Gabriel Puliatti

Ran the P&L for Crawlera and was in charge of the largest purchasing decisions in the company. Drove strategic sign-up and sales improvements that led to: - Increasing Crawlera paying customers by 2.4x to 357 over the last semester of 2015, and monthly recurring revenue to six figures, averaging 10.52% in monthly revenue growth for the year. In this time, we also halved our churn through changes in pricing and plan structure. - Narrow our key industry verticals and allow our growth and sales team to focus and specialise our services offerings, which helped us sign 40% more project value from new clients in the Q3/4 compared to Q1/2. Worked on building up our VC and investor relations, by setting up an initial investor deck and financial statements and projections, as well as leading all conversations with outside investors.

Best performer in sales team of 6 with $1.12M US in ACV in 2015, coming top for the last 3 quarters of the year. Grew Crawlera Enterprise, at the time a secondary product, to become the second largest source of revenue in the company (after Professional Services). Ensured lowest churn across company product line by managing key accounts. Signed the two largest new Professional Services projects of 2015, as well as five and six figure deals with 3 Fortune 500 companies and multiple startups with >$1bn valuation. Handled enterprise inbound and outbound leads, rounding off the year with an average closed deal-size of $17400 ACV and closing the most revenue in the team for three quarters in a row.

Managed the Canadian and South African sites for a job search engine. Had varied responsibilities, mostly marketing and business development. I produced content for the blog, queried our statistics database for job market reports, build web analytics reports for managers, and did various activities around SEO and PPC. – Tripled free inbound traffic. (South Africa from 65k to 217k, Canada 34k to 110k unique sessions per month). – 25+ pieces of PR coverage. – Grew combined revenue 2.5x.

• Designed and developed sales pipeline reports using Ruby for the CEO and maintained CRM system. • Analysed business processes and ran projects to improve these through various software tools. • Trained new non-tech sales staff on industry profiles and technical issues in industry. • Managed web analytics and lead identification tools and produced reports from these. • Did market discovery and lead generation by coding web scrapers and building contact lists. • Handled research and collation of data for marketing collateral.

• Managed various research projects, by myself or leading small groups aimed at researching and gathering information for clients. • Performed over 100 hours of interviews with high-level corporate contacts such as CEOs or investor relations departments. • Built lists of thousands of contacts for other interviewers to call. • Investigated markets and individual businesses online for preliminary work. • Found information from secretive industries through mystery shopping • Translated and proofed other's data, working with others to prepare and format Excel spreadsheets.

• Analysed financial and marketing plans for reports to investors. • Prepared a number of documents for marketing use, wrote company memos and brochures. • Produced documentation for proposed projects and existing ones. • Researched new technologies and prepared new open source firewall product.