B2B sales
Enterprise and mid-market, on cycles that run to six months. Quota carried personally and through a team.
Founder, EVA DAVA
B2B Sales & Commercial Operator
26 years in B2B sales, business development, procurement, and commercial leadership.
Today I run EVA DAVA, where I help B2B SaaS companies create sales-qualified meetings with their ICP.
Executive summary
I have spent 26 years in B2B commercial roles: sales, business development, procurement, and leadership. The industries changed — crude and oil products, bunker fuel, venture investment, commercial real estate, B2B technology — but the work did not. Build the commercial relationship, negotiate the deal, keep the customer, and understand how a company decides which vendor to trust.
I have carried a quota, run commercial teams of up to twelve people, worked sales cycles that ran to six months, and rebuilt the pipeline and the forecast in companies that had neither.
Today I apply that experience through EVA DAVA, helping B2B SaaS companies create sales-qualified meetings with their ICP.
The bridge
Cold outreach is not new to me. I have spent my career creating commercial opportunities where there was no inbound demand to work with — in markets where nobody was filling in a form.
I have also been on the other side of it. Four of those 26 years I spent in procurement, buying rather than selling. I know what makes a first approach credible, what earns a reply, and what gets deleted in the first two lines.
That is most of the job. Outbound fails on the opening far more often than it fails on the offer behind it.
Buyer side
From 2010 to 2013 I ran bunker procurement at FEDCOM in Monaco: fuel for a 75-vessel fleet, roughly 350,000 tonnes a year, two to three stems a week, bought worldwide.
Four years of buying changes how you read a sales approach. I saw how a buyer evaluates a supplier nobody in the room has worked with before: what creates confidence, what creates friction, and how fast an approach that wastes the buyer's time gets dropped — usually without a reply, which tells the seller nothing.
When EVA DAVA writes to a prospect on a client's behalf, that is the reader I have in mind.
Commercial experience
Enterprise and mid-market, on cycles that run to six months. Quota carried personally and through a team.
Opening markets and accounts without inbound demand, including CEE and CIS, which I sell into myself.
Teams of up to twelve. Quota and territory design, pipeline and deal review, compensation, hiring and onboarding.
Supply contracts, leases and trading terms — where the commercial terms, not the pitch, decided the outcome.
Four years buying for an industrial fleet, evaluating suppliers I had no prior relationship with.
CRM design and rebuild, MEDDIC qualification, and a forecast an owner can plan against. Creatio and HubSpot.
Career
Fractional BDR service for B2B SaaS. I run the outbound myself. Alongside it, sales and revenue strategy for seven B2B clients across Europe, the UK, the US, Canada and Australia.
Business development into North America with international B2B clients, partners and decision-makers. Made the plan set for the period, converting qualified interest into proposals.
Flexible serviced offices in Class A business centres: 3,000+ desks across 16,000 sq m. Carried the group's net-new quota against three targets at once and grew the commercial team to twelve. Part of my pay was tied to EBITDA; Sales Director to CRO in twenty months.
Commercial real estate across 14 business centres. Opened the technology segment as a named account base and placed more than twenty companies on three-year leases. Recruited and trained a letting team of seven. Rebuilt the CRM and the forecast on Creatio.
Screened 100+ ventures, mostly IT startups, against TAM, scalability and investment potential, then built the case and sold it to the investment committee. Ran go-to-market inside the portfolio companies.
Bunker procurement for a 75-vessel fleet: roughly 350,000 tonnes a year, two to three stems a week, IFO380, IFO180 and MGO, bought worldwide.
Crude and refined products: trading, export and pipeline logistics.
Industries and markets
Commercial work in regulated, capital-heavy and relationship-driven industries, and in technology.
Markets: Europe, the UK, the US, Canada, Australia, CEE and CIS, and APAC out of Hong Kong. I work in English, Russian and Ukrainian, and hold a German B1 certificate.
Current focus
Today I run EVA DAVA, a fractional BDR service helping B2B SaaS companies book sales-qualified meetings with their ICP.
What counts as qualified, what it costs, and how the fit check works are all written down on the EVA DAVA site. This page is only here to answer whether the person behind it has done the commercial work before.
Resume
The same content as this page in a document you can forward: summary and capabilities on page one, the career timeline on page two.
Contact
Write to me here about the background. For the service itself — scope, terms and booking a fit check — everything is on evadava.com.