KONSTANTINA KOULOUKI

• Collaborate with the founders to define and refine sales processes to drive efficiency, open to new markets, reduce the sales cycle, and increase win rates
• Partner with product and manage marketing, sales and customer success teams to align go-to-market strategies
• Coordinate with product team to gather insights and feedback supporting sales strategies and product roadmap enhancements
• Conduct research to identify key market trends, customer pain points, and competitive landscape, feeding insights back into the go-to-market strategy
• Analyze sales data to identify gaps in the sales process and open 2 new markets (UK, US and Canada)
• Design, implement, and optimize go-to-market processes and workflows to ensure smooth execution
• Provide ongoing support to sales, answering product-related questions and troubleshooting challenges
• Support customer onboarding and product adoption

• Managed incoming internal project requests for ERP system enhancements (Workday and Zuora) for all core finance functions including Quote-to-Cash, Procurement & Suppliers and Receivables teams
• Break down around 15 new projects into actionable and executable team tasks per quarter for a team of 5 engineers
• Supervise sprint cycle operations and managed scrum events for 2 teams
• Coordinated the deployment of new systems, ensuring minimal disruption to business operations, like design and implementation of Jira automations
• Collaborated with IT specialists to design and refine system specifications for business applications, like our ServiceNow implementation project, including user acceptance testing
• Managed cross-functional teams to deliver projects within agreed timelines and budgets
• Presented findings and recommendations to senior management, aiming to identify inefficiencies and recommend improvements for operational excellence

• Merged Lenses.io GTM Systems with Celonis CRM Systems, end-to-end
• Worked with another 3 merge and acquisition projects, including systems like PowerBI, Zuora and Salesforce
• Worked with Customer Support to enhance operational efficiency on Salesforce Service Cloud Functions
• Streamlined internal after sales processes, increasing performance of cases layout and SFDC workflows
• Designed together with P&E, a ticketing system to reduce resolution time and increase cross-functional collaboration and customer satisfaction rates
• Designed and implemented internal Knowledge Base together with Customer Support team
• Execute community engagement initiatives together with the Academy team, enhancing company reputation on our learning center

• Fostered a culture of continuous improvement in CRM adoption among team members in collaboration with leadership and hr teams
• Designed and implemented CRM flows, analytics and processes in Salesforce, Zendesk, Zoho and other GTM and IT systems
• Monitored CRM system performance, identifying areas for improvement to enhance user experience
• Coordinated the migration of customer data during CRM system upgrades or changes
• Managed the integration of CRM systems with other business platforms for streamlined processes, like our custom licensing portal. Negotiated with CRM vendors and suppliers for services and software implementation and enhancements
• Delivered monthly, quarterly and annual forecasting reports, identifying areas for growth together with CEO, Head of People and Finance managers
• Prepared reports and presentations detailing business development activities and outlining new initiatives to enforce and increase customer product adoption

• Designed and implemented the prospecting and qualification process in Zoho CRM, Zendesk and custom made GTM portals
• Managed key accounts, fostering strong relationships and promoting loyalty amongst high-value customers through regular meetings and product demos
• Analysed customer feedback to identify trends and areas for improvement, resulting in enhanced service delivery
• Maintained accurate records of customer interactions, transactions, and feedback in CRM systems
• Liaised with stakeholders to identify key sales objectives and devise strategies to achieve goals

• Coordinated with cross-functional teams to address and resolve GTM scalability topics
• Developed the team internally from 1 to 15 people that grow into 4 different teams: marketing, presales, sales and after sales
• Building initial KPIs and team's targeting for each of those 4 teams
• Reviewed sales data to forecast market trends and adapt marketing strategies together with CEO, Sales and Marketing Leadership
• Organised and maintained documentation, creating a valuable resource for team and customer reference

• Boosted client retention rates by fostering strong relationships and addressing concerns promptly
• Negotiated contracts for better pricing and terms, resulting in improved profit margins
• Exceeded quarterly sales targets consistently, contributing to the overall success of the team (got 2 promotions within a period of less than a year based on performance)
• Trained new sales members after the first six months in the company
• Generated leads through by visiting door-to-door new clients ona daily basis (more than 30 customers per day)