Norbert Durko

– Built Cloudfresh’s Middle East business from zero, owning the full GTM motion: enterprise sales, channel strategy, operations, and forecasting; and scaled it to a high six-figure pipeline within the first year. – Landed five of the UAE’s top enterprise companies across Energy, Logistics, Government, and Retail, positioning Cloudfresh as a credible multi-vendor partner in a highly competitive market. – Closed and advanced multi-threaded enterprise cycles across the Asana, Google, GitLab, Miro, and HubSpot ecosystems, engaging CIO, COO, PMO, Procurement, and Transformation stakeholders. – Designed the regional revenue engine: implemented forecasting and deal governance, hired early GTM roles, and established disciplined enterprise pipeline creation. – Built a GCC-wide partner ecosystem, driving co-selling motions that shortened sales cycles and expanded Cloudfresh’s enterprise reach. – Orchestrated high-impact executive roundtables with 80%+ CXO attendance, generating net-new enterprise engagement and accelerating in-pipeline deals. – Drove Cloudfresh’s broader expansion across MEA and Central Asia, integrating sales, marketing, and delivery into a repeatable execution model for large-scale SaaS adoption.

– Managed top enterprise accounts across Emerging Markets, driving adoption of Asana’s enterprise suite through multi-threaded C-level engagement and competitive displacement. – Led full-cycle deals across transformation, PMO, Finance, IT and Operations, shaping strategic work management programs and unlocking multi-country expansion paths. – Partnered with Solution Engineering, Customer Success, and channel partners to execute tailored enterprise rollouts across complex environments. – Grew net-new enterprise pipeline while supporting the transition and scale-up of new markets.

Highlights & Awards – Founding member of the CEE team; co-built the regional GTM strategy and segmentation for 15+ markets. – Won EMEA Rookie of the Year (FY22) for exceptional ramp-up and enterprise performance. – Earned three consecutive AE of the Quarter awards (Q4 FY23, Q1 FY24, Q2 FY24), consistently ranking in the top 1–5% of AEs across EMEA. – Closed the largest deal in CEE history – $1.2M TCV, a competitive displacement involving C-Level, PMO, Ops, and regional procurement stakeholders. Key Responsibilities & Outcomes – Owned a multi-market portfolio across CEE, managing full-cycle enterprise and corporate deals from prospecting to close, expansion, and multi-country rollout. – Led high-stakes conversations with C-level executives, business owners, and transformation leaders to drive org-wide adoption and strategic alignment. – Identified and developed customer champions, unlocking enterprise expansions and multi-threaded influence across regional and global stakeholders. – Collaborated closely with Solution Engineers, Customer Success, Finance, Legal, User Operations, and the Partner Channel to orchestrate complex evaluations and accelerate cycle times. – Delivered data-driven value storytelling using workflow diagnostics, work management maturity modelling, and ROI frameworks tailored to each customer’s strategic priorities. – Mentored junior AEs and SDRs to improve pipeline creation, regional consistency, and enterprise deal discipline across the team. – Partnered directly with Asana’s EMEA leadership team to shape territory plans, forecast accuracy, and competitive positioning across the region.

– Managed and grew a multi-market portfolio generating $16M+ annual ad revenue, driving performance across Retail, E-commerce, and scale-up clients in the CEE region. – Led full-funnel growth strategies across Facebook, Instagram, Messenger, WhatsApp, and Audience Network, helping clients expand into new markets and capture incremental demand. – Delivered triple-digit YoY revenue growth for key accounts through data-driven optimisation, measurement frameworks, creative experimentation, and bid strategy refinement. – Drove strategic conversations with C-level executives, founders, and marketing leaders, influencing budget allocation, channel mix, and long-term market expansion. – Used performance analytics, incrementality testing, and cohort modelling to identify growth levers and unlock sustained revenue gains. – Shifted significant share of wallet to the Meta ecosystem, resulting in 1000%+ total revenue growth for several accounts within one year. – Partnered cross-functionally with Creative Shop, Marketing Science, and Product teams to deliver scalable solutions aligned to each customer’s growth targets.

• Owning the seamless customer instore experience by Meeting and Greeting all customers, building quick relationships, making the customer feel at ease. • Working closely with all team members within Stratstone Tyneside, coordinating the process and ensuring that every part of the customer journey is first class. • Spending time with the customer, listening to understand their requirements and sharing the services and products we can offer that match closely to their requirements. • Introducing customers to the relevant vehicles in store or online, discussing the key features and benefits of the vehicle. • Discussing all relevant products with the customers, particularly our part exchange offering, by carrying out vehicle appraisals on the customers current vehicle. • Taking customers out for a test drive. • Navigating systems to understand the new and used stock inventory at site. • Taking pride in the store, ensuring the showroom is maintained to the highest of standards.

• Supporting the International Business Development team on expanding FlixBus to the Baltics, Spain and Russian Federation • Conducting market analysis for the approached markets and presenting information in a concise manner, converting complexity into simplicity • Using analytical skills to find the way through complex data sets and recognizing opportunities to grow and optimize • Designing and implementing concepts for an international expansion • Actively participating in the development and implementation of strategic projects: “Border control delay reduction”, “Patterns of successful and unsuccessful lines” • Assisting the International Business Development team in everyday operations • Onboarding of three other International Business Development interns

• Internal and external communication across "Inchcape Motors" dealerships in the Baltic region. • Planning, assistance and support throughout “Mazda CX-5” and “Ford Fiesta” launch events in Lithuania. • Organizational activities of the new “Ford Fiesta” training for Lithuanian “Ford” representatives. • Managing “Ford”, “Hyundai”, “Jaguar”, “Land Rover”, “Mazda” and “Mitsubishi” official websites. • The individual project – development of a digital marketing campaign, targeted towards the improvements of sales figures of Used Cars (UC). • Communication and cooperation with Inchape Motors’ local partners – marketing and public relations agencies.

• Sales colleague knowledge cascade • Sustaining and developing the brand awareness of Google • Reporting customer insights • Assisting throughout the launch of the “Google Pixel” phone in the UK • Field Marketing • Driving sales performance, achieving and exceeding KPIs

• Representing course and the university • Customer service and consulting • Assisting Event Management team • Direct Marketing and Communication

• Sales colleague knowledge cascade • Driving sales performance, achieving and exceeding KPIs • Creating Samsung brand awareness • Highlighting USPs of Samsung products • Customer service and consulting • Field Marketing • Product demonstrations while focusing on FAB

Double Degree Kedge Bachelor Programme Key modules of the 1st year: Management Applied to Regional Industries, International Marketing, Globalised Human Resources Management, Supply Chain Management, Cross Cultural Management, Corporate Strategy. Key modules of the 2nd year: Diagnostic and Case Study, Digital Marketing, Luxury Marketing, Marketing Shaping Strategies, Marketing Data Collection, Business Game.

Dean’s List Award for outstanding academic performance and contribution to the programme.