Selling the software, not just building it
10+ years in sales, customer success and process improvement · SaaS, IT and fintech · Names withheld
Software is usually built by one kind of person and sold by another, and the two rarely understand each other.
The full sales job run end to end, plus the systems that made the pipeline repeatable.
EUR 3M+ closed across 300+ clients signed, with client churn under 2%.
Stack
The problem
Software is usually built by one kind of person and sold by another. The builder cannot hold a commercial conversation, and the seller cannot answer a technical question without booking a second call. I have spent 10+ years on the selling side, roughly 3.5 years of that in closing roles as an account executive, and the whole time I was also the one fixing the systems behind the selling.
What I built
One job, run end to end: find the deal, qualify it, run the discovery, close it, keep the client.
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A daily and weekly rhythm I stuck to: sourcing targets, outbound touches, booked meetings, and one pipeline review every week, with the CRM kept clean the same day.
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Value-based discovery with technical buying teams as well as commercial ones. Trained in MEDDIC qualification and solution selling. Deals ran from 15k to 50k EUR, with sales cycles from two weeks to five months depending on the product and the buyer.
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In one role I built the sales structure from scratch: a documented CRM sales process and shared playbooks, so colleagues could sell with more confidence instead of guessing.
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Automated lead generation that delivered thousands of leads, plus better CRM workflows that took the admin work off the people selling.
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Sales and marketing automation that raised client conversion 250%. On the customer side I revived 40+ inactive accounts, raised client engagement 15% and brought churn under 2%.
Proof
Ranked first on the team in one role. 10+ years across sales, customer success and process improvement in SaaS, IT and fintech, roughly 3.5 years of it closing as an account executive. Salesforce Certified Administrator and Certified Associate, plus Cardone University sales training.