Summary
Overview
Work History
Education
Skills
Timeline
Generic

Slava Kitain

Reston,VA

Summary

Mr. Slava Kitain is a highly accomplished professional with over 15 years of expertise in driving success across Sales, Sales Operations, Marketing, and Business Management within the dynamic realms of SaaS and IT sales. In his most recent position as Director of Sales Development and Operations, Slava achieved remarkable results, including a substantial 300 percent increase in new business pipeline within the first year. His leadership extended to the assembly of a motivated sales development team, where he played a pivotal role in training them on essential aspects such as prospecting, company services, solutions, pipeline building, and effective communication strategies. Throughout his career, Slava has consistently contributed to the advancement of numerous companies, specializing in enhancing data analytics, cybersecurity, cloud cost management, and data ingestion and transformation processes. These accomplishments underscore his proficiency in orchestrating impactful strategies that align with the objectives of Revenue Operations, making him an ideal candidate for roles at the intersection of sales optimization and business growth.

Overview

13
13
years of professional experience

Work History

Director, Global Sales Development

Rivery
04.2023 - Current
  • Oversaw initiatives to enhance cross-functional collaboration between sales and marketing, resulting in streamlined operations and heightened overall efficiency.
  • Engineered and implemented operational processes, driving 30% monthly growth in Annual Recurring Revenue (ARR).
  • Implemented data-driven strategies, resulting in an exceptional 300% surge in the sales pipeline, underscoring a commitment to precision and measurable outcomes.
  • Orchestrated a high-performing team of 7 Sales Development Representatives, delivering an outstanding 400% boost in meeting pipeline.
  • Directed and optimized operations, offering targeted feedback and corrective measures that propelled a substantial 300% growth in the sales pipeline.
  • Developed a comprehensive Sales Development Representative (SDR) training program grounded in the MEDDICC methodology.
  • Streamlined processes for inbound management by leveraging HubSpot and Salesforce (SFDC), resulting in enhanced operational efficiency and a synchronized approach to lead management.
  • Collaborated closely with executive leadership to shape and guide operational strategy, aligning business objectives and ensuring a cohesive approach to revenue optimization.
  • Formulated a data-informed sales strategy by meticulously analyzing consumer buying trends and market dynamics, resulting in the successful execution of a go-to-market strategy in the European market.
  • Procurement of sales enablement tools, fostering operational efficiency and playing a pivotal role in sustained pipeline growth.
  • Reported to VP of Sales.

Director, Sales Dev. and Operations

Anodot
01.2021 - 04.2023
  • Orchestrated the leadership of a diverse global team of 22, encompassing 2 Managers, 1 Trainer, 18 Sales Development Representatives (SDRs), and 1 Salesforce (SFDC) administrator, fostering a cohesive and high-performing unit across geographies.
  • Spearheaded a transformative effort resulting in an impressive 300% surge in the sales pipeline within the inaugural year, driving substantial growth and revenue opportunities.
  • Proactively enhanced cross-departmental communication among sales, marketing, and customer success teams, fostering seamless collaboration and ensuring a unified approach towards customer satisfaction and business objectives.
  • Collaborated with Salesforce (SFDC) administrators to design comprehensive tracking dashboards, encompassing key metrics such as emails, dials, meetings, conversion rates, and pipeline tracking, enhancing visibility and strategic decision-making.
  • Diligently monitored and documented critical business initiatives, providing weekly comprehensive reports to management, ensuring transparency and facilitating informed decision-making.
  • Formulated innovative sales strategies designed to augment pipeline growth, integrating data-driven insights and market dynamics to drive sustained and scalable results.
  • Developed and successful implementation of a comprehensive training program tailored for both new hires and existing Sales Development Representatives (SDRs), fostering skill enhancement and performance excellence.
  • Led the conceptualization and execution of strategic initiatives, instigating pivotal changes and improvements in business development and sales programs to enhance overall operational effectiveness.
  • Guided cross-functional teams in crafting compelling messaging, orchestrating demand-generation programs, and developing cutting-edge sales tools, resulting in impactful brand representation and enhanced sales effectiveness.
  • Formulated a targeted sales strategy for a newly acquired line of business specializing in Cloud Cost management, aligning market dynamics and consumer needs to drive successful penetration and revenue growth.
  • Oversaw the internal tech stack that empowers both Sales Development Representatives (SDRs) and Account Executives (AEs), ensuring seamless integration and optimization to maximize operational efficiency and sales performance.
  • Reported to the CRO

