MALIK OTMAN
London
Summary
Account Executive and Sales Operations leader with 5+ years' GTM and commercial strategy experience in SaaS and fintech. Economics graduate with demonstrated expertise in market analysis, pipeline optimisation, and process development. Transitioning to commercial/GTM analyst role, developing SQL and data analysis capabilities.
Overview
10
10
years of professional experience
Work History
Account Executive & Sales Operations Lead
TRUSTFORM
06.2025 - Current
- Leading sales strategy, market analysis, and operational improvements for compliance technology platform
- Market Analysis & Strategy: Mapped 200+ regulated entities across priority markets; developed Ideal Customer Profile (ICP) framework identifying key characteristics, pain points, and buying signals—enabling more targeted outreach and higher-quality pipeline
- GTM Process Development: Built structured sales playbook documenting full 360° sales cycle with clear stages, success metrics, and decision frameworks; created training materials standardising best practices across sales team and reducing onboarding time
- Pipeline & Performance Tracking: Implemented sales technology stack (CRM, outreach tools) to monitor pipeline health, deal velocity, and conversion rates; regularly analysed performance data to identify bottlenecks and optimisation opportunities
- Commercial Insights: Conducted comprehensive market research on regulatory environments and competitive landscape; produced strategic recommendations on market prioritisation and engagement approach based on market sizing and customer acquisition considerations
- Cross-functional Collaboration: Partnered with marketing to develop messaging and materials grounded in customer research; collaborated with product and leadership on positioning based on market feedback and customer needs analysis
- Stakeholder Engagement: Led product demonstrations and client conversations; booked and managed meetings with governmental entities; represented company at industry conferencesLeading sales strategy, market analysis, and operational improvements for compliance technology platform
Sales Manager
INXTINCT
London
09.2024 - 01.2025
- Built and led sales function from ground up for early-stage SaaS company
- Sales Process Design: Spearheaded development of comprehensive sales methodology aligned with business objectives; documented processes, decision criteria, and best practices for scalable execution
- Team Leadership & Performance Management: Managed team of 5 business development executives; tracked individual and team KPIs; improved average meetings booked per person from 3-5 to 10+ per month through process refinement and coaching
- Pipeline Development: Conducted end-to-end sales cycles from prospecting through closure; built value-based selling framework enabling team to quantify customer pain points in monetary terms and align solutions with business impact
- · Market & Customer Analysis: Conducted in-depth analysis of customer needs, objection patterns, and market trends to refine sales approach and ensure customer-centric strategy
- Sales Technology & Tools: Researched, evaluated, and implemented sales technology stack to optimise outreach, pipeline management, and team effectiveness
- Sales Collateral: Designed cold-calling scripts and pitch frameworks tailored to target audience; created proposal templates and presentation materials
Business Development Executive
ComplyAdvantage
London
07.2022 - 08.2024
- Full-cycle sales in compliance technology space; developed frameworks for customer insights and value quantification
- Customer Needs Analysis: Acquired deep knowledge of KYC/KYB onboarding processes across industries; conducted systematic needs assessments to understand customer pain points and regulatory requirements
- Value Quantification Framework: Built proprietary "value-based report" template enabling sales team to quantify customer needs and pain points in monetary terms—translating operational challenges into business impact and revenue metrics
- Sales Performance: Consistently exceeded monthly targets by up to 350%; maintained top-ranking position on quarterly performance leaderboard through disciplined prospecting and customer-focused approach
- CRM Management: Employed CRM software to manage customer interactions, pipeline tracking, and communication history; ensured data accuracy and organised customer intelligence for team reference
- Business Development: Identified and nurtured new business prospects; collaborated with cross-functional teams to develop commercial documents supporting wider business development initiatives
Research & Development Lead
Muslim Charities Forum
London
11.2021 - 07.2022
- Designed and developed online learning platform; conducted market and competitive analysis
- Market Research: Conducted competitive analysis and landscape research to understand existing solutions and identify differentiation opportunities; evaluated multiple platforms and vendors based on requirements
- Product Development: Managed development of Learning Management System including design of 40-question interactive assessment tool; coordinated with external consultants and subject matter experts; oversaw project execution and launch
- Customer Research: Conducted research with charities to understand operational needs and identify critical learning modules and content; translated requirements into platform specifications
Intern – Depositary Receipt (DR) Services
Citibank
London
07.2016 - 08.2016
- Supported sales team with market research and analytical support
- Financial Market Research: Conducted analysis of Global Depositary Notes and market trends using Bloomberg terminals; produced research to inform client pitches and investment strategies
- Client Preparation: Assisted in RFP preparation, presentation development, and follow-up documentation; reviewed investor relations materials and provided competitive feedback
- Sales Support: Constructed proposition emails to prospects; supported sales team in pitch preparation and post-presentation follow-up
Education
BA - Economics
University of Reading
01.2021
A-Levels - Mathematics, Psychology, Economics, Arabic
London Academ
London, ENG01.2017
GCSEs - 11 A*-C
Christ's College, Finchley
01.2015
Skills
- SQL
- Python
- Excel
- Tableau
- Market analysis
- Customer segmentation
- GTM strategy
- Sales operations
- Pipeline management
- CRM systems
- Stakeholder management
- Process design
- Market research
- Presentation
Languages
English
Proficient
C2
Arabic
Proficient
C2
Timeline
Account Executive & Sales Operations Lead
TRUSTFORM
06.2025 - Current
Sales Manager
INXTINCT
09.2024 - 01.2025
Business Development Executive
ComplyAdvantage
07.2022 - 08.2024
Research & Development Lead
Muslim Charities Forum
11.2021 - 07.2022
Intern – Depositary Receipt (DR) Services
Citibank
07.2016 - 08.2016
BA - Economics
University of Reading
A-Levels - Mathematics, Psychology, Economics, Arabic
London Academ
GCSEs - 11 A*-C
Christ's College, Finchley