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

Beagle

Building Beagle’s multifamily playbook.
Launching the Beagle Bay sales hub in SF. 

Beagle is a subsidiary of Corgi (YC S24) - the first AI insurance company.

Growth Consultant

Corgi Insurance (YC S24)

GTM Consultant

Units GTM

(1) GTM community of the best marketers & sellers in multifamily & PropTech.*

(2) My GTM consulting agency


*Community currently full - applications open in Q3 2025

Founding Member / GTM Consultant

Funnel Leasing

FY25 Q1/Q2: #1 for Closed/Won,Pipeline, and Activity | 

10,000 unit full portfolio partnership ($427k ARR)

Paid pilot with 18,000+ unit operator - ($72k ARR that would grow to $400-700k ARR by EOY)

FY24
Q3/Q4: Built $7.5m ARR in pipeline during ramp period - more than all other regions combined.

*Executive reference available.

Regional VP of Sales, Southeast

Peek

Head of marketing & sales strategy, working with CEO & VP of Sales.


*Executive reference available.

Director, Marketing / Sales Strategy

Entrata

I lead two revenue teams at Entrata: 

(1) RentPlus Business Development focused on expanding into new markets 

(2) Entrata Account Executives focused on growing our relationships with current clients & finding new partners for the Entrata Operating system.

5 BDRs,5 AEs, 1 Revenue Operations Analyst

Highlights: 
4 Promotions on my team

Best month in Entrata history for Outbound - 12+ ENTERPRISE meetings set in February - the team set less than 10 TOTAL outbounds in 2023. 

Rebuilt territories, created Entrata's first outbound playbook, and stabilized team performance.

*Executive reference available.

Senior GTM Strategy Manager - Pipeline & RevOps

#2 to the CRO, I was part of the GTM leadership team during a hyper-growth period leading up to our acquisition by Entrata.

I grew BDR organization from 0 -> 5, driving over a 10x ROI (overhead vs c/w). 

The BDR team sourced 45% of annual closed/won revenue.

As head of demand generation, I launched the top 3 marketing campaigns in Rent Dynamics' 10 year history - 1 campaign generated over $2m in pipeline in a month.

Awarded by CEO, CRO, COO, CIO, and CTO the "Think Big & Take Action" values award.

Took to BDR team from zero employees to over $6m ARR in first year.
-Working directly with CRO, COO and SVP of sales on GTM strategy. 
-Built our Outbound sales playbook from scratch (Sequences, Cold Call Scripts, Sales plays)
-Recruited, Interviewed, and Trained a team of 5

-Created a profit-center: 
Team Profit / Loss: 10.97x ROI*
*based on closed/won revenue vs headcount (base, commission & benefits)

Player/Coach:
Sourced over $2m ARR as an IC -- 37% of team revenue, sourcing several of our largest clients 

Team Performance: 
Beat closed/won quota by 18% in year 1 -- delivered ~$6m against $4.8m target.

2023 H1: 
133% of Quota: Delivered $2.57m ARR against a $1.9m ARR target
64,257 Closed / Won units
$214k MRR / $2.57m ARR Closed/Won
194 meetings set 
113 qualified opportunities found
Acquired July 2023, and continued in this role until promoted.

GTM Strategy Manager  - Pipeline Acceleration [Rent Dynamics - Acquired]

I was on sabbatical, and sent the executive team at a local SaaS company, Rent Dynamics, a cold email. 

I joined on a 90 day trial -- reporting into the Chief Revenue Officer, Mike Wolber.

I implemented Outreach, built out an outbound playbook, trained the field sales team, and personally reached out to our top 24 prospects.

GTM Strategy Consultant | RevOps & Strategic Outreach [Rent Dynamics - Acquired]

Oracle

Enterprise Sales - responsible for driving consulting partnerships with ERP, EPM, SCM, HCM, and CX SaaS customers. 

Performance: 
-#2 for closed/won revenue on team of 6 
-Fastest sales cycle (30 days)
-Largest expansion (300%)

-Onboarded, trained, and continuously mentored 6 new hires as a team lead

Key Deals: 
-Landed 60k managed services contract with one of the largest freight brokerage in the world in 30 days from prospecting to close. 

Expanded contract to 180k ARR in 6 months by working  directly with CIO and Chief System Architect on weekly calls. Displaced incumbent service provider Capgemini.

-Landed 400k ARR contract with one of the largest (top 3) waste management companies in the world

-Worked directly with Oracle's VP of NA Services and VP of NA Sales Operations to spear head the successful project management and renewal of past due "work at risk" contract, resulting in a 220k expansion. 

This involved leading a team of 15+ financial analysts, contract administrators, and operations analysts to resolve complex contracting and billing dispute with F100 multinational manufacturer of food over the course of 6 months. 


