Varun Kulkarni

Founded and scaled the enterprise business from zero to over $50M+ in annual revenue within 4 years, achieving triple-digit year-over-year growth through strategic planning and executive engagement.

Led a multi-country commercial organization, managing 6 direct-report leaders and P&L for new business, renewal, and expansion across strategic Fortune 500 accounts in Europe.

Drove consistent triple-digit YoY growth and multi-year contract expansions by owning the post-sales lifecycle for top enterprise customers (onboarding, adoption, renewal).

Partnered cross-functionally with Product, Marketing, Operations, and Finance to shape GTM strategy, define regional campaigns, and prioritize features, unlocking new use cases and driving platform adoption.

Developed future leaders by coaching first-line managers into senior leadership roles, establishing a high-accountability, high-performance culture, and scaling customer success motions.

Launched and grew strategic relationships with Fortune 500 clients, uncovering growth opportunities and influencing product enhancements tailored to enterprise needs.

Exceeded revenue targets by over 40% year-over-year, establishing Amazon Freight's credibility with major enterprise accounts and driving expansion across Europe.

Delivered 1280bps quarterly margin improvement through a mix of pricing strategies, volume commitments, and operational enhancements, strengthening profitability at scale.

Designed and rolled out a framework for integrating external demand into Amazon's network, unlocking efficiencies that improved unit economics and created customer savings.

Managed a €35M portfolio across top 100 global accounts, leading negotiations and renewals to drive significant revenue.

Transitioned clients from transactional to strategic partnerships, generating over €2M in expansion revenue.

Retained €4M in at-risk contracts by leading cross-functional workshops.

Directed a transformation program that reduced backlog by 60% year-over-year and improved service delivery.

Delivered €7M in year-one revenue and scaled the business to over $150M+ as a founding member of Amazon Freight Europe's launch team.

Shaped the sales and product launch strategy, including recruiting and structuring the initial commercial and operations teams.

Standardized legal and tax processes for enterprise contracts, shortening onboarding times and accelerating growth.

Led cross-functional projects to sell and implement bespoke solutions for DHL's Top 100 customers.

Facilitated discovery workshops to identify opportunities, resulting in an additional €2M in revenue.

Initiated process optimization and performance management initiatives, resulting in retained revenue of €4M.