Anastasiia Zavhorodnia
Verified Expert in Management Consulting
Growth Expert
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
Case Studies
Sales Strategy for Outsourcing Company
Expertise
- Growth Strategy
- LinkedIn Marketing
- Market Demand
- Market Fit
- Market Research & Analysis
- Product Sales
- Sales Funnel
- Sales Strategy
Work Experience
Sales Growth Lead
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.
Business Development Executive
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.
Business Development Manager
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.
Sales Manager
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.
Education
Master's Degree in Finance
Oles Honchar Dnipro National University - Dnipro, Ukraine
Bachelor's Degree in Finance
Oles Honchar Dnipro National University - Dnipro, Ukraine
Exchange Year in Finance and Management
The Poznań University of Economics and Business - Poznan, Poland
Skills
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, Sales Pipeline Management, 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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