I've seen sales from every angle — founder, rep, leader, and adviser.

I'm Alar Võrk, a Sales Architect with 30+ years in B2B sales and business development. My career spans founder-led ventures and international projects across Europe and Asia.

I've closed deals with global companies — IBM, Microsoft, HP, Bayer, Roche, Pfizer and Schneider Electric — and learned to navigate complex buying processes and earn trust with demanding customers. I've also founded and scaled ventures of my own, from media to technology and smart lighting, so I know the founder's reality, not just the adviser's.

My journey started with a bold idea and no budget: I co-founded The Baltic Guide, a travel-media venture before "startup" was a word. We didn't raise funding — we tested, sold, and proved the concept in the market. That taught me the lesson that still drives my work: sales isn't talent or charisma. It's a system. It needs structure, rhythm, and execution.