Виталий

Vitaliy Shevchenko
BUSINESS DEVELOPMENT & GROWTH MANAGER

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Summary
Business Development & Growth Leader with over 15 years of B2B sales experience and 6+
years in IT outsourcing and software services.
Specialized in full-cycle sales, GTM execution, and sales process optimization. With the
ability to structure outbound engines, coordinate cross-functional teams, and convert complex
opportunities into long-term collaboration.

Experience
CoventIT | 01.25 – Current
As a BizDev & Growth manager, I’m on a mission to global market expansion through a dual focus on
economic diplomacy and managing BizDev operations.
• Economic Diplomacy & Strategic Market Entry: Leveraged the Ukrainian Diplomatic Mission to
secure high-visibility representation at international fairs. Successfully negotiated "no-fee"
participation, resulting in a $5k+ budget optimization and the acquisition of high-intent leads for
turnkey projects.
• BizDev & Localized Outreach: Built and executed localized BizDev campaigns. Managed the full
sales cycle—from crafting region-specific sequences to recording personalized product demos and
prospect transitioning through the sales funnel upto closing deals.
• Complex Deal Orchestration: I’m the key manager for high-profile prospects, from team
augmentation services to specialized LMS with a secure knowledge database for institutional clients.
• Operational Re-engineering: Partnered with the HRBP to re-think the Team Augmentation workflow.
Developed a pre-validated contractor pool that accelerated the recruitment lifecycle, reducing "CV-to-
Client" time by 50%.
• Strategic Partnerships: Established an "Opportunities Exchange" flow with technology firms in
Portugal, Norway, and Spain, shifting the business model toward a high-trust, referral-based growth
engine.
• Sales partner network setup: Explore, engage and contract sales partners abroad to promote our
service locally.
• Legal & Finance: contractual work (in coop with legal), Finance aspects ( Invoice monitoring and
tracking)
• Fractional activities as a product leader for www.auroraflow.ai – AI agent for support/cust. Care dep.
CoventIT | 07.24 – 01.25
As a Senior Sales Manager, I take on responsibility for the full-circle sales processes:
• B2B Sales, end-to-end sales cycle management — from prospecting to deal closure.
• Outbound Engine: sales automation, sequence design, custom communications, performance
reporting, email marketing campaigns and partly infrastructure setup/health check.

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• Outsource/Outstaff: SDLC awareness & software-delivery alignment. Staff augmentation business
actions from processes, dev sync, proposal, deal negotiation and closure.
• Data & process: Sales stage transitions, sales metrics, bid-to-credit reporting, CRM pipeline hygiene.
Sales processes. Automation & manual prospecting, not afraid to give a call.
• Tools & platforms — hands-on experience with: LinkedIn + LIHelper and SN, Managing omni-
channel sequence campaigns, Apollo and Loosha user, Pipedrive and HubSpot, ActiveCampaign,
Upwork user.
• Team collaboration: Liaise with leadgen + SDR + Recruiting + COO. I act like a deal glue
• AI…ai…AI?: prompting, data enrichment, CV validation, self-consciousness check ;)

FOURMETA | 04.24 – 07.24
As a Fractional Head of Sales, I was on a mission to manage the sales department and implement best
outbound practices, pivoting from valuable Upwork-based manual outreach to a scalable, automated
multi-channel "Outbound Engine". Acting as a team leader and coach along the daily routine.

> Sales & Process Engineering: Architected a multi-channel outbound engine using LinkedIn Helper,
Apollo and ActiveCampaign, to launch new HTML/PDF automated sequences to elevate brand
perception. I leveraged a LinkedIn tool and launched a multi-tenant approach, combining it with Apollo, to
target our ICPs.

>Team Leadership: Managed a remote team of 4 SDRs. Mentor a Team Lead, focusing on LinkedIn
automation (LinkedIn Helper) and relevant Upwork bidding strategies.

> Operational & Legal Compliance: Identified critical gaps in existing "Upwork-style" client contracts;
collaborated with legal counsel to draft standardized, high-clarity Master Service Agreements (MSAs) to
protect agency interests and clarify both sides' responsibilities and termination process.

> Performance Management: Standardized sales reporting by implementing a "Bid-to-Credit" efficiency
ratio, allowing leadership to visualize the direct ROI of lead generation spend and adjust targeting filters
based on the "retro"

> Cross-Functional Collaboration: Partnered with Shopify and Design Leads to streamline the
"Estimate-to-Proposal" workflow, ensuring technical feasibility and accurate pricing.

>CRM Strategy: I was an advocate of Pipedrive and migrated from (ClickUp) to Pipedrive to separate
historical sales data from project execution, emphasizing clear stage transitions, relevant data and
pipeline visibility.

