Ірина

Iryna Khmelova

GTM & Sales Operations | Funnel Process, Automation & Reporting | Partnerships & Business Development Background
Lviv, Ukraine (Office or Remote) | [відкрити контакти](див. вище в блоці «контактна інформація») | [відкрити контакти](див. вище в блоці «контактна інформація») | [відкрити контакти](див. вище в блоці «контактна інформація»)

SUMMARY

B2B professional with 4+ years in partnerships and business development at AltexSoft, preceded by lead generation and direct
B2B sales in IT services. A large part of this work was operational: designing the outbound and partner funnel, building the
automation and data behind it, adding qualification steps, and tracking funnel metrics for regular reporting. Now looking to shift
my focus toward GTM / Sales Operations roles, where building and improving the system behind the pipeline is the main job
rather than one part of it. Hands-on with Clay, Make, n8n, Zoho CRM, and Pipedrive (implemented from scratch); currently
learning SQL.

EXPERIENCE

Partnership Executive — AltexSoft November 2021 – June 2026
• Designed and ran the outbound funnel for the partner channel: ICP frameworks, segmentation, and multi-channel
campaign architecture (email, LinkedIn, InMail) — 61 campaigns and ~16,000 contacts, tracked stage by stage in CRM
• Built the enrichment and automation stack behind outreach with Clay, Make, and n8n, connected to Lemlist, Expandi,
and Zoho CRM
• Audited campaign performance against reply-rate data and iterated on targeting and messaging — reply rate grew from
7–10% to 24–28% as the process matured; 190 partner intro calls in total
• Introduced a partner-qualification step on the first call (segment fit, active clients, network) with go/no-go criteria before
investing in research and presentations, so team time stopped going to partners that did not convert
• Standardized pre-call preparation: defined research criteria and a one-hour pre-meeting deadline and handed the work to
researchers — shorter prep time with the same call quality
• Automated daily pipeline visibility: connected Notion lead and company databases to Claude to generate a morning brief
(lead statuses, overdue follow-ups, weekly priorities), replacing manual checks across CRM, email, and calendar
• Tracked plan-vs-actual KPIs for direct outreach and partner referrals in Excel reports; documented processes and
handoffs, including passing partner referrals to the SDR team
• Led the AWS Partner Tier project (~8 months), coordinating Resource Engineering, Delivery, and Marketing on
certifications and deadlines — achieved Select Tier (MDF access, AWS Marketplace listing) and prepared the
cost/benefit assessment for the next tier; applied the same process to secure Microsoft Solution Partner Designation
• Built and ran the partner program across Travel & Hospitality, Financial Services, and Insurance: partner sourcing,
commission terms negotiation, and onboarding
Lead Generation Specialist — SSA Group Feb 2020 – Oct 2021
• Ran the end-to-end outbound process for B2B IT services: list building, sequencing, lead qualification, and handoff to
the BDM team
• Set up and ran automated outbound campaigns via LinkedIn and email
Sales & Business Development Manager — IT-Rex Mar 2016 – Oct 2019
• Implemented Pipedrive CRM from scratch: migrated data from Excel, configured the sales pipeline and stages, and
trained the team on daily use
• Mentored 2 new team members on sales process and CRM/outreach hygiene
• Generated 1–2 new clients per month through outbound prospecting across European markets
• Conducted market research to support positioning and go-to-market decisions

PROJECTS

• AI workflow library for outbound (Claude): reusable workflows for hypothesis building, ICP definition, copy generation,
campaign naming, and stress-testing campaigns before launch

SKILLS

Operations: Funnel design & reporting, Qualification criteria, Process documentation (SOP), CRM data hygiene, Cross-
functional coordination
Automation & Data: Clay, Make, n8n, Notion, Excel / Google Sheets, SQL (learning)
CRM: Zoho CRM (daily user), Pipedrive (implementation)
Outbound tools: Lemlist, Expandi, Instantly, LinkedIn Sales Navigator
AI: Claude (workflows and automations), ChatGPT, Perplexity
Languages: Ukrainian (native), English (B2)

EDUCATION

Master’s degree, Economics — Kharkiv Regional Institute of Public Administration (2014–2015)
Bachelor’s degree, Economics — Kharkiv Regional Institute of Public Administration (2010–2014)

This resume was prepared with the use of AI tools, reviewed and approved by me personally, and the information is up to date.