monday.com

Outbound Sales Development

Incredibuild

- Prospected R&D leaders and CTOs from EMEA companies
- Reached out to cold leads via LinkedIn, cold calling, and personalized emails
- Qualified leads based on Authority, Need, Timeline and Technical Fit
- Successfully set qualified meetings with multiple large Enterprise companies

Unfortunately was impacted by company-wide layoffs in Dec 2023.

Enterprise Business Development

DealHub.io

-Prospected cold oubound leads via email, LinkedIn and of course cold call 📞
-Led discovery meetings
-Achieved 110% quota 
-Developed a new social selling strategy and led a training session for my team
-Brought in multiple strategic Enterprise companies to qualified meetings (20k+ employees)

Sales Development Representative

Shalhevet Engelson Community Building

Building Facebook communities for various business clients, writing content, reaching out to community members for market research purposes as well as sales and business development initiatives, setting sales calls

Business Development Community Manager

LASOVA association

Receiving incoming volunteers and directing them to the correct part of the organization, managing 50+ volunteers, developing and maintaining relationships with partner companies

Project Manager

Revenue Operations @ DealHub.io | CPQ, CLM & Digital DealRooms

Shalhevet Engelson

Richard Makara

reconfigured

Helping companies grow by making their data useable and accessible. Growth Engineering for all.

Co-Founder, CEO

RevGenius

Member

RevOps Co-op

Mobal

Growth Advisor

Paddle

TL;DR:

🖨️ - Growth Engineering is responsible for integrating the entire tech stack, how it works, how it operates, how the data flows etc etc. 
🖨️ - We just rebuilt Salesforce and our CDP - started from 0.
🖨️ - Our SFDC does not have lead objects 
🖨️ - Accounts, Contacts, Tasks are automatically created after they pass the code wall
🖨️ - People are matched to Accounts automatically, through configurable logic for different scenarios
🖨️ - We can plug any emitting data source without causing weird dependencies.
🖨️ - Fundamentals have been rebuilt - now it's time to do the really cool shit. 

hit me up ☝️

Principal Growth Engineer

Engineering commercial data & operations for sales, marketing & customer success. Building for a scaleable, mostly automated future.

💾 - Build, Maintain & Upgrade Hull.io - Customer Data Platform
💾 - Data processing from tools & data sources
💾 - Tracking setups for our event-driven architecture
💾 - Salesforce Architecture
💾 - Integrate anything and everything.
💾 - Custom Growth Tools

Growth Engineer / RevOps

Smartly.io

A nerd unleashed. Focusing on becoming the best B2B marketer in the industry:

🎙️ Marketing Data Structures & Tracking
🎙️ Marketing automation & data processing
🎙️ Building Python scripts for various functional purposes
🎙️ Website optimisation for lead capture & nurture
🎙️ Integrations (Hubspot, Salesforce, G2, Clearbit)
🎙️ Growth marketing experiments

The end goal is to achieve real-time, automated Account Based Marketing 👍

Growth Marketing Engineer

Planning & Executing regional marketing activities in the region. Sales & Marketing working together as one unit towards the same revenue targets. Some highlights:

📞 2 x National TV appearance for our French team
📞 2 Awards for Smartly.io in France
📞 Piloted ABM - Direct mail campaign in the UK (43 units) , then expanded across all of EMEA (153 units)
📞 Devised lead list based on data patterns and eventually bringing that to our sales tools.
📞 A lot of events.

EMEA Marketing Lead

Mainly planning & running localised 1-day conferences for our clients across the world.

2017: 7 conferences, across 2 continents, in English.
2018 H1: 9 conferences, across 4 continents in 3 different languages.

Event Operations

Aalto Entrepreneurship Society

Graphical Wizard at Aaltoes, Board Member 2015. All from logo design to marketing materials. Occasional on-stage hustler

Board Member 2015 / Graphical Design 2016

Catchbox

Mainly focusing on digital marketing, I take care of digital content creation and social media management, as well as other regular marketing activities. 

Content Creation - Interviews, Blogging, Case Studies, Video Scripting 
Design - Print adverts, Custom Catchboxes, Graphical Material
Digital Ads - Facebook, Google Adwords, Twitter
Social Media Management
Built a Blog from scratch: Wordpress, Basic CSS & Design

Marketing Specialist

EGN Suomi - Executives' Global Network Finland

Sales Assistant

Cleopatra Internet Cafe

Cleopatras' is a small family run internet cafe in the heart of Edinburgh. My main duties as deputy shift manager were to:

•Human resource management
•Cash and account handling
•Dealing with suppliers
•Upgrading and maintaining PC's
•Customer Service
•Technical Support

Deputy Shift Manager (Part-Time)

CEO @ reconfigured | eradicating inconsistent metrics

Currently pivoting reconfigured and spending time understanding data teams. :-) 

-- 

From a previous life: 

Have had the privilege of building the growth engine of a 🦄 company, as well as completely rebuilding CRMs from scratch (Salesforce, HubSpot). 

