01 / RESEARCH
Market Intelligence
Market research and analysis, competitive benchmarking and organic demand analysis.
PythonAPISEMrushUbersuggestAnswerThePublicSEO / XEO analysis
03 / THE JOURNEYKIM MELUCCI · TURIN
Background.
Profile, expertise, professional experience and education.
01 / 04
PROFESSIONAL PROFILE
Profile.
Head of Business Development with 15+ years of experience leading commercial departments and designing scalable B2B growth models.
Expertise across the full revenue cycle: market segmentation, positioning, demand generation, sales process design, pipeline architecture, sales playbooks, CRM workflows, forecasting, conversion and customer lifecycle management.
A strong track record in aligning Sales and Marketing, structuring high-performance commercial departments and driving growth across SaaS, technology and AI-enabled solutions.
02 / 04
EXPERTISE AND TOOLS
Tech Stack.
Strategic expertise, sales processes and operational tools across the full growth cycle.
15+y.Business Development
10+y.People management
10+y.Sales processes
10+y.CRM workflows
7+y.Strategic marketing
AREAS OF EXPERTISE
Market Intelligence · Strategic marketing · Demand Generation · GTM workflows · Sales Engine · RevOps · Data Analytics
02 / ORCHESTRATION
GTM Engineering
Prospecting, enrichment, intent signals, scoring, outreach and workflow automation.
ClayApolloApifySmartleadHeyReachGojiBerryn8nAPIWebhookLead enrichmentIntent signalsLead scoringWorkflow automationClaude CodeCodex
03 / SALES OPERATIONS
Sales & RevOps
Governance of the sales process and customer lifecycle, from incoming lead to forecast.
CRM workflowsPipeline managementSales playbookMEDDICSPICEDLead managementForecastingCustomer lifecycleSales automation
04 / ACQUISITION
Performance Marketing
Paid campaigns, landing pages, conversion rate optimisation and experimentation.
Google AdsMeta AdsLinkedIn AdsLanding pageCROA/B testing
05 / CONTENT
Content & Social
Editorial and social strategy, photography, video production and editing.
Content strategySocial media strategyAdobe ExpressFinal Cut ProCapCutPhoto and video production
06 / MEASUREMENT
Analytics & Reporting
Data tracking and analysis; measurement plans and custom KPIs to guide each iteration.
GA4Google Tag ManagerLooker StudioSearch ConsolePythonPandasRequestsMatplotlib
03 / 04
PROFESSIONAL JOURNEY
Experience.
Business development, sales processes, Sales & Marketing alignment and accountability for revenue growth.
Over 15 years leading commercial departments and designing growth systems: segmentation, positioning, demand generation, pipeline architecture, playbooks, CRM workflows, forecasting, conversion and customer lifecycle. Experience across SaaS, technology and AI-enabled solutions.
SALES & MARKETING MANAGER
MC Engineering Srl
INFORMATION & TECHNOLOGY200 EMPLOYEES€15M REVENUE
Responsibility for go-to-market strategy and business development across ICT services, 3D digital solutions and custom AI products.
- Market analysis, positioning, target definition, demand generation and pipeline development.
- Performance marketing across Google Ads, Meta and LinkedIn; design of CRM workflows, lead nurturing and sales automation to improve conversion and pipeline efficiency.
- Sales & Marketing alignment, optimisation of digital properties and sales assets, and development of scalable acquisition and revenue processes.
GROWTH CONSULTANT
Freelance
Consulting for SMEs and startups on go-to-market, sales strategy, sales process design and digital acquisition.
- Building sales networks, funnels, CRM workflows and automation; managing performance marketing across Google, Meta and LinkedIn.
- Positioning, value proposition, e-commerce growth, customer journey optimisation and Sales & Marketing alignment.
NEW BUSINESS DEPARTMENT MANAGER
Creditsafe Italia Srl
FINTECH · INTERNATIONAL GROUP250 IN ITALY / 1,500 GROUP-WIDE€35M ITALY / €300M GROUP-WIDE
Leadership of the New Business department (over 70 people) and the Marketing function, with responsibility for sales strategy, new customer acquisition and revenue growth.
Sales Strategy & Sales Operations
Definition of targets, sales plans and incentive models. CRM development and management of pipeline, forecasts and KPIs to measure conversion, productivity and revenue.
Marketing Leadership & Demand Generation
Ownership of marketing strategy: segment analysis, acquisition channel selection, lead generation and lead quality. Alignment with sales from first contact through conversion and customer development.
Organisation & Sales Management
Development of the commercial department through recruitment, training and coaching. Creation of playbooks and operating standards to make the sales method repeatable.
TEAM SUPERVISOR
Maran Credit Solution SpA
FINANCIAL SERVICES400 EMPLOYEES€60M REVENUE
Promoted to Team Supervisor after one year as a Sales Account. Leadership of a 25-person unit combining sales and credit management.
- Sales of financial products, including revolving credit cards, and recovery of non-performing loans from the same portfolio.
- Responsibility for sales performance, collection results, unit coordination, KPI monitoring, customer relationships and daily operations.
LANGUAGES
Italian native
English C1
04 / 04
EDUCATIONAL JOURNEY
Education.
From communication to digital marketing and specialisation in go-to-market systems.
UNIVERSITY OF TRIESTE
Studies in Communication Sciences
Corporate communication, media, marketing, branding, consumer behaviour and market dynamics.
TALENT GARDEN
Executive Master in Digital Marketing
Performance marketing, digital analytics, growth strategy, marketing automation and AI-driven acquisition.
DATA MASTERS · SPECIALISATION
Specialisation in GTM Engineering
Specialisation in go-to-market workflows, covering research, lead enrichment, scoring, outreach and process automation.
CERTIFICATIONS
HubSpot Sales Hub SoftwareJUNE 2025
AI Product Manager ExplorerAPRIL 2025