Freelancer profile translated to English.
Back to original languageAbout Giovanni
Sales without a playbook is sales that improvises. And a Head of Sales without a structured pipeline usually doesn't last 12 months. This is the most common scenario in startups, and when you factor in failed recruitment, missed revenue, and wasted time, you're quickly looking at 100k gone.
I step in before or just after these key hires to lay the foundations that make teams last.
What I bring concretely:
- An operational sales playbook (not a document nobody reads)
- A qualified pipeline and reliable qualification processes
- Individual coaching for your first sales hires
- Structured onboarding for your new recruits
I've built these foundations in the tech ecosystem. I know what works and what doesn't.
Immediately available for one-off missions or monthly retainers.
French
Native or bilingual
Portuguese
Native or bilingual
Spanish
Native or bilingual
English
Native or bilingual
Italian
Basic
Can work on-site
Paris (up to 50km), Lyon (up to 50km)
Experience
- ScaleoCofounderSOFTWARE PUBLISHINGMarch 2024 - Today (2 years and 3 months)Paris, FranceRecurring project with **RevenueHero**: France Launch & Business DevelopmentLaunch of the French market for RevenueHero, a direct competitor to ChiliPiper in the B2B SaaS qualification and appointment setting segment.- Definition and execution of the GTM strategy for France from scratch- Building a sales playbook adapted to the French-speaking market- Full cycle sales: prospecting, qualification, demo, closing- €200k in new ARR generated since the partnership beganOne-off project with **Teach Up**: CRM Restructuring and Sales Team CoachingIntervention on the commercial structuring of a team of 8 sales at an EdTech scale-up.- Complete overhaul of the HubSpot CRM: lead lifecycle, sales cycle stages, progression criteria, qualification process- Structuring key phases: discovery, qualification, business case, negotiation, and closing- Individual and collective coaching of a team of 1 BDR and 7 AEs- Training of the executive committee on forecasting and data-driven management using HubSpot
- OBRIZUMVP of SalesSOFTWARE PUBLISHINGDecember 2021 - December 2023 (2 years)Londres, United KingdomObrizum is an AI startup applied to e-learning. I was hired to build and scale the GTM in the US and UK markets, with a clear objective: reach €1M ARR in 12 months and position the company for a Series A round of €11.5M. Objective achieved.- GTM execution across two verticals: certification bodies and defense.- Recruitment and coaching of a team of 6 sales (1 BDR, 4 AEs, 1 AM).- Implementation of the complete sales infrastructure: processes, systems, operational cadence.
- 360LearningHead Of Sales UKSOFTWARE PUBLISHINGDecember 2017 - December 2021 (4 years)London, UKDeveloping 360Learning's presence in the United Kingdom and Northern Europe.- Building the UK entity from scratch- Recruiting and coaching a team of 10+ sales- Deploying GTM strategies across the Tech and Retail verticals
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Education
- Master of Business AdministrationEBS - European Business School2011Master of Business Administration
- Business AdministrationBerkeley College2008Business Administration