POWERCODE | 11.22 – 03.24
IT Outsource / Outstaff Company
I was on a mission as Sales & Team lead: I combined the roles of SM/AM manager for my projects.
Deeply involved in project facilitation from scratch, proposal preparation & negotiation and team
interaction, project upsell and sprints. I proactively managed 4 projects as a key person for the project
stakeholders. Project duration is from 2 up to 6 months.
Sales activities: I encompass responsibilities, starting from the upper sales funnel, LeadGen activity,
down to the Closing deal & contracting. I have a client-centric & consultative sales approach and keep an
eye on the lead's pain points, company UVP, case studies, and interpersonal rapport with the prospect.
I'm engaged in leadGen, sales enablement, leads’ qualifications, pre-sale activities working with PM and
Delivery department on RFX. I initiate communication from A to Z with the clients.

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Outstaffing (Team Extension model), liaising with the partnership department. Prepare all
CV’s + intro, interacting with Lead > Company > Dev get the contracts done.
UNICSOFT | 11.21 – 11.22
IT Company in domain of Blockchain, ML/AI, DeFi
I was on a mission as a Business Development manager, leading and managing the entire sales
process (lead interaction from MQL up to close deal; meetings, lead qualification, proposal
preparation/presentation, sales pitch, sales data analysis, agreement conclusion, LinkedIn
engagement, brainstorming and sales meetings)
• Outsource: lead qualification, identify needs of the lead, RFX preparation, objection
handling, closing deal, the Discovery phase driving process for all pre-sales team, SDR
team interaction(lead communication supervision; e-mail scripts)
• Outstaff: scoping TE requirements, liaising with recruiting & prospects, presenting Dev on
Intro., CRM hygiene, and deal management.
• Team interaction: with pre-sales team; SDR and marketing team; delivery department;
recruiting; PM’s; financial dept.
• Contractual work (Agreement conclusion, CRM, agreement discussion/updates,
general workflow coordination)
• Pre-sales and post-sales assistance (within the Discovery phase + Dev phase transition)

ETS | International: | 04.20 – 11.21
Innovative air/travel data provider. www.etsgroup.travel)
As a Sales manager for CIS countries, I was on a mission to conduct:
• Sales: outreach, communications (discovery/qualification), product pitch, sales data analysis,
objections,agreement work, LinkedIn engagement)
• Account management (sales reports, complete cycle of client’s work)
• Planning and data analysis (sales data analysis, forecasting)
• Contractual work (Agreement conclusion, CRM, agreement discussion/updates, general
workflow coordination)

Take n Fly | 12.18 – 04.20
IT startup as software for tracking sales & analytics in the aviation & travel industry and correct
data exchange between GDS (general distribution system) and local Agent database)
As a Sales person, I conduct:
* Client outreach, meetings, product pitching, building pipeline of clients,
* Sales visits, discovery calls, product presentations and work with client’s objections &
proposal preparation
* Communication at different levels from ticket agent to the CEO and guide clients through the
sales funnel.
• Drip marketing experience, as there are long sales cycles.

AVIAREPS GSA | 04.11 – 07.19
www.aviareps.com| representation and marketing company | airline & travel destination
As a Regional Sales Manager Ukraine, I represent multiple international airlines and lead
commercial sales, marketing, and distribution development across the Ukrainian market. Managed
contractual negotiations and agents (B2B) onboarding, delivered product trainings and webinars,
executed CRM-driven campaigns, and provided airlines with market analysis and benchmarking.

Travel Company #3 in UA: "Alvona" Odesa, Ukraine. | 03.08 – 04.11
As a Head of SalesI was on a mission of managing 10+ ppl, developing B2B sales, conducting
commercial work with suppliers (airlines), market analysis, contract conclusions, sales plan development
and implementing internal training for the staff.

“Austrian Airlines”. Odesa, Ukraine
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 Position: 1 0 /2006 – 03/2008. Austrian Airlines regional manager in the South of UA.
I was on a mission for the Head of the Airline Office locally. Handling the wealth of responsibilities incl:
Sales & marketing activities & planning, staff managing, unit budgeting & management,

EDUCATION

Master’s Degree in Project Management & Economics
National Academy of Public Administration under the President of Ukraine
Focus: Project management, economics, and team management

PROFESSIONAL DEVELOPMENT
Sales & Business Development
• IT Sales Management — IAMPM (2021)
• Pre-Sales Strategy — IAMPM (2023)
• Advanced Negotiation Training (Air Arabia Training Center)
• Negotiation & Sales Training — Aviareps

Communication & Leadership
• Effective Communication — EY Business School
• Emotional Intelligence (EQ) — Thomology Institute

Continuous Learning
• LinkedIn Learning: Sales Questioning & Sales Psychology

LANGUAGES
• English — Upper-Intermediate (B2)
• Ukrainian — Native
• Russian — Native

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