Maria Kolev

Business Development Executive

Sofia, Sofia City, Bulgaria15 yrs 5 mos experience

Most Likely To SwitchHighly Stable

Key Highlights

Expert in sales operations and process optimization.
Proven track record in team leadership and mentorship.
Strong background in agile methodologies and project management.

Stackforce AI infers this person is a SaaS sales operations leader with expertise in process optimization and team management.

Contact

dimov.maria@gmail.com LinkedIn

Skills

Core Skills

Agile LeadershipBusiness Process ImprovementOperational EfficiencyStrategic PlanningScaled Agile FrameworkSalesforce Sales Cloud

Other Skills

Artificial Intelligence (AI)Business AnalysisBusiness DevelopmentBusiness PlanningBusiness StrategyChange ManagementCustomer ServiceDecision-MakingE-commerceEmotional IntelligenceEnglishFacilitationForecastingGermanHospitality Industry

About

At Progress, strategic leadership in sales operations has been my focus, where I apply agile methodologies to streamline processes and drive efficiency. Coaching and mentorship form a cornerstone of my approach, empowering teams to exceed expectations in a dynamic tech landscape. Overseeing projects that enhance our commercial results and foster product innovation, collaboration with finance and marketing has been integral. My expertise in developing people engagement programs and translating global strategies into actionable roadmaps underscores my dedication to operational excellence.

Experience

15 yrs 5 mos

Total Experience

3 yrs 10 mos

Average Tenure

5 yrs 5 mos

Current Experience

Progress

6 roles

Senior Global Sales Operations Manager

Promoted

Dec 2024 – Present · 1 yr 6 mos

Account Hierarchies Project – Progress Software Standardization
Sales Tech Standardization and Optimization across platforms (Salesloft, ZoomInfo, Leadspace, SalesNav, etc)
Salesforce Data Quality Standards for Accounts (over 250K) and Contacts (1,5M)
Leading a team of 9 Sales Ops analysts creating wonders everyday!

Agile LeadershipBusiness AnalysisBusiness Process ImprovementStrategic NegotiationsArtificial Intelligence (AI)

Global Sales Operations Manager

Dec 2023 – Dec 2024 · 1 yr

Working with senior leadership on standardizing and simplifying internal system and processes to optimize sales performance and increase efficiency and effectives for all teams.
Partnering with key internal functions such as Finance, Marketing and IT to create robust and lean processes while being the business owner for the sales stack (Salesloft, Leadspace,ZoomInfo, etc) with my current team of 6 people we strive to bring coherent and alling framework for sales to operate in.

Operational EfficiencyOperational ExcellenceStrategic PlanningStrategic Communications

Salesforce Product Owner

Jul 2023 – May 2024 · 10 mos

Interim Product owner for Salesforce Enterprise Applications team under IT organization in Progress.
The role has been created as business continuity one to develop strategic goals around standardizing and simplifying Salesforce system processes and design.
Main objectives of the cross-functional team:
Good Quality Account Data (minimizing duplicate accounts)
Visibility into Customer Type (new and expansion) across our customer base
An effective Account Coverage Model (which includes territory design, account hierarchy, and lead routing)
The role included buidling Value Stream maps, writing stories, PI planning, backlog grooming. Leading Steering cometee, Governance team weekly updates meetings, preparing Key decision documentation and working with the team of 4 people to get the job done within short deadlines, collaborating with key stakeholders from Finance, Sales and Marketing to internal operational and IT teams was a great experience.
Currently, the team has proven it's value and it's becoming a permanent asset the the IT organization.

Scaled Agile FrameworkSalesforce Sales CloudSenior Stakeholder ManagementValue Stream MappingProduct Design

Global Sales Operations, Principal

Dec 2022 – Dec 2023 · 1 yr

Sales Operations, Principal Analyst

Mar 2022 – Dec 2023 · 1 yr 9 mos

Senior Sales Operations Analyst

Jan 2021 – Dec 2023 · 2 yrs 11 mos

Identifying points of sales process improvements and it's implementation in collaboration with DevTools Leadership Team
Maintaining various systems integrity while suggesting improvements for usage for increasing sales efficiencies
Optimizing sales quota plans, allocation and pay outs
Connecting sales teams in cross functional projects with Finance, Business Intelligence, Demand Generation, Marketing and Product management by compiling solidified business requirements
Directly working with Business Operations teams and leadership for optimizing Salesforce to enhance business priorities
Supporting sales territory design and management, planning of sales quotas, sales OKRs for all sales functions
Manage sales KPIs and sales target attainment dashboard in Salesforce, Tableau in collaboration with BI and BizOps teams
Cooperating with Costumer Advocates team to ensure CRM functionalities are administrated in Salesforce
Responsible for the entire sales tech stack technical set up, administration and update - Outreach, Chorus, ZoomInfo, LinkedIn Professional, etc
Supporting resellers channels and performance analysis
Project research and solutions prototypes
Encourage usage of new technologies to improve overall sales effectiveness and efficiency
Acting as mentor for sales managers when required
Overall sales performance analysis and improvement

Booking.com

2 roles

Senior Sales and Operations Manager

Oct 2014 – Oct 2020 · 6 yrs

Improving or building new sales optimization processes for commercial excellence
Lead and develop a high-performing team
Comprehensive team dynamics management plans (individual KPIs, team OKRs, SLAs, Well-being programs, coaching & mentoring, diversity & inclusion programs, psychological safety)
Agile principles application & Scrum Certified (leading sales teams)
Leading and developing local market strategies to maximize company and partner's success
Translate Booking.com BV's- global strategy into Bulgarian and North Macedonia markets
Manage relationships with new hotel chains or for important hotels and properties in Bulgaria & North Macedonia
Leading high performing team/s
Deliver quantity and quality reports on results and performance for information support to Booking.com
Providing information support to Booking.com BV by conducting thorough competitor research and analysis reporting in order to gain competitive edge on availability and supply within the region
HR tasks (reviews/appraisals, training, recruitment of new staff); lead by example, coaching and leadership skills to develop team members to go beyond targets and bring their soft skills to a worldwide level.

Account Manager

Jul 2013 – Sep 2014 · 1 yr 2 mos

Support Booking.com BV’s – strategy for hotel availability and supply within Bulgaria. Promote the Booking.com BV brand name and its online reservation services to hotels, also by visiting hotels located in specific geographic areas of the country. Responsible for area coverage.
Inform hotels and advise on allotment, availability and supply. Rate checks and competitor checks
Liaison person for hotels to contact when they have questions.
Versatile and adapt quickly to the latest guidelines from Booking.com BV

Phoenix management

Sales and Marketing Specialist

Feb 2012 – Jun 2013 · 1 yr 4 mos

Outline workflow processes to increase the efficiency of the hotel complex. Assists with the development, writing, and communication of Marketing plans, promotional recaps, creative briefs, project recommendations, and presentations. Assits Marketing Manager in organizing company events, tourist groups accommodation. Hosting hotel's web page, administrating all online booking channels.