Anastasiia Zavhorodnia, Finance Expert in Cambridge, United Kingdom
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Anastasiia Zavhorodnia

Verified Expert  in Finance

Growth Expert

Location
Cambridge, United Kingdom
Toptal Member Since
April 4, 2022

Anastasiia has been building sales strategies from scratch for two SaaS products (CleanMyMac X and Setapp) and service companies for 5+ years. Her areas of expertise include market research, sales strategy development, multichannel sales, and inbound and outbound sales strategies. Anastasiia has been leading business development and sales growth since 2013. She enjoys freelancing because it allows her to work with many outstanding entrepreneurs to enhance, grow, and expand their businesses.

Career Highlights

Education Highlights

Master's Degree
Oles Honchar Dnipro National University
Bachelor's Degree
Oles Honchar Dnipro National University
Exchange Year
The Poznań University of Economics and Business

Case Studies

Work Experience

Sales Growth Lead

2019 - PRESENT
MacPaw
  • Identified USPs, ICPs, and product-market fit based on comprehensive market research and an OKR-based approach.
  • Developed and supervised B2B product strategies for Setapp for Teams and CleanMyMac X.
  • Set up a data-driven automated flow, which led to a 20% increase in closing sales and an 80% Increase in lead generation.
  • Built an assembly-line-based, full-circle sales team of 12 people.
  • Developed the outbound channel as the primary source of deals, whereby 85% of total deals and 60% of key customers were converted.
  • Built outbound and inbound sales strategies, resulting in a 50% trial-to-paid conversion and a 36% response rate from outbound outreach.
  • Accelerated deal closing by 20% and lead generation by 80% in CleanMyMac X and Setapp for Teams.
  • Handled negotiations with enterprise and key SMB clients.
  • Developed strategies for entering markets in the United States, United Kingdom, Northern and Western Europe, and LatAm.
  • Developed automated sales and CSM strategies, including regular client interviews, an internal alert system for key customer actions, and loyalty-generating programs.
Focus areas: Sales Strategy, Sales Growth, Market Fit, Market Demand, Negotiation, CRM Systems, LinkedIn Marketing, Tableau, Miro, Jira, Business to Business (B2B), Business Development, Market Research & Analysis, Sales Funnel, Growth Strategy, Product Sales, SaaS, Pricing, Unit Pricing, Sales, B2B Lead Generation, Lead Generation, Direct/Indirect Sales & Distribution, Contract Negotiation, Price Negotiations, Risk Management, Market Risk, Marketing, Markets, Communication, Communication Strategy, Marketing Communications (MarCom), Cross-cultural Communication, Web Marketing, Email Marketing, Deal Marketing, Lead Marketing, Marketing Plans, Growth Marketing, Channel Sales, Tech Sales, Sales Pitches, Sales Planning, Sales Analysis, Software Sales, Sales Training, Sales Pipelines, Sales Operations, Sales Management, B2B Sales Pipeline, Sales Forecasting, Sales Performance, Digital Strategy, Launch Strategy, Pricing Strategy, Product Strategy, Content Strategy, Business Strategy, Strategy Planning, Revenue Strategy, Outbound Marketing, Inbound Marketing, Inbound Marketing Plan, Product Growth, Startup Growth Strategy Development, Team Management, Team Mentoring, Team Development, Team Leadership, Team Productivity, Team Restructuring, New Business Development, Growth Analysis, Growth Hacking, Customer Experience, Contact, Customer Experience Management, Contact Centers, Business Services, Customer Service, Product Strategy Consultant, Strategy, Product Consultant, Change Management, Organizational Change Management (OCM), Business Design, Innovation Strategy, Operating Models, Organizational Structure, Business Transformation, Process Design, Target Operating Models, Business Architecture, Enterprise Architecture, TOGAF, Market Research, Marketing Strategy, Discovery, Market Research Analyst, Growth, Startups, Customer Insights, Customer Analytics, Data Analysis, Customer Analysis, Customer Satisfaction, Data Analytics, Data Science, Digital Marketing Strategy, Digital Experience Design, Data-driven Marketing, Big Data, Business Models, Market Segmentation, Total Addressable Market (TAM), B2B Partnerships, Branding, Renewables, EMEA, B2B, Compensation Plans, Sales Compensation, Forecasting, Budgeting, Product Licensing, Google, Data Aggregation, Customer Success, Transformational Leadership, Consulting, Sales & Channel Enablement, Sales & Marketing

