• Lead and manage a team of talent assessment professionals, providing guidance, support, and mentorship.• Maintain effective assessment methodologies and tools to identify top talent.• Continuously evaluate and refine talent assessment processes to ensure efficiency, effectiveness, and alignment with industry best practices.• Conduct in-depth analysis of assessment data to identify trends, patterns, and insights to inform talent acquisition and development strategies.• Stay updated on the latest trends and innovations in talent assessment to drive continuous improvement and stay ahead of industry standards.• Develop and deliver training programs to enhance the assessment skills of hiring managers and interviewers.• Provide strategic recommendations to senior leadership based on assessment findings and insights.

• Strategically drive talent acquisition initiatives to meet organizational growth and hiring goals.• Lead a high-performing team in sourcing, screening, and selecting exceptional candidates across multiple locations.• Implement innovative sourcing strategies to identify and engage diverse talent pools.• Build strong partnerships with internal stakeholders to understand hiring needs and develop effective hiring strategies.• Drive employer branding initiatives to position Andela as an employer of choice in the tech industry.• Utilize data-driven insights to optimize talent acquisition processes and improve time-to-fill metrics.• Foster a culture of continuous improvement, learning, and development within the talent acquisition team.• Collaborate with cross-functional teams to align talent acquisition strategies with overall business objectives.• Champion diversity, equity, and inclusion in all aspects of talent acquisition efforts.• Cultivate and maintain relationships with external partners to expand talent pipelines.

• Develop and implement sales strategies and plans to achieve company growth targets and objectives.• Lead a high-performing sales team, providing coaching, guidance, and motivation to drive exceptional results.• Build and maintain strong relationships with key clients, ensuring customer satisfaction and loyalty.• Identify new business opportunities and forge strategic partnerships to expand the company's market presence in EMEA.• Collaborate with cross-functional teams, including marketing and product development, to align sales efforts with overall business goals.• Develop and manage the sales budget, including forecasting, resource allocation, and expense control.• Analyze sales performance data and generate reports to track progress, identify areas for improvement, and make informed business decisions.• Represent the company at events, conferences, and trade shows to enhance brand visibility and generate new leads.• Ensure compliance with company policies, procedures, and ethical standards in all sales activities.• Drive innovation and contribute to the evolution of sales processes and tools to increase efficiency and effectiveness.• Engage with senior executives and stakeholders to communicate sales strategies, progress, and results.

• Provide industry-specific coaching and training to clientele• Coordinate with sales teams to define value proposition• Gather useful information from customer and competitor data• Brainstorm strategies for growth, positive change and improvement• Identify and research potential clients• Lead generation• Define KPI's and sales metrics

• Managed and provided leadership to a team of 10+ individuals, consistently driving them to surpass their quotas by an average of 40%.• Successfully resolved complex issues with high-profile customers, nurturing relationships and expanding the return customer base.• Proactively engaged in various initiatives including product training, demonstrations, consumer awareness campaigns, branding efforts, and strategic acquisitions, resulting in increased awareness and revenue growth.• Demonstrated a keen understanding of customer business needs, fostering strong relationships and identifying opportunities for cross-selling additional services.• Developed and delivered comprehensive sales and account management training to Inside Sales Representatives (ISRs), minimizing process lag and optimizing performance, efficiency, and profitability.• Conducted a thorough analysis of company training methods, identified areas for improvement, and implemented adjustments that resulted in enhanced efficiency, surpassed training goals, and improved closing rates.• Utilized Gong.io to design and implement targeted training programs for Inbound, Outbound, and Account Managers, leading to an immediate increase in closing rates from 3% to 5%, consequently reducing new client acquisition spend.• Led the team to achieve a record-breaking 40% increase in sales, increasing the annual revenue to $600M.• Successfully resolved critical customer issues, resulting in a 30% increase in customer retention and a 20% growth in repeat business.