Some others stats:

- Triangle shaped person - Design, marketing & programming
- B2B SaaS growth + tech stack building.
- Grandfather of Junction, Europe's leading Hackathon 
- Board alumni of Aalto Entrepreneurship Society
- Occasionally tinkering on app ideas with Flask/TS-Node, ReactJS, PostgreSQL & Docker. 
- In a love/hate relationship with TypeScript.

i built a workflow that makes 40k revenue per day on autopilot. It's insane, and I'm gonna share it with you. 

Here's what happened: 

- I saw a cool screenshot post of a +90 node n8n workflow and thought i'd love to waste my weekend on building vs. spending time with my family. 
- Locked myself up in the office while my son cried papa come play cars
- No time buddy, papa has to hustle. 
- Opened n8n and prompt engineered my way through until Chad said "this workflow guarantees 40K revenue per day regardless of what you sell"
- Drank my fifteenth red bull because sleep is for the weak and so is 996 - it's 999 or nothing.
- Deployed my forked n8n version + workflow into a kubernetes cluster cause scale is where you start not where you end. have some ambition for peters sake.

then the results started rolling in, I was floored (literally, my heart was racing from the redbull): 

- Two seconds after deployment, first 99 dollar stripe payment came in. hell yeah. 
- 2 minutes later 13 new subsriptions. 1k/MRR achieved in less than 5 mins. 
- 10 minutes later the VCs started rolling in begging to invest but i said no thanks, money can't buy me linkedin likes.

here's how it works (steal my framework):

1. my client says they want more money
2. my workflows says Certainly! 
3. my workflow plays ping-pong with loose JSON objects across the 235 workflow nodes i have setup. Errors count as executions
4. ping-pong results in triggering an Uber Eats order to the buyer (automatic research and enrichment, it knows your buyers allergies)
5. uber eats driver gets tips from workflow (affiliate links) if they convince the buyer to book a demo
6. demo isn't actually a demo, it's a signup flow that promises 40k revenue per day if you subscribe now. "multi-level-agent-scheme"
7. buyer eats the meal and becomes evangelist

this totally works across any industry, any product, any timing. fool proof, one click setup.

now im sharing this with the world.

comment "pancakes" and i'll confirm with you in DMs that this post is, in fact, very lazy satire.

😘

only value add from this post is that Gemini Nano Banana got my widows peak pretty much correct.

did i trick Rob Snyder and Nicolas to film a +1 hour jam session about product-market fit, go-to-market engineering and everything inbetween just to get them to sing happy birthday to me? I confess to nothing. 

BUT - We did have a great discussion and the full video will be out somewhere sometime soon. 

We covered:

- What is the problem [in early sales/gtm]?
- The core concepts that make you rethink and stress less about sales
- How does demand work
- Who has demand and how to find them [the buyers]
- How to talk to them (initial outreach, demos etc)
- Speaking in 'scenarios' instead of vague pains or value-adds
- How does your whole thing become a factory that churns out customer case studies on repeat. 

+ a couple of deadpan jokes here and there. 

Is this a comedy show or a conference talk? We'll find out - i no longer remember what was said. 😄

Thank you Nicolas Dolenc for everything, Sebastian Westerling for production and ofc Maria 01 for hosting us. 🙏

look mom, i got interviewed by Nicolas to talk about tech's biggest boogey man: go to market. 🧌

GTM sounds simple on paper. It's just everything we do to get and retain customers. But in reality there's so many variables to tackle, some are in your control, most probably not.

Especially the whole "generating demand" thing - well, you don't generate demand. You need to find it. Then match your offering to said demand, not the other way around.

Anyway, Niki's dropping the piece tomorrow and it's got couple extra superstars sharing their wisdom on the topic.

Drop this guy a follow, he's going around the startup scene collecting and sharing all kinds of interesting insights 👉 Nicolas Dolenc

Found my favorite pen pal walking the streets in need of a local tour of the sights, where should Rob Snyder and I go? 

