ilhade

My path in IT started in 2014: first with small projects and freelance work, and later I moved into B2B sales of IT services in Russia. In Saint Petersburg, I sold office PC maintenance and basic infrastructure for small businesses. It was an offline format with a strong trust component: in-person meetings, ongoing communication with owners and administrators, expectation management, and service quality control. In parallel, I studied English systematically. During the pandemic, I deliberately moved online and focused on international sales in English. This is how I entered the crypto industry and stayed in it for several years. The experience taught me to work with very different client types: from small teams with fast decision-making to large organizations with complex processes, internal politics, and long approval cycles. I built a consistent qualification approach: I quickly assess ICP fit, budget readiness, stakeholder landscape, and decision criteria. Across my product trajectory, I worked in several market segments: first product consulting (BDC Consulting), then marketing services (ICODA), and later an infrastructure B2B product in market making (CLS Global). This gave me an end-to-end view of the commercial cycle: how demand is formed, how a complex offer is assembled, who influences the decision, and which factors actually determine the outcome. Over the last 18 months, I worked on multi-stakeholder deals and built the supporting processes myself: managed a team of LeadGen managers, coordinated the preparation of warm leads for sales, ran partner communications (including white label), and contributed to developing the rebate direction (fee kickbacks from partner exchanges). Along the way, I standardized operational rules so requirements, expectations, and ownership between teams were clearly documented and consistently executed.