Open to opportunities

Анастасия Токмакова

@0002347

Message

Revenue-focused Head of Sales scaling GTM and predictable ARR across EMEA.

Spain

Message

What I'm looking for

I’m looking to lead a revenue engine that scales GTM in EMEA (Series C–D), with disciplined pipeline/forecasting, strong CRM governance, and tight collaboration with Product and Marketing to improve deal quality and drive predictable ARR growth.

I’m a revenue-focused Head of Sales with 18+ years of experience in B2B SaaS and systems integration, specializing in scaling sales organizations across EMEA in Series C–D environments. I own GTM strategy end-to-end—hiring and developing managers and AEs, building pipeline, and driving disciplined forecasting and revenue operations.

My teams deliver predictable ARR growth through strong pipeline management, KPI dashboards, and clear stage taxonomy with exit criteria (including MEDDICC + mutual close plans). I’ve built and scaled orgs from 0 to 10 AEs in 12 months with 95–120% attainment and 97% retention, and led motions that improve conversion (e.g., ABM/events, outreach cadences, and base-management redesign) while partnering tightly with Product, Marketing, and Finance to improve deal quality, retention, and expansion.

Experience

Work history, roles, and key accomplishments

Current

Head of Sales

Current

Vecina Store Llc

Mar 2024 - Present (2 years 3 months)

Own the revenue engine across GTM and pricing, SEO/listings, order-to-cash, and customer success SLAs/returns. Standardize fulfillment and returns to protect CX and improve search visibility and conversion with SEO/pricing tests.

GTM Strategy Pricing Strategy Order To Cash Sales Forecasting Returns Management Pipeline Building Revenue Operations

Head of Sales (EMEA)

Salt

Nov 2022 - Aug 2024 (1 year 9 months)

Led a 6–8 person remote EMEA sales team to ~€90,000/month revenue with 90–140% attainment, ~€2,000 ACV, and an ~1-month sales cycle by building ICP/segmentation, pipeline design, quota setting, and forecasting cadence. Improved top-of-funnel efficiency (+10–12% new-logo leads per seller, +17% lead→SQL) and increased deal quality/predictability using stage taxonomy and MEDDICC with mutually agreed

Sales Leadership Pipeline Design MEDDICC CRM Governance (Bitrix24)ABM & Outreach Cadences

Head of Sales Division (EMEA)

Ecostandart

Jan 2022 - Oct 2022 (9 months)

Built and ran territory plans, account maps, and an ABM/outbound + events motion with a 7-seller team across the region. Sustained ~€70,000/month revenue with 80–130% team attainment, ~€300 AOV, ~1-month cycle, and 25–30% opportunity-to-win conversion through pipeline architecture, weekly forecasting, and enablement.

Territory Planning ABM Enablement SLA Management Enterprise CSAT

Head of Sales (EDI/e-Invoicing)

Kontur

Jan 2017 - Jul 2021 (4 years 6 months)

Founded and scaled an existing-customer sales organization, hiring and ramping 10 AEs in 12 months while setting quotas/territories and coaching/performance cadence. Drove retention/expansion/cross-sell to ~€250,000/month (~€25k per seller) with ~€560 AOV, a ~3-week cycle, 97% retention, and 95–120% attainment.

EDI & E Invoicing Sales Hiring & Coaching AEs Revenue Operations