About David
I’m a Solutions Engineering & Presales leader helping B2B teams turn growth ideas into revenue through strong GTM execution and technical credibility. I lead end-to-end deal cycles — from discovery and executive workshops to solution architecture, demos/POCs, value cases, and estimation/SOW inputs — and I build the systems that make presales scalable (playbooks, demo libraries, messaging, enablement).
What I deliver
Executive discovery + workshop facilitation (pain points → priorities → roadmap)
GTM strategy support: positioning, messaging, ICP/value prop, sales plays
Demo & POC building (storyline + technical build + success criteria)
Estimation and scope packaging (assumptions, risks, delivery approach)
Presales infrastructure: pitch decks, demo scripts, objection handling, enablement
Cross-functional alignment between Sales, Product, and Delivery
Best fit: early-stage scaleups or enterprise teams that need clearer GTM, stronger demos, and repeatable presales motions.
English
Native or bilingual
Russian
Native or bilingual
Can work on-site
Madrid (up to 50km)
Experience
- CustomertimesHead of Presales and Business DevelopmentDIGITAL AND ITJanuary 2025 - Today (1 year and 5 months)Madrid, Spain• Led end-to-end enterprise sales cycles for Salesforce SFA across HLS and CPG, owning discovery → solution design → workshops/demos → estimation/SOW, consistently shaping $500K+ programs and complex multi-workstream roadmaps.• Took over presales leadership for CT Mobile and CT REx (field execution apps), orchestrating cross-functional pursuit teams(Salesforce, Microsoft, AI/Innovation, Delivery) to align technical value with executive priorities and accelerate pipeline conversion.• Built and ran a repeatable workshop-led selling motion (discovery frameworks, value mapping, solution fit-gap, roadmap definition),enabling faster qualification, clearer scope boundaries, and higher-confidence estimates for enterprise buyers.• Drove AI-enabled SFA strategy in both existing and net-new accounts, packaging practical AI use cases (assistants/agents, insights,automation) into demoable narratives that supported expansion and new logo pursuits.• Redefined product and solution positioning and value proposition around business outcomes, and rebuilt core presales assets: pitchdecks, demo scripts, discovery guides, and qualification playbooks.• Owned GTM for the product division, launching new outbound strategies and account-based plays, increasing opportunity creationand improving sales execution,• Strengthened partnership-driven revenue by collaborating with ecosystem stakeholders and aligning roadmap + innovation demoswith partner priorities, positioning Customertimes offerings as preferred execution accelerators.
- CuvamaHead of Solutions EngineeringJanuary 2022 - January 2025 (3 years)London, UK• • Led the design and automation of the custom demo creation process, leveraging ChatGPT to analyse prospect profiles and generate tailored value propositions—reducing demo creation time from 3 hours to under 30 minutes. This initiative supported scalable growth from $22K to $750K ARR in 2 years and secured the company's largest deal ($350K, 3-year subscription).• • Scaled the presales and marketing demo operation, onboarding and managing a team of 4 freelancers to deliver 30+ personalised demos weekly. Collaborated cross-functionally with Sales and Marketing to align outbound targeting, integrate branded demo recordings into campaigns, and drive engagement.• • Drove sales effectiveness and customer success by implementing the MEDDPICC framework, creating sales playbooks, and launching customer enablement programs—resulting in 8x customer base growth and 80% user adoption within the first month of go-live. Also led structured feedback loops to influence the product roadmap and maintain a 2-week delivery cycle for new features.• • Migrated Cuvama to Salesforce (Sales Cloud & Service Cloud), streamlining operations across Sales, Marketing, and Support, resulting in a 65% efficiency boost.• • Managed the successful development and launch of Cuvama's Salesforce integration, ensuring a smooth process from requirements gathering to testing. Achieved 5-star reviews on AppExchange and 80% customer adoption.• • Led Salesforce integration for our customers, significantly improving workflow efficiency and increasing Cuvama adoption by 40% compared to non Salesforce customers.• • Developed custom Salesforce demos to support sales. Customers using Salesforce showed a 30% higher win rate compared to non Salesforce customers, making Salesforce the top decision factor, driving new business and engagement.
- CustomertimesHead of Solutions Engineering CT SoftwareSeptember 2020 - May 2022 (1 year and 8 months)Paris, France• • Built from scratch the new department of Solutions Engineering that took over the value proposition of the Salesforce native mobile product suite for CPG and Pharma industries.• • Hired, trained, and managed a team of 5 solution engineers to support the sales cycle. The team was responsible for driving the functional and scoping phases of the presale, analysing business requirements, answering RFPs, and driving the demo preparation of SF & CT Mobile solutions, allowing for a 100% demo coverage.• • Implemented the value selling approach across all sales verticals, reducing the reliance on the Value Engineering department at early stages of the opportunity, and reducing the sales cycle length by 15%.
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Education
- BSc (Hons)Queen Mary University of London2017BSc (Hons)