Spendesk

Empowering an internationally-distributed, 9-person team across product marketing, pricing & packaging, web marketing, enablement and upsell & expansion.

Global Head of Product & Growth Marketing

Head of Growth Product Marketing

• Empowering an all-star multi-disciplinary team including experts from product marketing, growth engineering, design and web to drive growth, establish self-serve customer onboarding, activation and adoption, and run experimentation.
• In a close collaboration with product and revenue leaders, building out the growth function at Spendesk.
• Building & launching new products and establishing acquisition strategies and tactics.
• Building out experimentation ecosystem, structure and processes to drive conversion.
• Established and leading the cross-functional adoption squad which achieved , e.g., 22% increase in usage of Spendesk invoices.

Team Lead  | Growth Product Marketing

Built out a team, strategy and processes for a net new market area, spanning user acquisition, onboarding, retention and expansion, and customer communications.

Product Marketing Lead, Growth

Product Marketing Alliance

Growing product marketing talent and community.

Ambassador & Mentor

Axway

I led the go-to market-strategy for Axway's key solution, API Management, and its execution across the extended marketing team, third party agencies and was responsible for 65% of the total product marketing budget. Key successes included:
- Architect behind the highest ROI sales and marketing campaign of 2021, adopted by 350+ presales, sales and CS , creating 30% more leads than other campaigns
- Axway's API Management named as a Leader in the Gartner Magic Quadrant
- Guest on the Tech Talks Daily podcast that has 50,000 monthly listeners
- A thought leadership series based on a  global market survey of 800 senior decision-makers in collaboration with a third party agency
- Website redesign leading to an increase of traffic

Marketing Lead, API Management

As the global product marketing lead for API Management, I ranked among the top 5% of performers across the entire 2,000 FTE company in my first year. Key outcomes included:
- Developed marketing strategy for an entirely new product category;
- Developed top ranking marketing content - in top 5 of the most popular assets with 50% conversion rates
- Established new market and consumer research processes
- Marketing lead for the workstream leading to a double leadership in the Gartner Magic Quadrant and Forrester Wave for API Management

Senior Product Marketing Manager, Lead for API Management

Oracle

I led commercialization of new products, from market evaluation and development of product roadmap and strategy to go-to-market planning, pricing and execution. Key successes included:
- Launched and drove adoption of "first-to-market" Opower Distributed Energy Engagement Service 
- Developed pricing for Behavioral Load Shaping solution
- Nominated and selected for Oracle’s Women’s Leadership Conference aimed at top performers and future Oracle leaders
- New partner strategy
- New market strategy for Japan, leading to the launch of several solutions in the market

Manager, Solution Management

I had three key missions in this role:
- As the global product marketing lead for Oracle Utilities Field Service Cloud, I developed product positioning, informed product development strategy, conducted market research, developed go-to-market and pipeline growth strategies, created sales and marketing content, and drove sales enablement efforts. 
- I steered cross-functional senior teams and stakeholders in the execution of strategic projects, incl. development of a new pricing structure;
- I led partner marketing for 16,000+ stakeholders.

Associate Product Marketing Manager

Bought by Oracle in 2016, Opower was an American startup that created a new market category, bringing AI and behavioral science to shape energy consumption of households. Since its inception, Opower has saved 31 TWh of energy and accompanied over 175 utilities.  

I fully owned the go to market strategy for Opower solutions for the EMEA region and localized global marketing efforts. I was responsible for developing product positioning, informing product development strategy, conducting market research, developing go-to-market and pipeline growth strategies, creating sales and marketing content, and driving sales enablement efforts.

Product Marketing Analyst | Opower

New Climate Economy Project

New Climate Economy is a major international initiative examining how countries can achieve economic growth while dealing with the risks posed by climate change. We work with a number of international institutions, including the World Bank, OECD and IMF, and are represented by CEOs and governmental ministers from various countries.

I co-authored a number of high-impact publications on climate change, sustainable economy and energy pricing with leading institutions, thought leaders and scientists, including Lord Stern, and provided briefings for ministers and CEOs for their public engagements.

Program Manager

Equinor

As a core member of Equinor's office in Brussels, I followed regulatory and policy developments in the EU and its institutions, and provided analysis and strategic advice to the company, its leadership, including the CEO, and the board. 

Achievements in addition to my key missions:
- Established a rotational development program for analysts from Brussels across Equinor's key business units in Norway;
-  Nominated and selected as a future policy leader for German Marshall Fund for Young Professionals Summit and Energy Charter Training.

Policy Analyst

International Emissions Trading Association

EU Policy Trainee

A lawyer by training, a growth & product marketing leader by passion and trade; I am currently leading the product and web marketing function at Spendesk. 

