Vladimir Ostroverkhov
Fractional Chief of Staff & Commercial Operations Architect | Operating Systems · Strategy Execution · GTM & Revenue | ex-VMware · Kaspersky · Severstal Group | SaaS · EdTech · AI | SEA & ANZ
I'm the Fractional Chief of Staff founders bring in when a company has grown faster than the way it's Usually, the answer isn't more headcount but a system that keeps running when the founder steps back from daily
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In 19 years across 80+ countries I keep running into the same problem. Companies stall because their operating model was improvised rather than designed, not because the strategy is wrong. It's almost always a design issue, and there's usually a gap between what gets decided and what actually gets That work has spanned enterprise B2B, SaaS, EdTech, HRTech, cybersecurity, and premium services, at VMware, Kaspersky, TalentTech (Severstal Group), BIANCA, and now in my own practice as a Fractional Chief of Staff to founders and What a Chief of Staff engagement with me looks like:- Operating cadence: set up the weekly business reviews, priorities, and OKRs that keep the company executing without daily founder involvement- Strategy to execution: turn the founder's intent into a plan with clear owners and deadlines, and follow it through to delivery- Cross-functional alignment: get GTM, Product, Sales, and Operations working off the same priorities- Special projects and scale: market entry, reorganizations, and the problems that usually land only on the founder (SEA, APAC, LATAM, CIS) Selected results:• TalentTech: Ran the commercial operating model across 11 B2B products, building a $10M+ pipeline with 23% YoY revenue growth, 30% shorter sales cycles, 70% larger average deals, and 170% client-base • Kaspersky Enterprise: Built the operating rhythm that grew B2B from 4% to 12% of total revenue, beating plan by 120%+ across APAC and LATAM • VMware: Scaled the regional business 11× over five years; the enablement framework I built became the internal standard across 14 offices in Russia and • BIANCA: Built a business incubator from scratch, launching 5 products in 12 months, cutting CAC by 57%, and reaching 27% operating • As Fractional Chief of Staff: EdTech revenue up 30% in 8 weeks; client drop-off cut from 30% to 5%; a SaaS company reached $10M ARR within 13 months on the plan I built; teacher retention 52% to 85%; NPS 38 to Available as:- Fractional Chief of Staff- Advisory for founders and operators scaling past the founder-run stage- Speaking: keynotes and workshops on operating systems, execution, and scaling Based in Vietnam · Open to SEA, ANZ, and remote engagement If the company still runs through you and execution keeps stalling, feel free to reach out.
GTM Index
- BIANCAJOB
- Dir of Business Incubation…7M
Director of Business Incubation & New Ventures
Bianca
BIANCA · Moscow, Russia · Premium beauty & lifestyle services, 200+ staff – Conceived the incubator from the ground up. Designed the architecture and standards: product selection methodology, 3-month time-to-market framework, unit economics, P&L, pricing, packaging, marketing, motivation schemes, hiring, onboarding. – Built the team and trained them to run operations by my playbook. When I left, the system kept running. – Results: 5 new business lines launched in one year · revenue +14% · CAC −57% · operating margin 27% · MoM profit growth 37%.
- TALENTTECHJOB
- Chief BD Officer1Y 11M
Chief Business Development Officer
TalentTech
TalentTech (Severstal Group) · Moscow, Russia · HRtech / EdTech / B2B SaaS – Ran the commercial operating model across 11 B2B products (HRTech / EdTech / SaaS) for Severstal Group's digital venture. – Diagnosed a structural Product-vs-Sales conflict across 11 B2B products that top management treated as a people problem. Defended the diagnosis before the board, secured approval, and redesigned the commercial architecture from scratch. – Designed a Strategic BD layer as the bridge between Product and Sales. Built and led a 4-person BD team segmented by product domain; BDMs served as expert translators between product, sales, and market, reducing PM load ~40%. – Commercial sounding boa…
- BRIGHT BOXJOB
- Head of Partner Channel De…7M
Head of Partner Channel Development
Bright Box
Designed a partner program from scratch for a B2B IoT platform powering carsharing and connected vehicle services across Russia — program architecture, partner tiers, motivation model, commercial terms. Honest learning: discovered that building channels in unfamiliar markets from zero was a gap I needed to close. That gap became the focus of the next chapter — global GTM at enterprise scale.
- KASPERSKY LABJOB
- Global Enterprise GTM Mgr2Y
Global Enterprise GTM Manager
Kaspersky Lab
Kaspersky · Moscow, Russia · Global: LATAM, APAC, SEA – Led global GTM strategy for enterprise B2B products (virtual environment security + anti-fraud) as one of a 4-person global leadership team. – Managed VIP and key enterprise accounts across 80+ countries; navigated multi-layered decision-making with CISOs, CIOs, and government procurement bodies. – Grew enterprise product contribution from 4% to 12% of total company revenue; exceeded plan 120%+ YoY. – Represented the company at 100+ international events over 10 months — including an Interpol conference in Singapore and a closed-format event for 13 acting heads of state in Lebanon.
- Malicious Code Analyst → A…2Y 6M
Malicious Code Analyst → Anti-Spam Engineer
Kaspersky Lab
Kaspersky · Moscow, Russia Started career at Kaspersky while completing MSc in Cryptography, analyzing malicious-code submissions globally and writing detection signatures for the antivirus engine. – At peak proficiency, processed 250–300 files per shift; during a critical backlog incident, processed 1,200–1,300 files per shift against a 20,000-file queue. – Co-developed a self-learning anti-spam detection engine in 2010, one of the earliest ML-based spam detection systems in commercial production. Presented the technology internationally.