• Facilitated communication and promotion of organization standards to all members of the sales team, generating buy-in.• Facilitated incorporation of expectations for organization standards into performance measures.• Evaluated training and reports on progress of training programs, either internally or with external consultant assistance• Assisted building job descriptions, performance expectations and management, hiring questions, etc.• Assisted developing methods for recognition of effective performance and improvement, for individuals, groups and as an organization• Partnered with the HR team, evolve and enhance Toptal's people-centric employee experience, engagement, and culture programs on a global scale.• Helped with planning and facilitation of employee activities, programs, and events that reinforce the culture of Toptal.• Developed an early Toptal’s employee reward and recognition programs.• Supported new hire onboarding experience with employee engagement and culture initiatives.

• Managed a fully distributed sales team (30+ members) that increased revenue from $30M to over $300M ARR.• Worked on revenue models, process flows, operations support and customer engagement strategies.• Designed and implemented sales training programs and documentation.• Interviewed 100+ candidates, and hired 98% of the team at the time.• Developed partnerships and strategies with 3rd party companies to increase brand recognition and consumer reviews.• Consulted with product development teams to enhance our product based on customer data.• Identified gaps and worked on implementing critical features that reduced the sales cycle by 30%.• Contributed to a total increase of +700% in total talent engagements over 5 years.• Contributed to a total number of clients served by +900% over 5 years.• Successfully implemented experiments through AB testing to increase close rates by 30%.• Exceeded sales quotas and increased profitability through effective sales strategy and business planning. • Maintained 40% growth on SMB that kept the company in hypergrowth.

• Expanded Toptal's influence by helping organize events, meet-ups and gatherings• Advised local freelancers on how to build their income through Toptal.• Connected with many industry changers and people looking to take their skills to another level. • Worked with devshops and individuals to identify onboarding issues, and helped design improvements that increased talent retention leading to more applications and higher success rate. • Directly sourced a dozen candidates that contributed to the overall ARR of the company.

• Supported market research activities, including metrics and requirements development and risk management.• Recommended changes, improvements or deletions in products according to customer feedback.• Developed and implemented pursuit plans for all opportunities with assigned key accounts.• Prepared cost estimates by studying customer documents and consulting with project managers.• Designed and delivered product training for clients.• Suggested ideas for product evolution and new product variants. • Improved sales by managing sales lifecycle from lead generation through contract negotiations and closings.• Liaised with customers, management and sales team to better understand customer needs and recommend appropriate solutions.• Achieved and sustained consistent revenue streams with $7M+ book of business by regularly servicing accounts and connecting with customers to promote new products while being a top performer.• Orchestrated successful promotional strategies, boosting revenue 15% in 3 months.• Forged and nurtured impactful relationships with customers to cultivate loyalty, boosting customer satisfaction ratings to an average of 98% satisfaction.• Successfully closed the biggest accounts at the time. McKinsey Consulting, Udemy, IDT Corporation etc.

• Audited, reviewed and raised quality of marketing content in external communication with applying candidates.• Created templates and outreach programs to increase application to screening rate.• Monitored external communication quality and investigate quality variation.• Provided feedback and linguistic coaching to external talent.• Identified and pursued quality improvement initiatives in collaboration with other internal teams. • Reduced wait time to schedule appointments for candidates by 300% through coverage and shift dynamics.• Increased headcount by 200% while decreasing annual cost by hiring in specific countries.• Developed written and video training materials from the ground up for more than 30 members of the organization.• Increased interview rate by 150% directly impacting revenue.

• Conducted over 1000+ phone screens in approx 3 months.• Managed to conduct 400% more interviews then the next best person in the team.• Quickly rose through the ranks to offer support in handling talent objections and confusion with onboarding materials and steps.• Helped design a more simplified onboarding process, which in return reduced the appointment setting time.• Improved security measures to prevent cheating during algorithm testing.• Built a network of 5000+ developers, designers and PMs.

