Dima Popov

Revenue Collective

Executive Member, Atlanta Chapter

May 2021 - present

Pavilion (formerly Revenue Collective) is a private, global, members-only organization consisting of senior leaders across revenue-generation functions (CMOs/CROs/VPs+/GMs across Sales, Marketing, Success, BizDev, etc.) Our community is designed to support the professional development of revenue leaders at high-growth companies, facilitate the sharing of best practices, and serve as a trusted private community where members can openly discuss business-critical issues with the comfort of privacy and confidentiality.

The World Bank Group

Senior Advisor

February 2024 - present

Working with leading banks and insurance companies in Central Asia on matters of strategy, performance management, commercial excellence, and organizational effectiveness.

StartX.

Startup advisor and mentor

January 2023 - present

StartX is an accelerator program similar to Y Combinator, but (a) non-dilutive, (b) focused on founders affiliated with Stanford university I support and advise new StartX founders as a “founder buddy”, expert advisor, and member of the board of advisors (mock board experience). I also do office hours on B2B sales & marketing from time to time.

LeanGTM

Founder & CEO

July 2024 - present•leangtm.us

Helping B2B SaaS founders find their way to hearts, minds, and wallets of their best enterprise and mid-market customers

StartX.

Founder in residence (W22 cohort)

October 2021 - December 2024

I became a part of the StartX family after Tomi.ai was accepted into the program.

Tomi.ai predicts propensity to buy for every website visitor (including all the anonymous ones) in near real time, so you can supercharge your performance campaigns with: (1) Smart synthetic conversion goals (10-50x stronger conversion signal with no loss in quality) (2) Zero-waste retargeting audiences (that double as seed audiences for lookalikes) (3) Advanced A/B testing, attribution, and analytics (e.g. helping you find a perfect audience-creative fit up to 100x faster and with 90% less cost while achieving better statistical significance) Battle-tested by 20+ high-growth companies and Fortune 500 brands, implementing Tomi.ai typically yields 30-50% higher sales and LTV-CAC (on average). Long-cycle/leadgen (incl. PLG) and high-ticket e-commerce companies usually benefit from implementing Tomi.ai the most.

Popov and Associates

Founder and Managing Partner

January 2018 - May 2021

Serving Fortune 500-caliber institutions in US and Europe on matters of strategy, marketing, commercial and operational excellence, data/analytics, digital and customer-centric transformation. Examples of notable projects include: (1) Retail investment products revenue enhancement. 4x market share in new business for target product and overall +50% revenue increase (across all investment products) (2) Retail business strategy. Customer-centric benchmark-driven financial model that helped to identify sizeable (>$20m per annum) profit enhancement opportunities (3) "Brand drivers" consumer research (individuals and SME segments). Brand funnel performance and primary sources of customer leakage analyzed. Brand drivers importance/relevance (derived, not stated) quantitatively measured. Implications for positioning strategy synthesized. (4) Conjoint analysis for multiple retail and SME products. Multiple pareto-optimization opportunities (better customer perception AND better margin for the bank) identified and prepared for implementation. Advanced customer segmentation to drive strategic decisions delivered. (5) Multiple comprehensive strategic planning exercises. Upside potential across business units quantified. Major performance drivers identified. Strategic initiatives portfolios structured. High-level implementation roadmaps prepared.

Boston Consulting Group (BCG)

Senior Advisor

January 2020 - January 2021

Serving Fortune 500 caliber financial services companies in US and Europe on matters of strategy, marketing & sales, org.design, and performance management

McKinsey & Company

Senior Advisor

January 2018 - January 2020

Serving Fortune 500 caliber financial services companies in US and Europe on matters of strategy, marketing & sales, org.design, and performance management

VTB24

Chief Strategy Officer (CEO-1) @ Retail subsidiary of Fortune Global 500 bank

April 2016 - December 2017

VTB Group (Fortune Global 500) is 2nd largest financial services provider in Eastern Europe. It operates in 20 countries around the Globe. VTB 24 is a retail subsidiary of VTB Group, responsible for retail banking and insurance operations both on its’ own and on other Group’s bank’s balance sheets. Key responsibilities: - strategy & strategic planning; - business performance management; - business transformation/performance improvement; - strategic PMO/transformation office; - internal consulting. Key achievements: (1) Contributed to growing VTB24's net income by 200% (3x) over 5 years (with approximately equal contributions from market growth, market share gain and performance improvement initiatives); (2) Orchestrated two 3-year strategic planning cycles (strategy development -> systematic tracking of KPIs/OKRs and initiatives -> interventions as needed) with consistent above 90% delivery on strategic priorities; (3) Led an internal consulting team effort on transforming specialist consumer-lending subsidiary (Leto bank) to full-fledged Post bank (through a partnership with Russian Post). Bank's net income grew by more than 300% (4x) over 5 years after the transformation; (4) Initiated and overseen the implementation of a comprehensive branch operations transformation program resulting in ~30% productivity increase and ~20% frontline staff reduction after 12 months without negative effect on customer service levels; (5) Co-led (together with Head of Group Finance) a working group (that included 6 management board members) responsible for design and implementation of harmonized ALM & treasury management policies @ Fortune Global 500 bank. Overall, the team delivered more than 150 impactful projects over 5 years.

VTB

Head of corporate development and strategy (Board-1) @ HQ of Fortune Global 500 bank

February 2012 - July 2012

Fortune Global 500 company. Key responsibilities: Group and business-lines strategy development and review, structuring and controlling implementation of strategic initiatives, analytical materials preparation (incl. presentations for Management Boards of VTB Bank and VTB Group), strategy/Project Management Office (PMO) teams recruiting and training;

McKinsey & Company

Management Consultant

October 2006 - October 2009

Serving Fortune 500 caliber financial services companies in US and Europe on matters of strategy, marketing & sales, org.design, and performance management

After company's founder and CEO resigned his duties shareholders asked me to help them in the interim period. Great crisis-management experiense. My responsibilities included coaching new finance department team, providing advice to CEO and CFO and regular analytical assignments.

Investor and rating agency relations, portfolio management, business valuation, financial and investment analysis, coaching of investment department’s team, IPO project coordination;

Portfolio management, financial analysis, rating agency relations, participation in negotiations with investors

Implemented new cash management process based on statistical analysis. The new process achieved immediate >$100k per year P&L impact.