Tove Zilliacus
Commercial leader, builder, author. Helsinki.
I see the whole system. Then I land and do the work.
From the helicopter, I see value, buying process, pipeline, team and tools as one system, and where it breaks. Then I land in the trenches and fix it myself, with a number on my back.
I’m a generalist by design and curious by nature. I’m happiest where nobody has built the structure yet.
Every role, one pattern
I go where the commercial structure is missing, and I build it while carrying a number.
Xerox
I inherited a working team and was asked to change how it sold. I introduced value-based selling, and the team reached 197% of quota. Along the way I won enterprise deals of up to €6.5 million, over sales cycles of up to 36 months. Those deals were won as much inside the customer’s organisation as across the table.
SEB Kort
A new team with no methodology, no playbooks and a delayed Salesforce rollout. I built a sales operational excellence framework and coached the team. SME sales grew through Covid.
Positive Learning
No commercial infrastructure at all. I built the playbook, HubSpot, automation and demand generation, and grew Sweden from three or four customers to about ten.
Fenerum
The only person in Finland. I owned positioning, budget, demand generation and sales, and built a scaleup community on top of it.
I also build software.
The Bell, a CRM for small B2B sales teams, and FridgeAI both started as ideas in my head. Both are now live with paying customers. Building them taught me what most commercial leaders never see: what a sales tool looks like from the inside, data model and all.
I wrote 2B or Not to Be a B2B Expert, a practical handbook for B2B sales, with exercises in every chapter. It’s free in English, Finnish and Swedish.
Open to the right full-time role
Alongside advisory and fractional work, I’m open to a full-time senior commercial role, such as Head of Sales, Commercial Director or CRO, or a role that combines commercial leadership with building.
- M.Sc. (Econ)
- B2B sales, sales leadership and revenue operations, from global enterprise to scaleup
- Based in Helsinki, working across the Nordics
- ChangeSales Oy, Business ID 3306591-9