Irena Shopova

Took a planned family career break while preparing for my next senior commercial role. During this period, I have focused on: • Developing my professional portfolio, check it out: www.irenashopova.com • Building practical AI capabilities for commercial work • Advancing my German to B2 level • Completing selected professional development and certification

Rebuilt the commercial function hands-on from a founder-led setup with one active opportunity into a structured international sales operation across Europe and the US. - Grew the pipeline from 1 to 20+ qualified fleet opportunities within 9–12 months by refining the ICP, testing the acquisition model, and building a repeatable sales process. - Built the commercial infrastructure from the ground up, including HubSpot, sales tooling, pipeline stages, qualification criteria, forecasting, reporting, and week

Led the commercial development of France, Belgium, and Luxembourg, building the regional operating model and aligning Sales, Marketing, Operations, Product, Finance, and Supplier Management around international growth. - Built and led a 12-person cross-functional country organisation, creating local KPIs, reporting, operating rhythms, and clearer ownership across commercial and operational teams. - Contributed to periods of approximately 2× year-over-year revenue growth in France by strengthening the loc

Built the French sales function during an early stage of market development, combining hands-on commercial execution with team building, process design, and local market adaptation. - Grew the local sales team from a small initial setup to 7–8 roles, introducing clearer responsibilities, coaching, performance expectations, and day-to-day operating rhythms. - Adapted the sales approach to the French market, where trust, localisation, and a more consultative customer journey were critical to adoption. - B

Owned unu’s B2B sales and partnerships strategy across Germany, France, and the Netherlands, leading the commercial development of electric mobility solutions for B2B customers. - Led a five-person sales and partnerships team across three markets, introducing clearer performance ownership, reporting, and market accountability. - Increased average order value by 50% by shifting the commercial focus toward larger, higher-value B2B accounts. - Designed and executed the B2B sales and partnerships strategy a

Led a multi-country sales organisation of approximately 40 agents through three Team Leads, with a focus on sales quality, operational performance, and team effectiveness. - Managed and coached three Team Leads across three countries, creating clearer accountability and stronger performance ownership. - Designed and introduced a quality-oriented sales strategy to improve conversion, customer experience, and consistency across teams. - Used sales data and performance analysis to identify gaps, improve pr

Helped build eKomi’s reseller partnerships function from the ground up, developing the commercial model, partner ecosystem, and operating structure across Europe, the US, and Australia. - Defined the partnership strategy, target partner categories, commercial models, pipeline, and go-to-market approach across local search, digital marketing, technology, and reseller channels. - Built the partnership operating model, including partner qualification, onboarding, agreements, CRM reporting, internal workflow

Led an eight-person B2B sales team across France, the UK, and Ireland, combining commercial leadership with hands-on ownership of key accounts and complex negotiations. - Exceeded revenue quota and team targets by more than 100%. - Tripled team revenue in the final quarter of 2017 through stronger commercial focus, coaching, and performance management. - Built clearer sales routines, reporting, ownership, and accountability across the team while continuing to negotiate and close strategic accounts direc

Managed a portfolio of French SMB customers, helping them implement eKomi’s review technology and use customer feedback more effectively across their websites, Google search, and paid acquisition. - Onboarded and trained customers on the SaaS platform, improving adoption and day-to-day product use. - Identified expansion opportunities and introduced additional services to increase customer value. - Worked proactively to strengthen customer relationships, reduce churn risk, and improve retention. - Buil

• Provided a day-to-day relationship with partners, suppliers and customers; handled orders, complains and other inquiries • Processed and analyzed sales data and reports • Ensured billing and inventory management • Maintained client database • Marketing assistance : created product catalogs • Import/export assistance: chose service providers, ensured administration documents for operations, coordinated goods delivery and control

Managed strategic partnerships and customer accounts in the M2M and telematics space, combining commercial development, partner management, and cross-functional coordination. - Managed relationships with key industry partners and identified new commercial and partnership opportunities. - Led account activities across needs analysis, proposals, contract negotiation, issue resolution, and ongoing customer development. - Improved partner and internal processes by coordinating across Sales, Operations, and

• Front Office: provide phone and e-mail support to the French and English speaking customers of Monaco Telecom • Back Office: process client complains and provide administrative support • Identify, analyze and resolve customer`s issues, ensure an appropriate documentation

• Assist in all areas of marketing activities from the development of different elements to their execution • Negotiate and execute various marketing practices (events, PR activites, advertising campaings, promotions) • Create and develop various advertising and promotional materials (mailings, brochures, newsletteres) • Organize company`s participation in professional trade shows • Perform all kinds of administrative and office support activities

Master thesis on the Future of Mobility