Denis Stete
SENIOR SALES REPRESENTATIVE
Bucharest
Summary
Sales professional with 7+ years in SaaS, cloud, and education technology, driving growth for companies like Oracle and GitLab through pipeline generation, outbound strategy, and account development. At Oracle, I helped expand the cloud partner ecosystem and promoted education and certification solutions across the EMEA region. At GitLab, generated over €4M in influenced pipeline and advanced from SDR to Team Lead, building scalable outbound systems and go-to-market processes.
Overview
8
8
years of professional experience
3
3
Languages
Work History
Business Development Representative / Team Lead
GitLab
02.2023 - 05.2025
- Outbound prospecting into mid-market and strategic accounts across Iberia, Southern & Eastern Europe, positioning GitLab’s DevSecOps platform to drive new business.
- Built and refined targeted account lists, outreach strategies, and persona-based messaging for outbound campaigns.
- Conducted high-level discovery calls with technical and business stakeholders (manager to C-level).
- Collaborated with AEs and Marketing on ABM initiatives and field events.
- Generated 108 qualified opportunities, influencing €4.2M in total pipeline and ~€1.2M in incremental annual contract value (ACV), with an average deal size of ~€40K.
- Promoted to Team Lead by year 2, mentoring four BDRs, sharing best practices, and standardizing outbound sequences across regions.
Education Sales Consultant
Oracle
09.2019 - 05.2021
- Focused on Iberia and other countries, generating demand for Oracle University’s training and certification programs.
- Managed both inbound and outbound engagement, progressing to a full sales cycle on smaller deals in the second year (ADS €5-10K).
- Collaborated with regional marketing and cloud teams to align upskilling initiatives with cloud adoption campaigns.
ISV Partner Development Specialist
Oracle
09.2018 - 09.2019
- Supported strategic cloud recruitment for Oracle’s Emerging Cloud division, targeting new Independent Software Vendors (ISVs) for PaaS and broader cloud adoption.
- Generated demand through outbound and inbound campaigns within Iberia, and delivered solution overview presentations to startup founders and CTOs.
- Developed relationships with accelerators, incubators, and innovation hubs, advising early-stage companies on joining Oracle’s partner ecosystem.
- Acted as a bridge between marketing and sales, qualifying leads from online events and webinars with high-potential ISVs.
Business Analyst
Soluciones Cuatroochenta
01.2018 - 07.2018
- Conduct client discovery to understand software project needs
- Translate client needs into clear functional and non-functional requirements
- Create documentation: user stories, process flows, and use cases
- Act as a liaison between clients, developers, designers, and Project manager
Affiliate Account Manager
NRS-GROUP
04.2017 - 01.2018
- Responsible for the daily operations in charge for the online campaigns with a CPA model of business. Control, setting up, monitorize and follow up launched campaigns
- Billing, Traffic reports, Market studies & Conectivity with international operators
Education
Business Administration -
Universidad Jaume I
Castellon, Spain05.2017
International Business & Marketing – Erasmus program
Saxion Hogeschool
Enschede, Netherlands06.2015
Skills
Consultative selling
LINKS
linkedin
Timeline
Business Development Representative / Team Lead
GitLab
02.2023 - 05.2025
Education Sales Consultant
Oracle
09.2019 - 05.2021
ISV Partner Development Specialist
Oracle
09.2018 - 09.2019
Business Analyst
Soluciones Cuatroochenta
01.2018 - 07.2018
Affiliate Account Manager
NRS-GROUP
04.2017 - 01.2018
International Business & Marketing – Erasmus program
Saxion Hogeschool
Business Administration -
Universidad Jaume I