Pavo Pavlović

02 - Track Record

Fifteen years scaling sales, talent & teams.

From $30M to $550M+ ARR. From 1,000 to 18,000 clients. From 1,150 to 45,000 engaged freelancers. A career built on the same premise: disciplined systems, consistent execution, compounding results.

$550M+

ARR contributed to

$15M

Largest deal closed

140%

Team quota attainment

15 yrs

In global tech talent

2026 - Present

Intera Technology Park

Current

Jan 2026 - Present

Current

Chief Executive Officer

Leading Intera TP - the leading technology park and nonprofit foundation in Bosnia and Herzegovina - setting strategic direction, building institutional partnerships, and shaping the next chapter of the organisation.
Driving regional growth in technology, entrepreneurship, and education through programmes designed to turn ambition into measurable outcomes.
Bringing 15 years of global tech-talent experience to bear on local challenges: building predictable systems, strengthening partnerships, and giving teams the clarity to execute.

2021 - Present

Andela

Present

2024 - Present

Enterprise Partnerships - Qualified.io & AndelaPay (SaaS)

Drove enterprise partnerships with global brands including Logitech and Yokogawa Group, expanding Andela's footprint in SaaS and payments verticals.
Re-engaged dormant accounts, restoring multimillion-dollar opportunities and driving renewed enterprise adoption.
Built executive relationships across procurement, finance, and legal - accelerating contract approvals and compliance.
Authored Andela's first SaaS discovery and outreach playbook, creating a repeatable motion for enterprise pipeline generation.

2022 - 2024

Director of Talent Acquisition & Assessment

Scaled global hiring operations to 70+ assessors, lifting fill rates from 7% to 20% month-on-month and peaking at 50%.
Introduced AI-assisted screening and data-driven compensation models, saving ~$1M annually while maintaining quality and team stability.
Partnered with enterprise clients - AMEX, IBM, Goldman Sachs, GitHub - to meet senior hiring demands and unblock critical roles.
Built global assessment standards and performance dashboards, enabling consistent quality across multiple regions.

2021 - 2022

Director of Sales, EMEA

Closed Andela's largest enterprise deal to date - 150 roles worth $15M in bookings.
Built the first EMEA sales function from scratch, creating GTM strategy and playbooks that drove consistent pipeline growth.
Led enterprise engagements across finance, legal, and procurement - ensuring compliance and accelerating contracting.
Coached and developed sales talent through structured deal reviews and performance systems that lifted attainment across the team.

2013 - 2021

Toptal

8 years

2020 - 2021

Sales Team Lead, EMEA & APAC

Delivered ~40% uplift in regional sales, contributing to the $600M+ ARR milestone.
Led 10+ sellers averaging ~140% of quota, consistently.
Raised close rates from 3% to 5% using Gong.io insights and targeted coaching.
Improved retention by 30% and repeat business by 20% with key accounts.

2015 - 2021

Sales Team Lead

Managed a fully distributed sales team of 30+ members that grew revenue from $30M to $550M+ ARR.
Shortened the sales cycle by 30% and boosted close rates by 30% through process improvements and A/B testing.
Expanded the client base from 1,000 to 18,000, and engaged talent from 1,150 to 45,000 during tenure.
Sustained ~40% annual SMB revenue growth, fuelling overall company hypergrowth.
Built KPIs, OKRs, playbooks, and training that scaled team performance globally.
Created and scaled the account management function - raising hires per client from 1.5 to 2.2 and boosting retention by 45%.

2019 - 2021

Culture Ambassador

Drove engagement and alignment across global sales teams by embedding performance standards and feedback loops that improved collaboration and accountability.

2014 - 2020

Community Lead, Balkans

Expanded regional presence through events and partnerships, generating a steady pipeline of high-performing freelancers and strengthening brand reach.

2014 - 2015

Sales Engineer

Managed the full sales cycle and maintained a $7M+ book of business as a top performer.
Closed major accounts including McKinsey, Udemy, YouTube - securing long-term revenue streams.
Drove a 15% revenue lift in three months through targeted promotions and tailored solutions.
Ran client training sessions that improved adoption and value realisation.

2013 - 2015

Communications Team Lead & Specialist

Reduced candidate wait times for interviews by 300% through smarter shift coverage and scheduling.
Delivered 400% more interviews than the next highest performer - a new productivity benchmark.
Developed training materials for 30+ team members, standardising best practices.

2010 - 2013

WWin

3 years