Vitalii

VITALII KUZENKO
Head of Business Development · B2B Partnerships & Account Management
Kyiv, Ukraine · [відкрити контакти](див. вище в блоці «контактна інформація») · [відкрити контакти](див. вище в блоці «контактна інформація») · [відкрити контакти](див. вище в блоці «контактна інформація»)

PROFILE
B2B business development leader with 9+ years across software development services, digital products and iGaming. Grew a
development group's annual revenue from $300K to $3M and built its product subsidiary from zero to 10+ live platform
integrations. Owns the full commercial cycle: outbound and prospecting, discovery, negotiation, NDA and contract, onboarding,
account growth and upsell and builds long-term partner relationships rather than one-off deals. Technically fluent without being
an engineer: runs pre-sale scoping, estimations and technical discovery directly with delivery teams and clients' CTOs. Builds
and leads sales and lead-generation teams, and opens new markets through direct outreach and industry events.

CORE EXPERTISE
● Full-cycle B2B sales: outbound and lead generation, discovery, negotiation, NDA and contract, closing
● Partnerships: strategic, channel and integration partnerships; services and outsourcing contracts, licensing, rev-share / GGR
● Account management: onboarding, delivery coordination, retention, upsell and cross-sell, renewals and account expansion
● Markets: Europe, USA, CIS, Asia, India
● Verticals: software development services, digital products, gaming and iGaming (operators, aggregators, platform providers,
studios)
● Technical fluency (non-engineer): pre-sale scoping, estimations and milestone breakdowns; integration and API flows; game
mechanics and math models
● Leadership: hiring, quota setting, 1:1s, performance reviews, pipeline forecasting
● Tools: NetHunt, HubSpot, AmoCRM, LinkedIn Sales Navigator, Linked Helper, Waalaxy, Reply.io, Snov.io, Jira, Trello,
AirTable, Slack

EXPERIENCE

Head of Business Development — Alta Games / UTIN Feb 2024 – Present
Game developer — B2B services and in-house products. One company under two brands: Alta Games (B2B) and UTIN (own products).
● Own the full commercial cycle end to end — outbound, negotiation, NDA and contract execution, invoicing and ongoing
account management.
● Manage key client and partner relationships after signature: onboarding, delivery coordination, retention and upsell into
existing accounts.
● Position the B2B portfolio to publishers, platforms and partners; identify and open new markets and partnership channels.
● Built the outbound function from scratch: NetHunt CRM, Sales Navigator, Linked Helper and Snov.io, and run lead
generation and pipeline on it.
● Represent the company at online industry conferences and events, building and maintaining the partner network.
Head of Business Development — Diversido Sep 2023 – Feb 2024
Software development company.
● Led a team of five sales and lead-generation managers: set individual quotas, ran performance reviews and weekly 1:1s.
● Rebuilt the outbound process on NetHunt, Waalaxy and Reply.io: sequences, targeting and CRM pipeline structure.
● Owned pre-sale documentation, NDAs and contracts end to end, from first touch to signature.
● Partnered with HR on commercial hiring: CV screening and interviews for sales and lead-gen roles.
Business Development Director / CBDO — EJaw Group (Estonia) Feb 2018 – Aug 2023
Parent company in software and game development outsourcing. Led business development across the group and its two subsidiaries, operating in
separate verticals.
● Grew group annual revenue from $300K to $3M, a 10x increase across the group's services and product lines.
● Led the commercial organisation across the group: 10+ sales and lead-generation managers, as the decision-maker on
pricing, deal terms, hiring and go-to-market priorities.
● Built and owned long-term client and partner relationships across Europe, the US, CIS, Asia and India: from first contract
through repeat and expanded engagements.
● Closed development and outsourcing contracts with technology clients, studios, platform providers and iGaming operators.
● Owned budgeting, forecasting and invoicing for the commercial function.
● Represented the group at industry conferences including SiGMA, ICE and IGB. Partner meetings, lead generation and
market intelligence.

HeronByte (subsidiary) B2B product line — slots and skill-based games provider · Apr 2020 – Aug 2023
● Developed HeronByte from zero as a B2B product business: positioning, commercial model, partner pipeline and the
integration process behind it.
● Connected 10+ platform partners (operators and aggregators), establishing the company as a live B2B supplier.
● Managed the partner base after integration: performance reviews, portfolio expansion and upsell into existing accounts.
8sell (subsidiary) Custom software development, non-gaming solutions
● Ran business development for the group's non-gaming software line: client acquisition, proposals and contract negotiation
for custom development projects, diversifying group revenue beyond gaming.
IT Business Development Manager — GoFriends Jul 2017 – Dec 2017
● Headed the lead-generation team; owned the Upwork pipeline, proposals, estimations and milestone breakdowns, and acted
as project manager on selected delivery projects.
IT Sales Manager · IT Sales / Account Manager — Springs · Tangram Ukraine Feb 2016 – Jul 2017
● Full-cycle B2B sales and account management: proposals, estimations, closing, then ongoing account ownership and
delivery coordination from kick-off to hand-over.
Earlier International retail sales — LVMH / Starboard Cruise Services (2014–2016, Miami) and Dubai Duty Free (2012–2013,
UAE). Customer-facing sales in multi-currency, multi-market environments.

EDUCATION
Cherkasy National University — Specialist and Bachelor's degrees, Faculty of Foreign Languages (English)

LANGUAGES
English — C1 · Ukrainian — native · Russian — native