Business Development Executive

2016 - 2019
RubyGarage
  • Accelerated and streamlined the deal closing process and enabled 350% growth in three years.
  • Developed a communication strategy and a strategy workshop, which led to 200-250 sales qualified leads (SQLs) per month through organic traffic.
  • Increased LTV by 80% by developing and implementing upselling, downselling, and cross-selling strategies.
  • Built an assembly-line sales team of four, including a lead generation manager, SDRs, and an account manager.
  • Collaborated with the CEO to invent and launch two white label products based on internal expertise and market demand.
  • Validated and nurtured inbound and outbound leads using validation methodologies, such as BANT and CHAMP, for qualitative segmentation of leads.
  • Assisted the client in kicking off the project, including their visit and support during their stay.
Focus areas: Business Development, Growth Strategy, Business to Business (B2B), IT Outsourcing, IT Services, Sales Growth, Sales Funnel, Market Demand, Market Fit, Sales Strategy, Negotiation, CRM Systems, LinkedIn Marketing, Tableau, Miro, Jira, Market Research & Analysis, Pricing, Sales, B2B Lead Generation, Lead Generation, Direct/Indirect Sales & Distribution, Contract Negotiation, Price Negotiations, Risk Management, Market Risk, Marketing, Markets, Communication, Communication Strategy, Marketing Communications (MarCom), Cross-cultural Communication, Web Marketing, Email Marketing, Deal Marketing, Lead Marketing, Marketing Plans, Growth Marketing, Channel Sales, Tech Sales, Sales Pitches, Sales Planning, Sales Analysis, Software Sales, Sales Training, Sales Pipelines, Sales Operations, Sales Management, B2B Sales Pipeline, Sales Forecasting, Sales Performance, Digital Strategy, IT Strategy, Company Strategy, Launch Strategy, Pricing Strategy, Product Strategy, Content Strategy, Business Strategy, Strategy Planning, Outbound Marketing, Inbound Marketing, Inbound Marketing Plan, Product Growth, Startup Growth Strategy Development, Team Management, Team Mentoring, Team Development, Team Leadership, Team Productivity, New Business Development, Growth Analysis, Customer Experience, Contact, Customer Experience Management, Contact Centers, Business Services, Customer Service, Product Strategy Consultant, Strategy, Business Analysis, Technical Business Analysis, Digital Transformation, Change Management, Organizational Change Management (OCM), Organizational Design, Business Design, Innovation Strategy, Operating Models, Organizational Structure, Business Transformation, Process Design, Target Operating Models, Business Architecture, Market Research, Marketing Strategy, Discovery, Market Research Analyst, Growth, Customer Insights, Customer Analytics, Data Analysis, Customer Analysis, Customer Satisfaction, Data Analytics, Data Science, Digital Marketing Strategy, Digital Experience Design, Data-driven Marketing, Big Data, Business Models, Market Segmentation, B2B Partnerships, Branding, EMEA, B2B, Compensation Plans, Sales Compensation, Forecasting, Budgeting, Product Licensing, Google, Data Aggregation, Customer Success, Transformational Leadership, Fintech, Consulting, Sales & Channel Enablement, Sales & Marketing

Business Development Manager

2013 - 2016
111 Minutes
  • Developed an outbound sales strategy from scratch and formed a cold outreach pipeline.
  • Initiated content strategy development and ensured an organic flow of leads.
  • Negotiated and closed strategic deals and partnerships.
  • Built direct email correspondence with prospective clients. Presented the company and services based on the potential needs of differentiated segments.
Focus areas: Business Development, Business to Business (B2B), Sales, Sales Funnel, B2B Lead Generation, Lead Generation, Sales Strategy, Negotiation, CRM Systems, LinkedIn Marketing, Sales Growth, Market Research & Analysis, Growth Strategy, Market Demand, Market Fit, Pricing, IT Services, IT Outsourcing, Direct/Indirect Sales & Distribution, Contract Negotiation, Price Negotiations, Market Risk, Marketing, Markets, Communication, Communication Strategy, Marketing Communications (MarCom), Cross-cultural Communication, Email Marketing, Deal Marketing, Lead Marketing, Marketing Plans, Tech Sales, Sales Pitches, Software Sales, Sales Pipelines, B2B Sales Pipeline, Outbound Marketing, Inbound Marketing, Market Research Analyst, Growth, Customer Insights, Customer Analytics, Customer Analysis, Market Segmentation, EMEA, B2B, Google, Data Market, Data Monetization, Data Aggregation, Sales & Marketing