At Great Heights, we are committed to support you at all stages within the course seeking process and we want you to enjoy the experience of finding jobs - the job that suits perfectly to your nature and personality. Our success has been built upon maintaining long-term relationships with our clients and providing them with a professional and top quality service. In our relationships with both local companies and major corporate accounts, we focus our people and business processes towards the primary goal of providing the courses and training for the people. Great Heights takes the time to understand your needs and expectations and you will find that no other training agency is more dedicated to your career needs.• Developed and implemented customer support strategies, policies, and procedures to enhance customer satisfaction and improve overall service quality.• Monitored customer support performance metrics and key performance indicators (KPIs) to track team performance and identify areas for improvement.• Conducted regular training and coaching sessions for customer support representatives to enhance their product knowledge, communication skills, and problem-solving abilities.• Implemented customer feedback mechanisms, such as surveys and feedback forms, to gather insights and ensure continuous improvement in customer support processes.• Managed and resolved escalated customer issues and complaints, demonstrating a proactive and empathetic approach to problem-solving.• Utilized customer relationship management (CRM) software to maintain accurate records of customer interactions, track support tickets, and generate reports on customer satisfaction and support performance.• Stayed updated with industry trends and best practices in customer support, incorporating innovative approaches and technologies to deliver exceptional service.

Established and implemented project management processes and methodologies to ensure on time / on budget delivery, with highest levels of client satisfaction. Assigned tasks to team members based on email requests thus ensuring completion of tasks on time.Performing basic review of design work (to confirm it meets requirements) before sending for approval.

• Worked closely with professional services to generate revenue and customer satisfaction.• Prospected, identified, qualified and developed sales pipeline in a defined territory. • Enhanced business relationships to create and leverage additional opportunities. • Conducted light technical analyses to retain customers and upsell products • Met frequently with technical, product management and service personnel to stay current on company offerings and business policies.• Generated and followed up on lead lists resulting from specific marketing campaigns.• Provided sales consultations on functional and stylistic benefits of each custom product.• Increased revenue by 200% in 3 months time and overachieved all sales goals.• Conferred with customers about concerns with products or services to resolve problems and drive sales.• Educated customers on promotional options, sales policies and methods for obtaining desired results from company offerings.

This role required strategic planning, improvement of operational efficiencies, team building and project management for the web development industry. I needed to quickly understand complex concepts, identify and solve problems and turn ideas into logical strategies while implementing systems that would optimize staff and business productivity.• Kept projects on schedule by managing deadlines and adjusting workflows as needed.• Provided technical advice on web development projects and initiatives to other freelancer designers and developers.• Oversaw onboarding and mentorship, planned and executed meetings and developed project documentation.• Tracked all hours and expenses to keep project on task and within budgetary parameters.• Maintained project schedules by managing timelines and making proactive adjustments. • Conducted research and gathered key information for use in upcoming project planning.• Supervised multiple projects from project start through delivery by prioritizing needs and delegating assignments.

• Handling customers’ incoming queries via live chat, e-mail and occasionally performing outbound phone calls, both in English and Croatian, in cooperation with internal departments such as Payments and Bookmakers.• Verifying customers’ identification documents and checking their legitimacy in line with WWin restrictions and compliance regulations.• Creating and maintaining a Knowledge Base (including Anti Money Laundering) for all procedures affecting Customer Service.• Involved skills: quick learning and problem-solving capacities while working under pressure; customer oriented approach, strong knowledge of products, procedures; ability to work in a team environment.• Produced reports for senior managers and company directors ensuring processes and team performance align with company objectives. • Assured sufficient data quality as needed for efficient and effective investigations, analysis in the area of Sportsbook security, creating action plans to address identified problems, implement decided solutions where feasible for this position.• Proactively monitored and reviewed accounts and transactions data for suspicious sports betting activity and possible bonus or affiliate fraud.• Identified areas requiring increased security controls to protect both the organisation and customer from fraud. • Created detailed records of suspicious activity, analyse trends, industry security threats and provide recommendations to mitigate loss.