Seattle, WA · Open to Relocation · US Permanent Resident
Igor
Zhdanko
TAM · Solutions Engineer · Pre-Sales SA
10 years closing complex enterprise deals. AWS Solutions Architect certified. HashiCorp Terraform certified. Built production cloud infrastructure. The person who can talk to engineering and close with the business — in the same conversation.
The Differentiator
Why This Background Works
Most SAs come from engineering. Most AEs come from sales. I come from both — and that gap is exactly where deals are won or lost.
Enterprise Sales
10 Years
- $1M+ deals closed through complex multi-stakeholder cycles
- Technical discovery, custom demos, and POC leadership
- MEDDIC-qualified pipeline across US and EU enterprise markets
- Built and led international sales teams of 15+ managers
Cloud Architecture
AWS + Terraform Certified
- AWS SAA-C03 + HashiCorp Terraform Associate
- Deployed production ECS Fargate platform with Terraform IaC
- Multi-AZ VPC, RDS PostgreSQL, CloudFront, ALB, SSM, CI/CD
- Infrastructure built for real workloads, not sandbox tutorials
AI & Automation
Built Real Tools
- Claude API + Perplexity API trade show intelligence system
- n8n and Make.com workflow automation for B2B clients
- OpenAI API integration pipelines at production scale
- End-to-end architecture, not just prompt wrappers
Credentials
Certifications
Amazon Web Services
AWS Certified Solutions Architect
Validates expertise in designing distributed systems on AWS — networking, compute, storage, security, and cost optimization.
Verify on Credly →
HashiCorp
HashiCorp Certified: Terraform Associate
Validates proficiency in infrastructure-as-code with Terraform — modules, state, workspaces, and production IaC patterns.
Verify on Credly →
Built Things
Projects
Things I built to prove the technical depth, not to pad a portfolio.
ECS Fargate · Multi-AZ · Terraform IaC
Production AWS Platform
How do you build an enterprise-grade containerized platform on AWS that's secure, scalable, and reproducible?
Production-grade AWS infrastructure built with Terraform from scratch. Multi-AZ ECS Fargate cluster with Application Load Balancer, RDS PostgreSQL with private subnet isolation, NAT Gateway, VPC Endpoints, SSM Parameter Store for secrets, CloudFront CDN, and a full CI/CD pipeline. Structured to demonstrate real infrastructure decisions, not tutorial-level setups.
Claude API · Perplexity API · Python
AI Trade Show Intelligence System
How do you research 200 companies at a trade show in time to have intelligent conversations with all of them?
Automated pipeline that ingests exhibitor lists from trade show websites, uses Perplexity API for real-time company research, and Claude API to generate structured per-account briefings — tech stack analysis, company profile, qualification scoring, and talking points. Used internally to prepare for enterprise sales events. Replaced hours of manual prep with an automated workflow that runs before every event.
Internal use · not public
Python · Regula SDK · JavaScript
Document Verification Web App
How do you turn a complex SDK into a live demo that proves feasibility to a skeptical enterprise buyer?
Full-stack document verification application built on Regula SDK. Python backend handles document processing with structured JSON parsing and PASS/FAIL verdict logic. JavaScript frontend provides a complete UI for live evaluation. Built to demonstrate integration paths for enterprise prospects, reduce technical objections during sales evaluations, and prove the SDK capability in a working product.
Work History
Experience
Senior Account Executive & Solutions Lead
2022 – PresentRegula Forensics · ID Verification Software & Devices
- —Led pre-sales technical discovery and custom demo sessions for enterprise prospects across the US and Europe — multi-stakeholder deals from $50k to $200k
- —Built a full document verification app on Regula SDK (Python backend + JavaScript frontend) to demonstrate integration paths and reduce technical objections during evaluations
- —Designed an AI trade show intelligence tool using Perplexity and Claude API — ingested exhibitor data, automated per-account research, and generated structured briefings before every event
- —Replaced hours of manual event prep with a repeatable automated workflow used internally across the sales team
AI & Automation Consultant
2024 – PresentIndependent · B2B Clients
- —Architected AI-enrichment pipelines using n8n and Make.com, integrating Perplexity, OpenAI, and Claude API for automated research and outreach personalization
- —Delivered end-to-end solution design, configuration, and operator documentation for RevOps and technical teams at multiple clients
Head of Sales
2021 – 2022Symfa · Software Development
- —Drove 77% increase in new-logo revenue by rebuilding discovery, qualification, and presentation process across the team
- —Improved MQL-to-Won conversion by 27% through structured coaching and data-driven process changes
- —Implemented HubSpot CRM from scratch across sales, lead gen, and account management functions
Head of Business Development
2019 – 2021OTR Group · IT Integrator
- —Built a new business unit from zero — 50+ MQLs and 2–3 closed deals per month within the first year
- —Personally closed key enterprise accounts and brought the unit to profitability within 12 months
Account Executive
2015 – 2019R-Style Lab / Promwad · Software & Hardware Development
- —Consistently exceeded quota — up to 150% — selling complex B2B software and hardware solutions across US and EU enterprise markets
Bachelor of Business Administration (Honors) · Belarusian National Technical University · 2016
Tools & Skills
Stack
Cloud & Infrastructure
AI & Automation
Sales & GTM
Get In Touch
Contact
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