BDR Academy

Co-Founder

Gridin Consulting

Founder

I guide sales and marketing teams to win the biggest deals faster.

My approach is based on 5 pillars:

1) Assessment. Choose best opps and expansion scenarios within the target accounts based on a unique set of criteria backed by math modeling.

2) Research. Combine best practices from martech and OSINT to reveal the insights and build a slam-dunk business case.

3) Messaging. Craft highly-relevant value propositions, engaging content pieces, and outreach cadences with a 70% reply rate.

4) Mapping. Get the whole team around progress and challenges in the deal. Plan future steps based on relevant data.

5) Scaling. Сreate marketing and operations exoskeleton that allows top sales performers to increase their bandwidth by up to 50%.

Few fun facts:

 - Switched to full-time consulting during the 2008 recession  
 - Trained more than 200 enterprise sales and marketing teams.
 - Worked with 50+ b2b niches, ranging from Cybersecurity and IoT platforms to self-rescuers for the coal mining sites.
 - Conducted projects in the US, EU, UK, MENA, South Africa, and Mid-Asia.

Recent war stories:

 - Doubled the ARR from a strategic account with an elaborate multi-step expansion campaign
 - Engaged board members of the Biggest Gold Mining Conglomerate in Mongolia with a zero-tech ABM campaign
 - Darth Vader direct mail campaign targeting enterprise CISOs with an 80% conversion rate. 
 - Fresh AE does 84% of the yearly quota in Q1 with zero marketing support.
 - Simultaneous engagement with 18 stakeholders that led to a 10 million crane equipment deal
 - Engaged the “unreachable” exec of top EU Telecom in 24 hours.
 - 300-word email and one spreadsheet put the product on the shelves of Saudi Arabia's largest retailer
 - Revived the stalled deal with Dubai’s ministry of digital transformation

Want to learn more?

1) Check out The Big Deal Talks Podcast (Itunes, Spotify or, even better, youtube - we have really nice production)
2) Read some posts from the featured section
3) Follow me and "ring the bell" to get notified about the new tips (I try to post daily).

If you want to discuss a consulting project or training gig for your sales/marketing team, feel free to DM me or drop a line at dan@dangridin.com

Cheers!

Dan (Daniil) Gridin

Sentry (sentry.io)

• Top Corporate Account Executive for FY2024
• Achieved 206% of Q4 2024 quarterly quota and 116% of FY2024 yearly quota with a 65% closed-won rate for FY2024
• Co-hosted a “How to Close a CFO with Sentry's CFO” Fireside Chat that was presented and shared internally to the revenue org

Sr. Account Executive

Account Executive

Pachyderm, Inc.

• Achieved 133% quota attainment in June 2021 and over 100% quota attainment for an entire quarter
• Generated over $2 million in sales pipeline and 30+ opportunities in 2021
• Brought in 10+ Enterprise sales accepted opportunities through cold outbound with technical decision makers
• Led champion enablement with an internal champion at an Enterprise Telecommunications company which led to a demo with 5 technical executives and a sales accepted opportunity
• Built outbound sales processes from scratch using Outreach, Salesforce, Seamless.ai, etc. for prospecting, cold email, cold calling, etc. based on personalization and relevance priority levels

Sr. Sales Development

Genus AI

Sales Development

Pollen VC

•	Actively found new business leads by networking at mobile and gaming industry conferences such as GDC, E3, Mobile Growth Summit, etc.
•	Managed 20+ live customer accounts for the US and Canada with a 100% retention rate
•	Presented about financing UA campaigns at the Mobile App Growth event at Google NYC’s office with a turnout of 150+ attendees
•	Taught a 20-minute class about successfully launching mobile games at the Playcrafting event in NYC for 40+ attendees
•	Qualified and reached out to 500+ mobile app and game companies and held meetings with 100+ C-level executives
•	Developed and executed a data-driven process for sales outreach emails that resulted in an open rate of over 70%
•	Maintained #1 position on the business development team for accurate CRM reporting on Pipedrive

Business Development

CB Capital Partners

•	Conducted valuation analyses and financial projections across multiple industries using discounted cash flow, comparable company, and precedent transaction analyses
•	Prepared confidential information memorandums, pitch materials, and investor presentations for client use
•	Researched video game, pharmaceutical,  and entertainment industries to analyze business drivers, industry trends, and valuation indicators to create accurate projections for financial models

Selected Transactions
•	Video Game Analytics Company
   -	Created an investor report including the following: company overview, company product, detailed strategic plan, industry overview, potential growth opportunities, and financial statement analysis
-	Co-authored a published research report on the rising importance of big data analytics in the video gaming industry (covered eSports and mobile)
•	Durable Medical Equipment Company
-	Created 5-year monthly financial projections to forecast the company’s revenue, cost of goods sold, salaries, benefits, commissions, and marketing expenses

Investment Banking Intern

Beta Theta Pi

• Created quarterly budgets and secured cash flows of the Delta Sigma chapter of Beta Theta Pi by managing due collections
• Negotiated with fraternity members to accommodate for strenuous financial situations to ensure the chapter’s financial security
• Implemented an early payment incentive plan that increased on-time dues payment by 15% compared to the previous quarter

Vice President of Finance

Sapporo Holdings Ltd.

•	Represented Sapporo Holdings Ltd. and their products together with the food-business support, international, and public relations departments in business meetings with potential and current clients 
•	Extensively revised the Sapporo English website and translated essential English / Japanese business documents for client use 
•	Supported Sapporo’s public relations department by introducing Sapporo Makgeolli to investors in a public marketing event

Intern

Merrill Lynch

•	Created investment fund product matrices for financial advisor use by assessing Morningstar and Bloomberg reports
•	Utilized Microsoft Excel to create spreadsheets for financial advisor and client use in presentations and client meetings
•	Extracted essential internal research, statistics, and charts for analytical use from the Bloomberg Terminal

taplio

The Battle

Dan (Daniil) Gridin

Kenneth Lui

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