KAROLINA PLUTA
Warsaw
Summary
I am an experienced IT Sales Manager with 15+ years in sales and over a decade dedicated to advanced technology projects. I specialize in selling AI-driven and data-powered solutions, including Generative AI, LLMs, NLP, Computer Vision, Data Science, IoT, Predictive Analytics and Digital Transformation. I work closely with enterprise clients, lead C-level conversations, and guide organizations through end-to-end sales cycles, from discovery and strategy to delivery and long-term partnership. My background in business and clinical psychology helps me understand decision-making, build trust-based relationships and translate sophisticated technologies into clear business value.
Overview
14
14
years of professional experience
1
1
Certification
Work History
Ai & Sustainability Sales Manager
Cognitum Services S.A.
05.2021 - Current
- Lead global projects and collaborate with clients in a holistic, end-to-end manner, from discovery and strategy to solution design and long-term partnership development.
- For over four years, I have been growing sales in a Polish-Australian software house, expanding enterprise business in Poland across manufacturing, logistics, banking, finance, FMCG, aviation and space industries.
- Lead sales of Sustainability-focused initiatives and environmental optimization projects that support responsible business growth.
- Sell and scale startup products (LiveComply and Industrial Cortex AI) alongside core software development and AI services.
- Manage a global 3-person sales team, ensuring continuous development, high performance and strategic alignment.
- Train teams in automatic lead generation, sales automation tools, AI-assisted outbound processes and advanced planning methodologies.
- Participate in formal acceptance of cooperation terms, commercial offer approvals and internal contract validation processes.
- Key achievements include delivering strategic, high-impact projects for:
- Nowel – Europe’s largest bakery: an AI-powered bread baking simulation system.
- Link4 – an employee onboarding & coding support system, including a RAG-based technical documentation assistant.
- MBank – a system for managing unstructured and sensitive personal data.
- DSV – AI and automation initiatives supporting global logistics and operational excellence.
- Schneider Electric – holistic AI projects covering analytics, automation and intelligent process optimization.
Territory Manager - Business applications
Oracle s.r.o.
08.2019 - 08.2020
- Led ERPM SaaS sales for global enterprise clients, managing full-cycle processes from forecasting and targeting to solution design and long-term account development.
- Worked closely with C-level stakeholders to define operational and financial needs, shaping end-to-end proposals across ERP, SCM, TMS, WMS, HCM and BI, while supporting resource allocation and delivery execution.
- Expanded Oracle’s footprint across multiple industries, selling 150+ SaaS products and achieving a key milestone with the first Business Suite implementation in Poland in the FMCG sector.
Business Development Executive - KMS Lighthouse & Informatica
Integral Solutions / Aman Group
12.2017 - 07.2019
- Developed and expanded the KMS Lighthouse intelligent knowledge base solution, aligning product capabilities with client needs across multiple markets and creating marketing and sales strategies to support product growth and positioning; a key achievement was delivering the first implementation of the solution in Poland within the banking sector.
- Managed international product collaboration with teams in Israel, Russia and the United States, ensuring strategic alignment, continuous improvement and smooth cross-regional coordination.
- Built strategic partnerships with BOT, chatbot and VoiceBOT providers, strengthening the ecosystem and extending the product’s market reach.
Country Sales Manager
VCC Live Kft
07.2015 - 11.2017
- Sold VCC Live SaaS solutions to enterprise clients, overseeing end-to-end training and support to ensure smooth adoption and high customer satisfaction; a key achievement was leading the full sales process for VCC Live across four countries.
- Built and executed SaaS-focused sales strategies, negotiating contracts with senior management and managing international projects across Poland, South Africa, the Czech Republic, Slovakia and the United Kingdom.
- Led and developed a 12-person sales and support team, driving performance, operational efficiency and continuous improvement across the organization.
IBM Business Analytics and Client Needs Specialist
Mineral Midrange S.A.
05.2012 - 06.2015
- Conducted active sales of the full Mineral Midrange product portfolio, analyzing customer needs and providing consulting, training and expert guidance across multiple sectors, while managing client meetings, presentations, contract negotiations and defining project scope; a key achievement was securing the first IBM Watson and IBM ILOG sales in Poland.
- Supported complex documentation processes, including tenders, EU project applications and grant submissions, contributing to technical criteria and solution design, and collaborating with universities and public-sector institutions on educational, research and innovation-oriented initiatives.
- Coordinated cross-departmental work between consulting, training, marketing and sales teams to ensure smooth project execution and consistent communication, while reporting directly to the Management Board with insights, forecasts and strategic recommendations.
Education
MA - Clinical Psychology, Business Psychology, Psychology of New Technologies
University of Social Psychology (SWPS)
01.2011
Skills
- Enterprise Sales & Account Growth
- AI / GenAI / LLMs / NLP / Data Analytics
- Digital Transformation & Cloud Solutions
- C-level Stakeholder Management
- SaaS & Software Development Services
- Sales Strategy, Forecasting & Pipeline Management
- Negotiations, RFP/RFI, Contracts
- Global Project Coordination
- Process Optimization & Sustainability-driven Solutions
Certification
Oracle 0–60 cloud products Social selling / Influence maps / Sales methods incl. Sandler
IT and NLP for sales
Generative AI fundamentals (Google)
Tech and Sustainability
Languages
English: C1
Italian: Currently learning
Courses And Trainings
- Oracle 0-60 cloud products
- Social selling / Influence maps / Sales methods incl. Sandler
- IT and NLP for sales
- Generative AI fundamentals (Google)
Passions And Personal Involvement
In my free time, outside of my professional responsibilities, I run Restart Zone an initiative supporting people in the IT industry experiencing burnout. I lead support groups and create safe, structured spaces for sharing challenges, rebuilding mental resilience and developing tools for healthy, sustainable career growth. This work combines my background in psychology with a strong passion for empowering individuals across the tech community., www.restartzone.pl
Personal Information
Title: AI SALES MANAGER
COURSES AND TRAININGS
- Oracle 0–60 cloud products
- Social selling / Influence maps / Sales methods incl. Sandler
- IT and NLP for sales
- Generative AI fundamentals (Google)
- Tech and Sustainability
Timeline
Ai & Sustainability Sales Manager
Cognitum Services S.A.
05.2021 - Current
Territory Manager - Business applications
Oracle s.r.o.
08.2019 - 08.2020
Business Development Executive - KMS Lighthouse & Informatica
Integral Solutions / Aman Group
12.2017 - 07.2019
Country Sales Manager
VCC Live Kft
07.2015 - 11.2017
IBM Business Analytics and Client Needs Specialist
Mineral Midrange S.A.
05.2012 - 06.2015
MA - Clinical Psychology, Business Psychology, Psychology of New Technologies
University of Social Psychology (SWPS)