Founder — BizDev Labs. Progressive outbound BDR agency (45+ SaaS clients 🚀)

In 2020, I quit my job with $3K in the bank and no plan. 

Two years later, I built a multi-million-dollar BDR agency and earned a spot on Forbes 30U30.

Today I am redefining the role of a BDR. I believe the BDR role is a lifelong career. And my goal is to build the most tenured BDR team on the market.

—-

Outside of work, I was an Olympic-class windsurfer. 

I lived in Israel, Canada, USA, England, Mexico, Hong Kong, Portugal and Aruba.

Roy Itzhaki

Justin Aniballi

Enterprise B2B SaaS CRO and VP Sales with a documented track record of repeatedly growing $0–$30M ARR companies and leading successful exits for early to mid-stage enterprise vendors selling into Global 2000 companies. Known for building scalable revenue engines and leading high-performing sales teams focused on repeatable growth through disciplined adherence to sales process and sales methodologies, including MEDDPICC, Sandler, Voss, and JOLT. And let's not forget saas metrics, the go-to anchor for data-led decision making. 

At Totogi, we grew the customer base from 2 to 8 within the first 15 months and achieved a deal win-rate of 39%. Built a robust sales pipeline with a TOFU-to-BOFU closed-won conversion rate of 11%, while coaching the sales team to competitive advantage through hands-on training and consistent reinforcement of our core sales languages - the 4 methodologies. 

At Risk Control Technologies, led a 3-year 19% CAGR resulting in an acquisition by the #2 global InsurTech software company, while dramatically improving key unit economics, including CAC, CAC payback, LTV:CAC, and Magic Number. Built a repeatable demand generation engine delivering triple the monthly pipeline compared to pre-2021 levels.

Earlier at RightWorks, grew revenue from $5M to $33M ARR in 20 months and closed the largest deal in company history at $7.5M ACV.

Expertise in Enterprise B2B SaaS sales across Insurance (Tier 1–4 carriers and brokers), Financial Services, Telecom (global MNO and MVNO), Government, and Professional Services markets throughout North America and all global markets. Skilled in driving and leading teams to drive complex, multi-stakeholder, multi-year ACV deals with a mix of direct and partner sales motions, including BDR teams, reseller channels, strategic alliances, system integrators, ABM/ABX programs, and conference- and LinkedIn-led demand generation.

- Revenue leadership: GTM strategy, ICP definition, sales process design, hands-on enterprise deal coaching, forecast accuracy, board reporting  
- Sales methodologies: MEDDPICC, Sandler, Voss, JOLT ... to de-risk scale and repeatability  
- Demand generation: ABM/ABX, outbound prospecting, SDR/BDR teams, partner channels, strategic alliances, AI BDR/SDR solutions
- SaaS Metrics and RevOps: pipeline conversion rates, cost/MQL and cost/SQL analysis, win-rate, CAC, payback period, LTV:CAC ratio, Magic Number, ACV expansion, logo retention, NRR
- Markets: Insurance, Property & Casualty, Commercial Lines, Financial Services, Telecom MNO and MVNO, MarTech, InsurTech

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Roy Itzhaki

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