Services sold:
☁ Cloud Priority Support [Named Technical Account Manager | Prioritized Support Response]
☁ Managed Cloud Services [Regression Testing | 24x7 Process Monitoring | Extension and Integration Support | Business Help Desk]

Enterprise Account Executive: Consulting Services

Team Lead, Enterprise BDR

Awarded "Enterprise Territory of The Year" out of organization of 110.
Avg. 125% Attainment.

Specialized IaaS/PaaS team focused on: Autonomous Database, Augmented Analytics, High-Performance Computing (HPC), Integration, Compute / Storage, DevOps, IoT, and more).

Enterprise BDR

Peachy Screen

Won $10,000 to co-found start up supplying film, commerical, and media production companies with exceptional scripts created by GA based writers.  

I took on this project to explore product management as a career and to revive my dormant interest in creative writing (I started a literary magazine in high school).

As a product manager, my primary focus was to connect a primarily remote team of two developers, a designer, and the CEO:
1) Created a knowledge management system by collecting and centralizing data, assets, and knowledge across the team
2) Conducted in-person and virtual customer interviews ranging from 15-45 minutes with our target market.
3) Tracked unit economics and marketing performance over time to include in slide decks for investors
5) User analytics to inform product roadmap
6) Leveraged Agile and short cycle sprints to rapidly meet new requirements

Co-Founder / Product

Freelance

Field marketing specialist for a range of clients ranging from local to F500. 

Long term contracts:
Trade Show Lead Generation for a bathroom remodeler (4 years, seasonal trade shows)
Field Marketer / Store Rep for a national probiotic beverage (6 months)
Tour Manager doing lead generation at consumer events for a travel agency (6 months)

Field Sales Manager for e-cigarette brand, 6 stores (6 months) 

Notable brands I've had short-term contracts with:
5 Hour Energy | Johnsonville Sausage| Dunkin Donuts | Ford | GMAT

Marketing / Sales Consulting: B2C

Mosaic North America

Face of MetroPCS in Georgia. Lead small teams of over 100 brand ambassadors at different activations around the state.

Helped over 75 stores on-site to generate store traffic via managing and executing tent pole events and guerilla marketing efforts.

Field Marketing Manager × MetroPCS, GA Region

Responsible for training over 150 associates on the Lifeproof brand (durability ratings, warranty, SKU differences) in for Verizon/Sprint stores in the Augusta region.

Generated qualitative (interviewing associates / customers) and quantitative (sales reports) retail intelligence data for LifeProof corporate.

Account Manager / Product Trainer x LIFEPROOF Phone Cases

Innovative, curious, analytical, and dynamic revenue leader. 

Proven track record helping hyper-growth companies scale sales / marketing & exceed revenue targets

I thrive in fast-paced, entrepreneurial cultures and operate with a high degree of urgency, ownership, and curiosity. 

Extensive experience sourcing and closing Enterprise & Midmarket deals in multiple roles -- both as an Individual Contributor & Manager:

AE, SE, BDR Manager, BDR, Demand Generation, Director of Marketing, and RevOps/Enablement

Accomplishments I'm most proud of:
⭕ Oracle: 
Enterprise IaaS/PaaS BDR of the year
•Sourced over $2.5m in revenue every year as BDR

#2 Enterprise Account Executive on team of 6
•Fastest Deal (30 days) & Largest Expansion (300%)

🌇 Multifamily:
🏆 Recognized as one of the top 20 leaders in their 20s by the National Apartment Association in 2023. 
🟢 RentDynamics / Entrata 
•Cold Emailed the C-suite of Rent Dynamics to land 90 day consulting opportunity
•Iterated GTM strategy & sales process, helping CRO/COO 5x revenue. Personally accounted for 45% of closed/won leading up to our acquisition by Entrata
•Built & Scaled Outbound BDR Sales team from 0-> 10 FTEs, generating over $6m in year 1 (Over 120k units)
The BDR org was a Profit Center that achieved a 10x ROI in year one (headcount vs revenue), leading to a 1.66x increase in BDR OTE. 
•Launched our Fannie Mae partnership, generating over $2m ARR of pipeline in 1 month

🐾 UGA:
•As a first generation college graduate, I funded my undergrad via running my own event marketing agency. 
• Won $10,000 to co-found SaaS start up
•Chosen as 1 of 3 students out of 15,000 to speak to 50+ executive members of UGA Administration (President, all Deans, and other senior staff/faculty) on the Business & Start-up ecosystem on campus

p.s. If you're a sales person or BDR doing research, cold calling me is your best bet :)

taplio

The Battle

Dan (Daniil) Gridin

Zeke E. Lucas

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