine is done on time.
• Visiting weekly sync-up meetings with the clients and coordinating the requests with the SDRs.

SDR

• Taking care of the outbound outreach routine through the email and LinkedIn channels for the assigned clients.
• Providing regular reports and presenting to the Customer Success Manager before the weekly review meeting.

Researcher

• Creating lead lists daily, based on the clients’ criteria.
• Validating the lists and getting prepared for weekly deliveries with the main goal of reaching less than 1% of invalid entries.
• Replacing the leads that either didn’t fit the criteria or turned out to be broken throughout the client’s outreach effort.