Sales Manager

2015 - 2015
Pickseed
  • Built the sales process and sales funnel from scratch.
  • Negotiated with key accounts and closed strategic deals that generated 80% of the company's revenue.
  • Built a loyalty program and developed a distribution policy to enable easy upsell and channel sales.
  • Found the most fitting solution for every business I reached and overperformed KPIs by 50% by establishing long-term, tender-based relations with governmental organizations.
Focus areas: B2B Lead Generation, Direct/Indirect Sales & Distribution, Sales Funnel, Sales Growth, Business to Business (B2B), Business Development, Market Demand, Negotiation, CRM Systems, LinkedIn Marketing, Sales Strategy, Market Research & Analysis, Growth Strategy, Market Fit, Pricing, Sales, Lead Generation, Contract Negotiation, Price Negotiations, Market Risk, Marketing, Markets, Communication, Sales Pitches, Software Sales, Sales Pipelines, B2B Sales Pipeline, EMEA, B2B, Google
2018 - 2019

Master's Degree in Finance

Oles Honchar Dnipro National University - Dnipro, Ukraine

2014 - 2018

Bachelor's Degree in Finance

Oles Honchar Dnipro National University - Dnipro, Ukraine

2015 - 2016

Exchange Year in Finance and Management

The Poznań University of Economics and Business - Poznan, Poland

Finance

Pricing, Pricing Strategy, Market Research, Data Analysis, Unit Pricing, Total Addressable Market (TAM), Forecasting, Budgeting, Corporate Finance, Financial Management

Industry Expertise

Sales & Marketing

Geographic Expertise

EMEA

Output Software

Jira

Data & Analysis Software

Tableau

Other

CRM Systems, LinkedIn Marketing, Sales Growth, Business to Business (B2B), Sales Strategy, Business Development, Market Research & Analysis, Sales Funnel, Growth Strategy, Product Sales, Market Demand, Market Fit, IT Services, IT Outsourcing, Sales, B2B Lead Generation, Lead Generation, Direct/Indirect Sales & Distribution, Negotiation, Price Negotiations, Management, Communication, Communication Strategy, Marketing Communications (MarCom), Cross-cultural Communication, Email Marketing, Deal Marketing, Lead Marketing, Channel Sales, Tech Sales, Sales Pitches, Sales Planning, Sales Analysis, Software Sales, Sales Training, Sales Pipelines, Sales Operations, Sales Management, B2B Sales Pipeline, Sales Forecasting, Sales Performance, Digital Strategy, IT Strategy, Company Strategy, Strategy Planning, Revenue Strategy, Outbound Marketing, Inbound Marketing, Team Management, Team Mentoring, Team Development, Team Leadership, Team Productivity, Contact, Business Services, Product Strategy Consultant, Strategy, Innovation Strategy, Process Design, Business Architecture, Market Research Analyst, Growth, Startups, Customer Insights, Customer Analytics, Customer Analysis, Customer Satisfaction, Data Analytics, Data Science, Market Segmentation, B2B Partnerships, B2B, Consulting, Sales & Channel Enablement, SaaS, Contract Negotiation, Risk Management, Market Risk, Marketing, Markets, Web Marketing, Marketing Plans, Growth Marketing, Launch Strategy, Product Strategy, Content Strategy, Business Strategy, Inbound Marketing Plan, Product Growth, Startup Growth Strategy Development, Team Restructuring, New Business Development, Growth Analysis, Customer Experience, Customer Experience Management, Contact Centers, Customer Service, Product Consultant, Business Analysis, Technical Business Analysis, Digital Transformation, Change Management, Organizational Change Management (OCM), Organizational Design, Business Design, Operating Models, Organizational Structure, Business Transformation, Target Operating Models, Marketing Strategy, Discovery, Digital Marketing Strategy, Digital Experience Design, Data-driven Marketing, Big Data, Business Models, Branding, Renewables, Compensation Plans, Sales Compensation, Product Licensing, Google, Data Monetization, Data Aggregation, Customer Success, Transformational Leadership, Miro, Finance, Financial Analysis, Financial Data Analytics, Investing, Investments, Growth Hacking, Enterprise Architecture, TOGAF, Data Market, Fintech

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