Kate Shadrina

Founder | Sales Enablement | Revenue Operations Consultant

Consulting • Full time

Jul 2023 - Present • 3 yrs 1 mo

Independent advisory practice helping B2B founders build and scale sales organizations and go-to-market systems. - Designed and delivered sales enablement programs for 100+ sales professionals across 10+ industries — covering outbound prospecting, discovery, objection handling, and deal closing — driving an average 15% increase in quota attainment for coached teams - Built enablement infrastructure (playbooks, discovery frameworks, objection-handling systems, onboarding assets) for client sales teams including Apple Real Estate, Pike Media, and Naimix, standardizing sales methodology across 5+ sales managers and multiple business units - Designed structured hiring and onboarding systems for 50+ B2B founders, cutting time-to-hire for sales roles from 3+ months to under 6 weeks and onboarding time from 1–2 months to 2 weeks - Audited and rebuilt the sales process and CRM (HubSpot) for a Series A SaaS client, increasing lead-to-meeting conversion by 50% and establishing clear pipeline visibility - Facilitated 2-day intensive enablement workshops combining real business cases and role-play simulations to convert tacit sales knowledge into documented, reusable playbooks

Sales Lead · Yandex Advertising · 2019–2023

Yandex • Full time

Jun 2019 - Jun 2023 • 4 yrs

One of Europe and Central Asia's largest technology companies, operating search, digital advertising, and SaaS products at scale across 15+ markets. - Built the onboarding, coaching, and performance-management framework that scaled the SMB sales team from 2 to 10 representatives in 2 years - Designed and rolled out a new sales workflow and enablement materials that increased meeting-to-close conversion from 25% to 40% and cut the average sales cycle from 15 to 9 days - Owned and grew a $30M+ annual revenue portfolio, coaching reps to consistently exceed team quotas through structured pipeline management and forecasting