Матвей Лущик

Directed the Tolk Competence Center, optimizing processes and driving significant revenue growth through strategic initiatives and technological implementation.

• Spearheaded the "Sandbox" project, establishing a dedicated expert team for HADI-cycle hypothesis testing, accelerating time-to-decision, reducing main funnel load, and generating an additional 5.2 million RUB in revenue from 28 studies.
• Implemented a Service Level Objective (SLO) for hot lead processing, achieving 97% of applications processed within 15 minutes, which boosted conversion rate to payment by 1.47x.
• Introduced an AI assistant for complex deals, freeing up 15-20 hours per month for managers by automating role-playing, advice, and objection handling.
• Automated two-thirds of manual reporting processes, significantly increasing manager productivity by 26% and contributing to a projected Compound Annual Growth Rate (CAGR) of 31% for 2024-2025.
• Adapted teams to monetize freemium users, leading to increased Return on Marketing Investment (ROMI) and higher revenue per employee.

Led the Tolk sales department, executing market segmentation, optimizing sales processes, and restructuring the organization to enhance efficiency and talent retention.

• Conducted comprehensive market research and segmentation, identifying core target audience and significantly increasing conversion rate per core client.
• Developed and implemented a new procurement center engagement strategy, boosting revenue per contact by 1.47x.
• Revamped organizational structure to a hybrid model, reducing one management layer and redesigning hiring profiles, which decreased turnover by 12%.
• Shortened time-to-fill for vacancies by 17 days (saving ~300k RUB in recruitment costs) and scaled the project across 4 regions.

Directed the EDO sales department, successfully navigating market saturation by identifying new opportunities and consolidating sales teams for enhanced performance.

• Successfully executed a seamless merger of two sales teams, achieving 0% attrition during the transition.
• Validated the growth hypothesis for the EDO market with Electronic Trading Platforms (ETP), pivoting the team within 3 weeks.
• Generated 2.6x higher revenue per contact in the new ETP market compared to the company average.

Led the launch of sales for a new legal product MVP, building a high-performing team and validating critical value propositions to ensure early market success.

• Built a sales team from scratch and closed the first deal for the new MVP product within 3 weeks of launch.
• Collaborated effectively with development and marketing teams to formulate and test 9 critical value hypotheses.
• Achieved target financial model metrics for the investment project ahead of schedule.

Managed sales for Tenders and Certification Center products, consistently exceeding ambitious targets and implementing innovative sales methodologies.

• Exceeded annual sales plan by 138%, demonstrating exceptional sales performance.
• Achieved an Average Revenue Per Paying User (ARPPU) 2x higher than the company average.
• Set a product record with a single deal valued at 460,000 RUB.
• Implemented a new presentation methodology, increasing conversion from presentation to payment by 1.6x.
• Recognized as a finalist in federal Negotiation Duels, ranking among the top 3 out of 200+ participants.

Создание выделенной команды экспертов для быстрой валидации продуктовых гипотез с использованием HADI-циклов, CustDev и A/B-тестов.

Разработка и адаптация управленческого цикла, найма и онбординга для эффективной работы удаленных и гибридных sales-команд.

Создание, внедрение и масштабирование технологии для работы с центрами закупа в сегменте среднего бизнеса.

Руководство тремя успешными стратегическими пивотами продающих команд для адаптации к новым рыночным условиям и продуктам.

Успешный выход на новый рынок электронного документооборота с электронными торговыми площадками.