Elena B.

GTM Lead for high-growth scale-ups | ex Amazon ex Clarity AI

Italy5.6k followers

DGTL Ventures

ex-Generation Terraex-Terralab AI

I build commercial traction from zero in markets that aren't fully mapped yet.
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I've founded a B2B sustainability SaaS, taken it from idea to working prototype to first enterprise clients, and done the same thing twice more in early-stage environments across ESG, AI data, and enterprise software. I talk to customers more than most salespeople because I genuinely want to understand what they're trying to solve, and I feed that back into how the product gets positioned and sold. I work in Italian, English, Spanish, and French, which matters when your growth is in Europe. Looking for a Series A to C company where the GTM problem is still unsolved and commercial ownership is real.

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GTM Index

DGTL VENTURESJOB
1. Full Cycle Enterprise Sales
  10M
GENERATION TERRAJOB
1. Founder | B2B SaaS | ESG
  1Y 11M
ORMA GUIDESJOB
1. Business Growth & Early-St…
  11M
TERRALAB AIJOB
1. ESG Data Eng & GTM Strategy
  5M
CLARITY AIJOB
1. Sustainability Data and Cl…
  6M
AMAZONJOB
1. Warehouse Management & Opt…
  6M
EXO INVESTINGJOB
1. Growth Mktg | B2C | Fintech
  8M

Job: DGTL Ventures — Full Cycle Enterprise Sales | Professional Services | HR Change Management · 2025-04 – 2026-02 — • Spearheaded ground-up market entry into Italy for a Basel-based B2B SaaS company, defining ICP, outreach strategy, and deal qualification from scratch with no existing pipeline, infrastructure, or brand presence in the region. • Owned the full end-to-end sales cycle across outbound and SAP co-sell motions; built and managed a €1.2M+ annual pipeline, at ACV €150K + . • Ran SAP ecosystem co-sell motions, working jointly with SAP account teams to access enterprise accounts and accelerate deal progression. • Built repeatable sales infrastructure from founder-led model: defined playbooks, forecasting cadence, CRM hygiene, and recorded call library for team training. • Conducted negotiations in…
Job: Generation Terra — Founder | B2B SaaS | ESG · 2023-01 – 2024-12 — • Founded and bootstrapped a B2B sustainability software company from concept to commercial traction. • Owned end-to-end product, GTM, and revenue strategy; directing development, marketing, partnerships, and operations simultaneously while closing deals. • Defined ICP and high-pain use case through structured customer discovery; translated insights directly into product features, solution design, and a validated working prototype. • Built partnership channels through podcasts, newsletters, and industry communities as the primary distribution mechanism, generating a pipeline without an outbound budget. • Hired and managed a team of 9 across engineering, product, and marketing functions.
Job: Terralab AI — ESG Data Engineer & GTM Strategy | B2B SaaS | ESG · 2024-01 – 2024-06 — • Built the back-end ESG data foundation powering the platform, translating customer insights into scalable data models and product logic. • Conducted 60 in-depth customer and prospect interviews to identify buying triggers, unmet needs, and feature priorities, directly shaping GTM strategy and product roadmap. • Directed competitive research to define ICP, differentiation, and priority use cases within the US enterprise sustainability landscape.
Job: Clarity AI — Sustainability Data and Client Engagement Associate | B2B SaaS | ESG · 2022-04 – 2022-10 — • Executed outbound engagement across email, LinkedIn, and phone, reaching 450+ prospects and contributing to proving the platform's business case. • Delivered ESG data and insights to 50+ B2B clients, supporting reporting requirements aligned with GRI, SASB, SDGs, SFDR, CDP, and TCFD — frameworks directly relevant to US SEC disclosure requirements. • Co-designed ESG questionnaires guidelines covering 70+ material metrics aligned with leading global regulatory frameworks.
Job: Amazon — Warehouse Management & Optimization | B2B | Logistics and Operations · 2020-06 – 2020-12 — • Led logistics enhancements across four locations, resulting in a 15% improvement in operational efficiency. • Conducted thorough data analysis and root-cause investigations using Excel and SQL to inform decision-making. • Collaborated with cross-functional teams to optimize warehouse management processes in a fast-paced environment.
Job: Exo Investing — Growth Marketing | B2C | Fintech · 2019-01 – 2019-09
Job: ORMA Guides — Business Growth & Early-Stage GTM | D2C | Tourism · 2024-01 – 2024-12
School: IE Business School — International Relations, Political Science and Government
School: Le Wagon — Data Science, Computer Software Engineering
School: Job Farm — Master in Corporate Circular Responsability, Circular Economy, CSR, ESG
School: Sustainable Innovations — Green Leaders for Tomorrow, Corporate Sustainability Consulting
School: Vesalius College — International Relations, Political Science and Government
School: International School of Milan — International Baccalaureate, Business, English and Art
School: Fashion Institute of Technology — Fashion Business and Short Film Production

Skills

Key Performance IndicatorIntelligenza artificialeStrategia go-to-marketSQLSviluppo key accountGestione key accountDirezione commercialePrendere decisioniGestione accountStrategia di marketingPrevisioniBusinessVendite complesseNew business developmentChannel PartnersManagementGestione dei rapporti commercialiTeam leadershipSaaSB2B

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Elena B.

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