Enterprise Sales Director

Owned strategic enterprise relationships for Qualified.io and AndelaPay across SaaS and payments use cases. Re-engaged dormant accounts, rebuilt account plans, and restored multimillion-dollar opportunities by identifying adoption barriers and expansion paths.

Translated complex customer, commercial, and compliance requirements into cross-functional workstreams with product, finance, legal, and procurement teams. Built executive relationships and created Andela's first SaaS discovery and account-planning playbook, including stakeholder mapping, needs analysis, solution positioning, follow-up, and account-level KPIs.

Scaled global hiring operations to more than 70 assessors, increasing monthly fill rates from 7% to 20% and reaching a peak of 50%.

Introduced AI-assisted screening and data-driven compensation models that saved approximately $1 million annually while maintaining quality and team stability. Partnered with enterprise clients including AMEX, IBM, Goldman Sachs, and GitHub to fulfill senior hiring needs, reduce time-to-fill, and unblock critical roles.

Led discovery, solution alignment, and executive stakeholder management for Andela's largest enterprise engagement, securing 150 roles and $15 million in bookings.

Built Andela's first EMEA enterprise sales and strategic-account motion, covering account planning, stakeholder mapping, deal governance, and performance reviews. Coordinated finance, legal, procurement, and delivery teams to turn enterprise requirements into executable commercial and operational plans.

Improved retention by 30% and repeat business by 20% across key accounts through structured account reviews, customer interventions, and expansion planning.

Used Gong and sales-performance data to identify customer and process friction, increasing close rates from 3% to 5% and regional sales by approximately 40%. Led more than 10 sellers averaging approximately 140% of quota through coaching, forecasting, account planning, and performance management.

Created and scaled Toptal's account management function, increasing retention by 45% and average hires per client from 1.5 to 2.2. Partnered with product and marketing teams to strengthen onboarding, adoption, post-sale engagement, and long-term account value.

Built KPI frameworks, OKRs, playbooks, and training systems that standardized global sales and account-management performance. Managed a fully distributed team of more than 30 people, sustained approximately 40% annual SMB revenue growth, and reduced the sales cycle by 30% through process analysis and A/B testing.

Managed a book of business exceeding $7 million across the customer lifecycle, including discovery, solution design, client training, adoption, and account expansion.

Translated customer requirements into actionable solutions and closed strategic accounts including McKinsey, Udemy, and YouTube. Increased revenue by 15% in three months through targeted expansion and delivered customer feedback for product and service improvements.

Led communications operations and improved interview scheduling through smarter shift coverage and resource planning.

Reduced candidate wait times for interviews by 300% and developed training materials for more than 30 team members, standardizing communication and operational best practices across the organization.

Supported communications and interview operations for a distributed talent organization.

Consistently delivered 400% more interviews than the next highest performer, establishing a new productivity benchmark for the team.

Led customer support operations and compliance activities.

Introduced fraud-detection processes to strengthen operational controls and improve customer operations.

Bachelor of Science in English Language and Philosophy. Located in Mostar, Bosnia and Herzegovina.