Manager, Inside Sales Development

IntelliShift
04.2019 - 11.2020
  • Spearheaded the recruitment and cultivation of a high-performing Sales Development Representative (SDR) team, ensuring a strategic blend of talent acquisition and professional growth initiatives.
  • Innovated and implemented an in-depth training program tailored for incoming Sales Development Representatives (SDRs), equipping them with the skills and knowledge needed for immediate impact and long-term success.
  • Surpassed annual pipeline targets by an exceptional sevenfold, showcasing an unparalleled commitment to strategic planning and execution.
  • Partnered with Salesforce (SF) administrators to design comprehensive tracking dashboards, encompassing key performance indicators (KPIs) such as meetings, dials, emails, enhancing real-time visibility and strategic decision-making.
  • Instituted a rigorous interview process designed to assemble a cohesive and high-performing team, emphasizing a strategic approach to talent acquisition and team building.
  • Presented weekly updates on meeting metrics and pipeline growth to C-level management, providing insightful analyses and fostering transparency in strategic decision-making.
  • Engineered an impressive $180 million pipeline within the first year, achieving a remarkable 75% conversion rate from meetings to opportunities, underscoring a strategic and impactful approach to revenue generation.
  • Reported to the CRO

Manager, Inside Sales Development

Varonis
01.2016 - 04.2019
  • Led a team of 15 Federal and Commercial Sales Development Representatives (SDRs), fostering a collaborative and high-performance environment to drive impactful results.
  • Steered the collective efforts of the team towards the attainment of both strategic and operational objectives, ensuring alignment with broader organizational goals.
  • Took charge of the end-to-end employee lifecycle, from recruitment and career development to performance discussions and quota management, fostering a culture of growth and achievement.
  • Engineered the growth and effectiveness of the sales force by implementing strategic hiring practices and ensuring a diverse and high-impact workforce.
  • Accomplished sales objectives by meticulously assigning tasks, creating schedules, coaching, training, and nurturing the professional development of team members.
  • Implemented a meticulously crafted strategic plan for Commercial and Federal Inside Sales Representatives, tailored to address unique territory requirements and maximize market potential.
  • Assumed ownership of and consistently achieved the assigned sales quota, demonstrating a results-oriented and accountable approach to sales leadership.
  • Oversaw and meticulously tracked all sales activities and crucial metrics, ensuring data-driven decision-making and continuous optimization of sales processes.
  • Provided daily comprehensive recaps of team performance to the Inside Sales Director, Regional Outside Sales Director, and CEO, fostering transparent communication and strategic alignment.
  • Collaborated with multiple departments including Sales Operations, Marketing, Education, and Outside Sales, actively addressing and resolving business issues to ensure seamless cross-functional operations.

Business Development Representative

Varonis
01.2014 - 01.2016
  • Grew business within the federal space by helping federal agencies secure their data.
  • Presented and sold Varonis' products and services to current and potential clients.
  • Built a territory plan for the DOD and Civilian territories and executed against the plan.
  • Maintained and expanded the database of contacts within targeted organizations.
  • Sustained sales activities; appointments, demos, proposals, cold calls, dials and database updates.
  • Partnered with Account Managers and Sales Management to determine strategic approaches for sales.
  • Maintained accurate account information and activity detail in Customer Relationship Management system (CRM).
  • Supported reseller communication channel throughout the sales process.
  • Participated in marketing events such as seminars and trade shows.

Account Manager

CDW-G
05.2011 - 12.2014
  • Managed business development for IT solutions within the federal space for DOL, PBGC, EOP, DOC, NSF, NAS, and LOC territories.
  • Launched marketing campaigns to secure government contracts, including negotiating and implementing blanket purchase agreements.
  • Established a wide network of relationships with hardware and software manufacturers, small business partners, government contractors, prime integrators, and IT end-users.
  • Amassed over $11 Million of revenue in territory during 3 - year tenure with company.
  • Maintained a 95% customer satisfaction rate throughout tenure based on biyearly surveys.
  • Earned various manufacturer sales certifications including HP, EMC, McAfee and Symantec.

Education

Bachelor of Science - Marketing and Management

Virginia Tech, Pamplin College of Business
Blacksburg, VA

Skills

  • Federal Sales
  • Enterprise Sales
  • Inside Sales
  • Software/SaaS Sales
  • Hardware Sales
  • CoM(Command of the Message trained)
  • RevOps
  • MEDDICC Implementation and Training
  • Customer Relationship Management
  • Training and onboarding
  • Sales Management
  • Talent Acquisition

Timeline

Director, Global Sales Development

Rivery
04.2023 - Current

Director, Sales Dev. and Operations

Anodot
01.2021 - 04.2023

Manager, Inside Sales Development

IntelliShift
04.2019 - 11.2020

Manager, Inside Sales Development

Varonis
01.2016 - 04.2019

Business Development Representative

Varonis
01.2014 - 01.2016

Account Manager

CDW-G
05.2011 - 12.2014

Bachelor of Science - Marketing and Management

Virginia Tech, Pamplin College of Business

Similar Profiles

CREATE PROFILE
Slava Kitain