Іван

IVAN BAYEV
Business Development Manager · Strategic Partnerships · Go-to-Market · Product & Project Management
Warsaw, Poland · open to relocation | [open contact info](look above in the "contact info" section) | [open contact info](look above in the "contact info" section) | [open contact info](look above in the "contact info" section)

PROFESSIONAL SUMMARY

Business Development Manager with 10+ years across business development, product management and project delivery in
deep-tech, B2B SaaS and hardware. Co-founded a cybersecurity company and took it from zero to first paying customers
and a live European pipeline, owning go-to-market strategy, pricing, partner ecosystem and contract negotiation at
decision-maker level. Comfortable writing the strategy deck, running the sprint board, and closing the deal in the room.

Three things I am reliably good at: turning a vague idea into a shippable scope; landing the first ten customers when
there is no brand to lean on; and keeping engineering, marketing and clients pointed at the same number.

CORE COMPETENCIES

Business development Strategic partnerships · Partner ecosystem & alliance management · Channel partnerships ·
Co-selling · Market expansion · New business development · Partner recruitment & onboarding
B2B sales Enterprise sales · Pipeline development · Lead generation · Outbound prospecting · Consultative & solution
selling · Discovery calls · Proposal development · Contract negotiation · Deal closing · C-suite engagement
Go-to-market GTM strategy · Market entry & territory planning · ICP definition · Pricing strategy · Competitive positioning ·
Market research & competitive intelligence · Product launch
Revenue & analytics Revenue growth · Pipeline value & forecasting · ARR / MRR · Average contract value · Win rate · Sales
cycle length · Sales metrics reporting to senior management
Product & delivery Product management · Project management · Discovery · Roadmapping · Scoping & estimation · Agile /
Scrum · Stakeholder management · Cross-functional collaboration · Vendor management
Leadership SDR team building · Hiring & onboarding · Sales enablement · Mentoring · Strategic planning · Stakeholder
alignment

PROFESSIONAL EXPERIENCE

Co-Founder, Business Development | Vulnebify · Cybersecurity / AI · 2024 – present Worldwide
AI-driven cyber deception: automated, customer-specific decoy infrastructure and validated geopolitical threat intelligence
for telecom operators, banks and enterprises.
– Own the full commercial function: positioning, pricing strategy, sales motion, partner ecosystem and revenue targets.
– Built the Europe-first go-to-market strategy — market entry sequencing, ICP definition, per-customer pricing for
customised deployments, and a free-trial motion to shorten the enterprise sales cycle.
– Build and manage the outbound pipeline end to end: prospecting, discovery calls, technical scoping with engineering,
proposal development, contract negotiation and deal closing at decision-maker level.
– Led the strategic pivot from AI-enhanced offensive scanning to defensive deception, based on buyer discovery and
competitive positioning rather than internal preference.
– Develop technology and channel partnerships across the European market, including co-selling and integration
partnerships with adjacent security vendors.
– Represent the company at industry events (like Web Summit, InScience, Open World) and conferences to build brand
visibility and strategic relationships — including a TADSummit 2026 session on AI-enhanced attack and defence.
– €500K+ enterprise contracts across EU & Switzerland, USA, Singapore
– Founded and scaled companies in regulated markets
– Participated in recording podcasts on cybersecurity
Product Manager | The Health Plate · HealthTech · 2022 USA
– Owned the product for a clinical-nutrition service operating online and in person: discovery, roadmap, release scope
and the client-facing feedback loop.
– Coordinated cross-functional delivery between engineering, marketing and operations to ship against a defined
roadmap.

Product / Project Management & Business Development | Warp Technologies · AirLogix · ScanGo US · Dreamer
LED · IoT / Retail-tech / Hardware · Ukraine, USA
– Delivery and commercial ownership across IoT, retail-tech and hardware products: scoping and estimation, vendor and
stakeholder management, product launch and new client acquisition.
– Ran cross-functional projects from requirements to launch, managing timelines, budgets and third-party suppliers.

Business Development / Delivery | Incode Group · OpenGeeksLab · B2B software services · 2022 Switzerland
– Outbound and inbound B2B sales for custom software development: lead generation, qualification, technical scoping
with engineering, proposal and estimate ownership, negotiation and closing.
– Managed the pipeline and reported conversion and forecast to management.

Founder / Manager | Art Centre LOFT "Mlyn" · 2017 Ukraine
– Built and ran a cultural venue end to end: concept, space, programming, team, partners and P&L. The unglamorous
version of operations — and the reason nothing about running a business surprises me.

SELECTED PROOF OF WORK

– Drone decoy systems, Ukraine — designed and built decoys used to expose and waste Russian munitions and reveal
firing positions. The same principle, cheap and convincing deception at scale, is now the core of Vulnebify's commercial
product.
– Strategic pivot under uncertainty — repositioned a working offensive-security product line toward defence on the basis
of buyer conversations rather than internal preference.
– Public technical credibility — conference session on AI-enhanced hacking and automated deception, TADSummit 2026.
– Zero-to-one commercial build — took a deep-tech product from no brand and no pipeline to a live European enterprise
pipeline.

TOOLS & DOMAINS

CRM & sales stack, Product & PM [Jira · Notion · Confluence · Figma · Linkedin]
Domains Cybersecurity · AI & agentic systems · Fintech, crypto and Web3 (working knowledge) · IoT & hardware · B2B
SaaS · Marketplaces & retail
Languages Ukrainian (native) · English

Soft skills: Strategic Thinking · Leadership · Negotiation · Problem Solving · Adaptability · Ownership · Relationship Building ·
Entrepreneurial Mindset

Hard skills: Business Development · Market Research · Competitive Intelligence · Product Strategy · Financial Modeling ·
Sales Strategy · Project Management · AI & Automation · Data Analysis · Negotiation

EDUCATION

Zaporizhzhia State Engineering Academy — Micro and Nanotechnology
Small Academy of Business Administration — Business Administration
Hobbies: Philosophy and existentialism, Analog photography, Filming, Wild camping, Rock climbing, Cooking dishes from
different countries, Creating things from scratch, hand crafting, dogs.

Collecting vintage items, Alternative cinema.

References and a walkthrough of any project above available on request.

p.s. I collect ideas the way normal people collect fridge magnets