Frank Willig
Sales Development Director @Milan Digital
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WORK HISTORY
Sales Development Director @Milan Digital
Berlin, DE
Own end-to-end pipeline generation and acceleration strategy, translating growth priorities into structured GTM programs- Designed and executed programmatic demand generation initiatives, driving +26% ARR growth- Built pipeline visibility frameworks and reporting cadence, enabling data-driven decision-making and improved forecasting- Established program governance, KPIs, and execution discipline, improving operational efficiency by 21%- Led cross-functional GTM alignment across Sales, Marketing, and Partners- Positioned Sales Development as the execution engine of pipeline programs, increasing cross- and upsell by 16%
EDUCATION
University of Warwick - Warwick Business School
Master of Business Administration - MBA, Business Administration, Management and Operations
Saïd Business School, University of Oxford
Executive Leadership Programme
NYU Stern School of Business
Bachelor of Science - BSc, Finance & International Business
Università degli Studi di Firenze
Italian Language and Literature
SKILLS
ABOUT FRANK WILLIG
GTM and Sales Pipeline Program Leader with 10+ years of experience designing and executing data-driven pipeline generation and acceleration programs across EMEA and especially DACH. I specialize in turning growth priorities into structured, scalable GTM programs that align Sales, Marketing, Partners, and Operations around clear execution models, KPIs, and measurable outcomes. Across roles at Salesforce, Oracle, Sprinklr, I have consistently operated at the crossroad of strategy and execution — bringing structure to complex sales environments and enabling teams to deliver predictable pipeline and revenue growth. My focus areas include- Designing and executing pipeline generation and acceleration programs - Building cross-functional GTM orchestration models - Driving pipeline transparency, funnel diagnostics, and forecasting accuracy - Enabling scalable, repeatable execution across regions and segments At Milan, I own the end-to-end pipeline strategy and execution, building a programmatic GTM engine that has driven 26% ARR growth while significantly improving operational efficiency and execution discipline. I am also particularly effective in environments that require- Aligning diverse stakeholders without formal authority - Translating complexity into clear, actionable plans- Data-driven execution with structure and accountability
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