P.S. we recorded an hour long chat about PMF, how it works, go to market and how all that fits into gtm engineering. Video available soon courtesy of Nicolas Dolenc  and co 🫶

No alternative text description for this image

if your go to market is stuck AND you got spare time, come watch/listen Rob Snyder and I nerd out about early stage go to market, product market fit, messaging for a cool ±50 minutes. 

whole thing available on youtube and spotify.

if you do end up listening keen to hear where you disagree and where you seen these ideas match reality 

once again thank you to Nicolas Dolenc and Sebastian Westerling all the incredible effort to make this happen 🙏

and Maria 01 for the space. 

p.s. i'm sorry for the messy double captions 😂

it's funny how no matter what clever tricks I pull off at step 1 of GTM (=find and source relevant people to talk to), i always end up doing a tiny bit of house-cleaning on CRM level before sending out messages. 

lead databases will almost always contain some % of outdated data, people not working in those roles anymore. Links to profiles that don't exist.

sales nav itself will give you the best ones between pages 1-3 and sneakily throw in random titles at the back, or sometimes even not adhere to clear filtering rules

sometimes I think it's wasteful to be "sitting" in this phase longer than what feels acceptable but truth is this is probably the most important part of the exercise

you can't send relevant messages or optimize for 'relevance' if your list is collecting wedding crashers.

🤷

somebody please come pitch a magical AI agent at me that has 120% accuracy in figuring this out.

yoo anyone in the Helsinki area that a) uses Clay and b) hasn't signed up to this meetup yet? come hangout, i'd love to trade notes on setups, approaches, hacks, misery etc.

if Harri Konola and co let's me im happy to demo some whacky tricks i've learned since i started torturing clay 😂

I once said Clay is a poor mans ETL platform. I kinda stand by that.

Started noticing I was building the same workbook setup over and over again - sourcing, enriching, filtering, calling APIs, repeatedly in multiple tables.

Decided to "productize" it:

- Multiple tables with buyer data from sources, apis, whatever other corners of the internet.
- Route everything to a central workbook via "send table data". Same format, same columns every time.
- There I do the initial cleanup: patch missing company domains, filter out consultancies and other noise you inevitably get even with a good query. 

Sometimes you get cooks and nurses even though you're looking for gtm leaders. 🤷

- Then onto the real enrichment table where I run the more costly stuff - ping external apis, scrape websites for clues, phone numbers.
- Finally a filter and sync table that decides how and when data hits the CRM. Checks existing records, grabs necessary IDs, figures out create vs update operations.

Now i can just spin up a new source table and send data to the "enrichment factory"

The nerd in me chuckles because the whole thing basically mirrors your standard data warehouse architecture.

Staging, transformation, loading... with a hint of a medallion architecture - bronze, silver, gold.

Except here I don't need to worry about warehouse sizes, missing columns or broken pipelines. and the data volume is small enough not to require a full blown extraction tool.

I think next i'll try figuring out how to programmatically create Clay tables that source data. Bet there's an MCP or API for that.

Somebody from {CompanyName} visited your website - lets send everyone in the account an email. 😍 

and here's a signal that they hired 3 people this quarter. incredible.

i've started looking into GTM signals lately and here's what keeps bothering me:

Most available signals feel barebone. Monitor for job changes, promotions, funding, headcount growth. Sounds great - you get timing intel.

But you only get a generic signal that allegedly should work for everyone in every scenario. Either I go buy some specialized signal provider or start hacking together something very custom and potentially incorrect.

This is where I usually stop and say not worth it right now.

In my head im thinking i need to contextualize this a little bit to make it useful. The base signal isnt good enough, and i dont need a full custom solution. Just... somewhere in between.

What if i could bake a signal from solid building blocks and tailor it to my specific scenario?

Example: my timing signal is that a specific department grows 15% within 3 months. I need to know that and get in fast. Having that flagged on target accounts would be super useful.

I could use a standard "company is hiring" signal or constantly polling headcount data, but imma likely burn through my enrichment budget in an afternoon.

Meanwhile account-based signals have been the rage for a while. Somebody googled your topic, somebody visited your G2 category, somebody visited your website.

Long story i never had faith in these. I cant do anything with "somebody." Too vague.

The first signal that was actually ever useful to me was Vector - which is veeery specific: which person visited my website.

i'm not saying account signals are useless at all (see the headcount growth example), but i think signals need to be easily composable and tailored to a companys unique context and scenarios.

Otherwise it's more efficient to just pick up the phone 📞

hey do I (or you?) know anybody who has built and maintained bigger, more complex Clay setups? i'd love to ask some questions.

"bigger" as in more than a couple of one-off enrichment tables triggered once a month.

possibly even hooked up to your overall gtm stack.

please tag your clay friends id be super grateful 🙏

taplio

The Battle

Shalhevet Engelson

Richard Makara

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