Tanel Karu joins Telema as Head of Sales

We’re happy to welcome Tanel Karu to the Telema team as our new Head of Sales.

Tanel brings over 10 years of experience in business development and B2B sales leadership. He has built strong sales teams, entered new market segments, and driven steady growth in both service and manufacturing industries.

Before joining Telema, Tanel held senior commercial roles where he helped increase customer engagement and expand into new customer segments. He has worked closely with enterprise clients, focused on customer-centric strategies, and aligned sales with product and operations to deliver outcomes that meet client expectations.

At Telema, Tanel will focus on:

• Expanding our e-invoicing and EDI services in the Baltics and selected international markets
  
• Growing our eflow solution and introducing it to new markets
  
• Strengthening cooperation with ERP vendors and software partners
  
• Helping customers succeed through consultative sales and industry know-how

Tanel shared his thoughts about joining Telema:

“There’s significant potential in helping businesses digitize their supply chains—from order to delivery to invoicing. In addition to EDI, I see growing demand for improving Accounts Payable processes, where tools like eFlow can bring real efficiency and visibility. Telema already has a strong foundation—my goal is to strengthen customer relationships, support long-term growth in key industries, and make sure we deliver real value to our clients.”

We’re glad to have Tanel on board and are excited about the energy and practical experience he brings as we continue supporting digital transformation for companies across Estonia, Latvia, and Lithuania.

You can reach Tanel at tanel.karu@telema.com