Denis Stete
Verified Expert in Sales
Sales Expert
Bucharest, Romania
Toptal member since August 11, 2025
Denis is a senior sales development consultant with 8+ years of experience driving pipeline generation, outbound execution, and opportunity qualification for GTM teams at Oracle and GitLab, across SaaS, cloud, and DevSecOps. He has a proven track record in building scalable outbound strategies, sourcing high-quality opportunities, and representing brands at major industry events. Denis has a structured, proactive, collaborative approach that delivers results and elevates team performance.
Expertise
- B2B Sales
- Business Development
- Consultative Selling
- Lead Generation
- Outbound Prospecting
- Outbound Sales
- Outreach
- Sales
Work Experience
Business Development Team Lead
GitLab
- Acted as a de facto mentor for all team members, sharing best practices and helping colleagues as needed.
- Implemented pipeline generation and upselling for strategic enterprise customers.
- Expanded on and exceeded the previous scope and demands of the business development representative (BDR) role.
Business Development Representative
GitLab
- Conducted outbound prospecting, targeting mid-market companies in Iberia and Eastern Europe to position a DevSecOps platform.
- Built and refined targeted prospect lists, call strategies, and messaging. Led high-level discovery conversations.
- Represented GitLab at key field marketing events, including AWS London and Madrid, and an open-source conference in Bilbao.
- Successfully transitioned from inbound to outbound, meeting 100% of goals.
- Exceeded targets with 120% attainment in full outbound responsibilities, gained expertise in the mid-market, and earned a promotion to team lead.
- Transitioned to the enterprise segment, accomplished 90% of objectives, and concurrently established a strong pipeline and momentum in a new territory.
Sales Specialist
Oracle
- Managed Iberia customer demands related to Oracle University training products and learning solutions, improving customer growth.
- Identified upsell opportunities and recommended the right solutions.
- Showcased the value and benefits of our offering clearly and efficiently.
ISV Partner Development Specialist
Oracle
- Provided support on strategic cloud recruitment, promoted cloud competitive market initiatives, and onboarded new independent software vendors (ISV) for Oracle PaaS.
- Generated demand from outbound and inbound campaigns within Iberia.
- Presented engaging and informative solution overviews.
Business Analyst
Cuatroochenta
- Conducted client discovery to understand software project needs.
- Translated client needs into clear functional and non-functional requirements.
- Created documentation including user stories, process flows, and use cases.
- Acted as a liaison between clients, developers, designers, and project managers.
Account Manager
360nrs
- Handled daily operations for online campaigns with a CPA model of business. Controlled, set up, monitored, and followed up on launched campaigns.
- Managed billing, traffic reports, market studies, and connectivity with international operators.
- Oversaw the negotiation process with small and large companies worldwide.
Education
Bachelor's Degree in Business Administration and Management
Jaume I University - Castellón de la Plana, Spain
Bachelor's Degree in International Business
Saxion Hogenschool - Enschede, Netherlands
Skills
Tools
Salesforce
Demand Generation
Cognism
Sales Strategies
Consultative Selling, Outbound Sales
Competencies
Sales Coaching
Other
Outbound Prospecting, B2B Sales, Business Development, Outreach, ZoomInfo, 6sense, Demandbase, LinkedIn Sales Navigator, Lead Generation, Sales, Business Analysis, CPaaS, Marketing, Business Strategy, International Business, Management
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