03Experience & responsibility

Experience with responsibility.

I have worked across sales leadership, partnerships, market expansion and business development. The responsibility goes beyond bringing in new business.

01Three examples from my work

Career facts and results are from my CV, dated 9 October 2026. They describe my responsibilities and the business results during those roles.

2014–2018 · Estonia, Latvia and Lithuania

ISS

Baltic Sales Director

Challenge: Growing service revenue while keeping pricing, contracts and bids commercially sound.
My responsibility: I was responsible for €8M in annual revenue, budgets, pricing, margins, costs and forecasts across the Baltics. My work included pricing and contract restructuring, bid qualification and monthly corrective action by service line.
Result and scope: Annual revenue grew by 23% during my role. My contribution was commercial leadership and the decisions behind pricing, contracts and qualified bids.

2019–2025 · International markets

Sharewell

Head of Sales and Business Development

Challenge: Building a commercial operation for a customer research platform, starting from zero.
My responsibility: I built the commercial model, pricing, CRM, sales process and partnerships, alongside customer relationships and market development.
Result and scope: Sharewell grew from zero to €10K in monthly recurring revenue and expanded into more than 10 markets during my role. These are business outcomes; my responsibility was sales and business development.

2006–2011 · Baltic markets

Fujitsu

Sales and Marketing Manager

Challenge: Serving enterprise customers across Baltic markets, including the support needed after a sale.
My responsibility: My scope covered enterprise portfolios, local maintenance partnerships and the full customer journey, from the commercial relationship through ongoing service.
Result and scope: My work connected enterprise customer portfolios with local maintenance partnerships, covering the relationship from sales through ongoing service.

Telia

2011–2014 · Sales Team Lead

At Telia, I led teams of 10–15 people, with structured pipeline management, coaching and follow-up.

02Scope of responsibility

Commercial judgement

Pricing, margins, budgets, forecasts and the choices required when targets and reality do not match.

Customers & markets

Strategic accounts, relationships, negotiations, partnerships and international B2B market development.

People & execution

Teams, responsibility, change and translating a commercial decision into the work that follows.

06A conversation, not a pitch

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A leadership opportunity, commercial challenge, partnership or a different point of view. Send a short note about the situation and what you want to explore.

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