I have 10+ years of experience from marketing & product strategy roles at Spendesk and Axway in Paris, Oracle in London, Opower in the USA, and Equinor in Brussels. I have built and led high-performing, cross-functional teams, established new business models, taken products from early concepts to full market launches and adoption, and led strategic initiatives.

As a published author, speaker and mentor (including the Tech Talks Daily podcast and the Product Marketing Summit), I was recognized as a Top 100 Product Marketing Influencer in 2021, and was selected for Oracle's Women's Leadership program aimed at top performers and future Oracle leaders.

Jana Frejova

Freelance (Self employed)

Became an auto-entrepreneur in April 2023. I worked on side projects for sourcing and recruitment but I mainly focused on learning and developing new skills:
- Went from B1 to C1 level in Portuguese passing the DAPLE C1 - Portuguese Language Proficiency Certificate by Instituto Camões in November 2023.
- Passed multiple certifications focused on Business Development activities (prospecting, cold calling, dealing with objections...) through LinkedIn Learning.
- Increased my knowledge about MEDDIC after the exposure I had at MongoDB: Passed an introduction course and read books on MEDDIC ('MEDDIC' by Andy White and 'The Qualified Sales Leader' by John McMahon).
- Polished my technical knowledge at a high level: Completed courses on Observability, DevOps, Software Development Life Cycle (SDLC), Git. I also passed my first certication on Cloud Infrastructure: Oracle Cloud Infrastructure 2023 Foundations Associate.

Freelance

MongoDB

*Redundancy due to company restructuring* 
- Full-cycle recruiting: Sourcing to offer.
- Locations: Israel (Tel Aviv), Spain (Madrid and Barcelona), France (Paris), Ireland (Dublin) and Italy (Milan).
- Positions: SMB and Enterprise Account Executives. Other roles I sourced or recruited for include: Technical Services Engineers and Software Engineers.
- Hiring Results: FY23 Q1 (Ramp-up period): 225%; Q2: 112%; Q3: 90%;  Q4: N/A.
- Tools and methods employed: LinkedIn Recruiter, LinkedIn Insights, Greenhouse (ATS) and GEM (Talent engagement tool), Google Sheets; Cold-Calling, and outbound prospecting on LinkedIn.

Sales Recruiter (South EMEA)

- Full cycle recruiting: From sourcing to offer, full sourcing, and full screening and interviewing ownership.
- Positions: 
• Sales: SDRs, SMB Account Executives, Enterprise Account Executives and Sales Directors.
• Customer Engineering: Sales Engineers, Customer Success Managers and Services Consultants. 
• Technical Roles: Software Engineers, Product Owners, Product Managers, Quality Assurance Engineers, and DevOps Engineers.
• Other: Marketing Specialists, UX Designers, and Administrative positions.
- Locations: France, Ireland, Spain, UK, Italy, Germany, Sweden, The Netherlands and Belgium.

Talent Acquisition Specialist - EMEA 

SaleCycle

-B2B Outbound lead generation via cold-calling, Sales Navigator, and email campaigns through Salesforce. I focused on the IBERIA market.

Sales Development Representative - IBERIA

Frank Recruitment Group

-Customer Acquisition (through outbound prospecting) and full-recruiting ownership (from sourcing to negotiation and closing) in the IBERIA market.
- Positions: Software Developers specialized in Java, PHP, Python, and a set of frameworks like Javascript, Spring, Scala, Magento, Laravel, NodeJs...
- I reported to the board of managers on a weekly basis about daily KPIs and monthly invoicing goals and defined the next business targets. I submitted 5 CVs per day to my different clients and I organized 2 interviews per day on average.

IT Recruitment Consultant - IBERIA

Highly motivated and results-driven Sales Recruiter seeking to leverage my 5+ years of experience in a sales role.

During my career as a recruiter I developed multiple skills that are transferrable to any position involving prospecting:
- OUTBOUND PROSPECTING: I'm a master of multi-channel messaging, cold calling, and generating high-quality leads. My ability to connect with prospects and build rapport has resulted in numerous successful hires.
- RESULTS-ORIENTED: My commitment to exceeding targets has made me a valued asset in any recruitment team. I'm equally driven to achieve success in sales, setting ambitious goals and consistently surpassing expectations.
- NEGOTIATION SKILLS: I developed strong verbal and written communication skills, allowing me to negotiate effectively and close deals with confidence. My ability to tailor my approach to each client has been instrumental in my success.
- RELATIONSHIP BUILDING: I've established a vast network in the tech industry, spanning across Europe and encompassing Sales Managers, candidates, and industry experts.
- RESILIENCY: I'm adept at handling challenges, handling rejection and adapting to changing market conditions. My unwavering determination has allowed me to navigate obstacles and emerge stronger.

Language Skills:
-Spanish: Native
-English: Fluent
-French: Fluent 
-Portuguese: Advanced (C1 Certified)

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Jana Frejova

Sergio Avilés Ibáñez

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