Nicholson Gunawan
Verified Expert in Sales
Sales Expert
Jakarta, Indonesia
Toptal member since June 16, 2025
Nicholson is a B2B sales expert with 4+ years of experience driving market expansion across the Asia-Pacific region. Specializing in lead generation, cold outreach, and market research, he played a key role in Glints' multi-country growth and led Incode's APAC entry from North America. Nicholson has contributed to industries such as talent outsourcing, cybersecurity, KYC, e-learning, and food tech, working with startups and tech-driven companies across diverse markets.
Project Highlights
Expertise
- B2B Lead Generation
- Cold Calling
- HubSpot
- Lead Generation
- Linkedln
- Outreach
- Sales
- Sales Pipeline Management
Work Experience
Sales Development Representative
TabSquare
- Contributed to the company's expansion into the Australian market.
- Held meetings that converted clients from TabSquare's competitors.
- Conducted A/B research for the new market to see what's working and how to approach it.
Sales Development Representative
The Pipeline Group
- Worked across three industries—KYC, cybersecurity, and e-learning—focusing on the APAC region, specifically Indonesia, Singapore, Malaysia, the Philippines, and Australia.
- Hit monthly targets multiple times for different industries.
- Closed multiple targeted accounts to meet and sign deals.
International Business Associate
Glints
- Spearheaded the company's market expansion from only focusing on Singapore and Hong Kong to the Philippines, Thailand, Malaysia, and Australia.
- Achieved the 2nd-highest company on record of all time, signed at Glints.
- Earned multiple Best Achiever of the Month awards in 2021.
Project History
Glints Market Expansion
Developed personalized scripts for every outreach sent, conducted A/B testing for the possible new markets, including Thailand, and spearheaded Glints's expansion to the Philippine market.
I handled prospecting and qualifying startups and enterprise-level companies, starting from the Singaporean market, with hiring needs in the Philippines and Thailand. I developed personalized scripts for all outreaches sent and performed A/B testing for possible new market territories. I also worked closely with account executives to meet and exceed monthly KPIs.
Incode Technology Expansion
Led and spearheaded Incode's expansion from North America to the APAC market.
After successfully providing their KYC solution in North and South America, Incode aimed to expand to Asia Pacific, specifically targeting Singapore, Indonesia, Malaysia, and Australia. I handled targeting and outreach initiatives to help with brand exposure while also closing clients.
TabSquare Market Research
Contributed to TabSquare's market research expansion to Australia and performed A/B testing, figuring out what competitors offered and how we could stand out.
TabSquare provides AI-powered technology solutions for the food and beverage industry, providing solutions for restaurants to efficiently manage orders, process payments, and effectively engage with their customers. They assist partner restaurants in driving higher sales, streamlining operations, and delivering an enhanced customer experience. TabSquare is a market leader with operations in Singapore, Malaysia, Indonesia, Australia, the Philippines, Taiwan, Thailand, Hong Kong, Sweden, and the UAE.
Education
Bachelor's Degree in Business Administration
University of Technology Sydney - Sydney, Australia
Skills
Demand Generation
Cold Calling, Email Outreach, Account Research
Competencies
B2B
Sales Strategies
Outbound Sales, Consultative Selling
Roles
Business Development Representative (BDR), Sales Development Representative (SDR), Account Manager, Account Executive
Other
Sales, Linkedln, Sales, Cold Outreach, LinkedIn Connect, Outreach, Email Sales, B2B Lead Generation, Lead Nurturing, SaaS Sales, HubSpot, B2B Lead Generation, Cold Outreach, Cold Emailing, Cold Calling, LinkedIn Sales Navigator, B2B Sales, Lead Generation, Outbound Prospecting, Appointment Setting, Tech Sales, Inbound Sales, LinkedIn Marketing, Full Cycle Sales, Account Management, FMCG, Sales Pipelines, Deal Closure, Sales & CRM Platforms, Sales Negotiations, Sales Operations, High-volume Outbound Sequencing, Sales Automation Tools, Product Demonstrations, Software as a Service (SaaS), Conversion Rate Optimization (CRO), Marketing, Lead Generation, B2B Marketing, Sales Pipeline Management, Research, A/B Testing, Market Research, Outreach, Market Research Analyst, Enterprise Sales
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