- VMWAREJOB
- Senior BD Mgr4Y 10M
Senior Business Development Manager
VMware Inc.
VMware · Moscow, Russia · “Funded Head” program – Evangelized server virtualization across Russia and CIS under VMware’s Funded Head program — when the technology was entirely new to the market. 150+ flights a year. – Scaled regional business 11× over 5 years — built and trained BD teams across 8 offices in Russia and 6 across CIS. – Designed a partner enablement framework with 500+ training events — adopted as the internal standard across 14 regional offices. – Expanded portfolio to include Microsoft and Red Hat virtualization as both vendors entered the market.
- ГК VERYSELLJOB
- Senior Technical Consultant6M
Senior Technical Consultant
ГК Verysell
– Delivered technical pre-sales for enterprise virtualization solutions, translating infrastructure requirements into solution architectures and demonstrations. – Built demonstration environments and supported customers through solution evaluation, technical validation, and implementation planning. – Developed the virtualization expertise and vendor visibility that led to selection for VMware’s global Funded Head market-development program.
- Job: Bianca — Director of Business Incubation & New Ventures · 2021-05 – 2021-12 — BIANCA · Moscow, Russia · Premium beauty & lifestyle services, 200+ staff – Conceived the incubator from the ground up. Designed the architecture and standards: product selection methodology, 3-month time-to-market framework, unit economics, P&L, pricing, packaging, marketing, motivation schemes, hiring, onboarding. – Built the team and trained them to run operations by my playbook. When I left, the system kept running. – Results: 5 new business lines launched in one year · revenue +14% · CAC −57% · operating margin 27% · MoM profit growth 37%.
- Job: TalentTech — Chief Business Development Officer · 2019-06 – 2021-05 — TalentTech (Severstal Group) · Moscow, Russia · HRtech / EdTech / B2B SaaS – Ran the commercial operating model across 11 B2B products (HRTech / EdTech / SaaS) for Severstal Group's digital venture. – Diagnosed a structural Product-vs-Sales conflict across 11 B2B products that top management treated as a people problem. Defended the diagnosis before the board, secured approval, and redesigned the commercial architecture from scratch. – Designed a Strategic BD layer as the bridge between Product and Sales. Built and led a 4-person BD team segmented by product domain; BDMs served as expert translators between product, sales, and market, reducing PM load ~40%. – Commercial sounding boa…
- Job: Bright Box — Head of Partner Channel Development · 2018-07 – 2019-02 — Designed a partner program from scratch for a B2B IoT platform powering carsharing and connected vehicle services across Russia — program architecture, partner tiers, motivation model, commercial terms. Honest learning: discovered that building channels in unfamiliar markets from zero was a gap I needed to close. That gap became the focus of the next chapter — global GTM at enterprise scale.
- Job: Kaspersky Lab — Global Enterprise GTM Manager · 2016-04 – 2018-04 — Kaspersky · Moscow, Russia · Global: LATAM, APAC, SEA – Led global GTM strategy for enterprise B2B products (virtual environment security + anti-fraud) as one of a 4-person global leadership team. – Managed VIP and key enterprise accounts across 80+ countries; navigated multi-layered decision-making with CISOs, CIOs, and government procurement bodies. – Grew enterprise product contribution from 4% to 12% of total company revenue; exceeded plan 120%+ YoY. – Represented the company at 100+ international events over 10 months — including an Interpol conference in Singapore and a closed-format event for 13 acting heads of state in Lebanon.
- Job: VMware Inc. — Senior Business Development Manager · 2011-06 – 2016-04 — VMware · Moscow, Russia · “Funded Head” program – Evangelized server virtualization across Russia and CIS under VMware’s Funded Head program — when the technology was entirely new to the market. 150+ flights a year. – Scaled regional business 11× over 5 years — built and trained BD teams across 8 offices in Russia and 6 across CIS. – Designed a partner enablement framework with 500+ training events — adopted as the internal standard across 14 regional offices. – Expanded portfolio to include Microsoft and Red Hat virtualization as both vendors entered the market.
- Job: ГК Verysell — Senior Technical Consultant · 2010-12 – 2011-06 — – Delivered technical pre-sales for enterprise virtualization solutions, translating infrastructure requirements into solution architectures and demonstrations. – Built demonstration environments and supported customers through solution evaluation, technical validation, and implementation planning. – Developed the virtualization expertise and vendor visibility that led to selection for VMware’s global Funded Head market-development program.
- Job: Kaspersky Lab — Malicious Code Analyst → Anti-Spam Engineer · 2008-04 – 2010-10 — Kaspersky · Moscow, Russia Started career at Kaspersky while completing MSc in Cryptography, analyzing malicious-code submissions globally and writing detection signatures for the antivirus engine. – At peak proficiency, processed 250–300 files per shift; during a critical backlog incident, processed 1,200–1,300 files per shift against a 20,000-file queue. – Co-developed a self-learning anti-spam detection engine in 2010, one of the earliest ML-based spam detection systems in commercial production. Presented the technology internationally.
- School: Moscow Technical University of Communications and Informatics (MTUCI) — Master of Science - MS, Data Security and Cryptography
- School: Moscow Institute of Modern Psychology — Postgraduate Degree, Business Communications, Conflictology and Hard negotiations
Skills
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