We Are Sales Podcast

Today we're hanging out with Pierre Trannoy, founding CEO of Atscale, one of Europe's leading scaling partner in the tech scene. What's unique about Atscale, is that their team of Operating Partners are former CROs, CCOs, VP sales; so, by leaders who have been there, done that. This has also been the case for Pierre. His first sales leadership experience dates back from 2017, when he t...

Today, we're joined by Doreen Pernel, Chief Sales Officer at Scaleway. In our conversation, we zoomed in on two separate discussions, but both incredibly important to reflect on. First, Doreen's giving us the lowdown on handling different types of teams, from individual contributors to managers, and what she looks for in her team leaders. Plus, she's got some great tips on making sure...

Please meet Tarmo van der Goot, who until recently scaled Chargebee as VP of Sales EMEA. In 2020, Chargebee had limited footprint in our region, which was mainly coming through inbound. So, in order to accelerate growth, a robust outbound Go-To-Market (GTM) strategy was necessary. So that's what Tarmo did: he has built the outbound strategy and built a team that would be responsible to execute...

Please meet Jérémie Trouillet, VP of Sales at Bulgaria's one and only unicorn. That's right—we had the chance to sit down with the scaling brain behind Payhawk. Jérémie joined Payhawk in June 2022, just after their impressive Series B extension, making them Bulgaria's first unicorn with a total raise of $225M. In other words, Jérémie stepped in at a crucial time, tasked with navigating...

How about building a culture that drives performance? Are you bringing the team together once in a while? Are you offering flexible working hours? Can people work remotely? Are you investing in their happiness at work? If yes, good, but that is NOT what a culture is all about. It can contribute to it, but they sure are not the foundations that defines the “culture”. This makes us think: what are t...

In 2020 Jim Rudall took on the challenge to lead EMEA’s team at Shopify. Back then, there was a huge growth potential for Shopify. However, to make it happen, they had to grow and they had to grow fast. While attacking new segments, new countries and introducing new sales motions, the sales team went from 10 to 95 people in 18 months. During these 18 month, the team at Shopify shifted from inbound...

Want more enterprise clients to a point that you’re becoming the #1 vendor for your enterprise segment? If yes, say no more, because we are bringing to you Mark Goldberger! For the last 5 years, Mark has been building enterprise sales teams that are absolutely killing it. He has kind of built it from the ground up at TripActions. He started as the first and only enterprise AE. He closed the first...

Meet Jorge Bestard, head of Enterprise sales EMEA at Canva. Canva is known for its successful PLG go-to-market motion. However, like with many of the successful use cases in PLG, eventually - and especially if the goal is to grow enterprise accounts - a sales team is added to the motion. This is called product-led sales. It is obviously different than having a purely sales-led motion. Product-led...

I'm pleased to introduce to you: Steve Richard. Calling Steve a "sales expert" would be an understatement. Not only did he manage for 17 years a company, essentially, offering sales training and a done-for-you service. In 2015 he also co-founded ExecVision, one of the first conversational intelligence platform, that got acquired by Mediafly in 2022. Today, Steve holds the position of...

Today we are bringing to you Pieter Geeraerts. Pieter has just finished his mission at Expensya as CRO, and before that, he has hold several leadership positions, such as CEO of Mobilexpense, Chief Banking Officer at Isabel Group and Head of Sales at Worldline, among others. With Pieter we delved into the topic of “pricing”. Many of us are not yet pricing the right way. Too often prices are set to...

If you are planning to expand internationally with your business, I bet you’ll like this episode. If you are also selling to public organisations, make sure to grab your notepad, this episode is going to be a masterclass for you. Today we are bringing to you Dillon Twombly, CRO at Via, to talk about their market expansion playbook. Via is a pioneer in transit tech and with its software they’re ena...

In this week’s episode we are bringing to you Giuseppe Mozzillo, CRO at the highest-valued unicorn in Spain, Job&Talent. Job&Talent is a world-leading platform that operates as a marketplace for temporary workers, with a focus on blue-collar industries like logistics, call centers, and data entry. Their GTM strategy is to land and expand inside carefully selected logos. While this was a ve...

In this episode we are bringing to you Florent Tardivel, CCO of Swan, an innovation leader in the world of fintechs. Swan offers a Banking-as-a-Service platform (BaaS). What does that mean? Swan is owner of an “e-money” license. With this they have the right to perform actions similar to banks (e.g. hold, receive and send money; issue cards) and they offer this license at the use of other companie...

Hesitant if you are serving the right customers? Is your LTV:CAC ratio below 3? If that’s the case, you might want to tune in to this episode. We have invited Petra Dobrocka, CCO at Byrd, to the podcast. Byrd is the fast-growing ecommerce fulfillment partner for (online) retailers in Europe and the UK. Their mission: providing smaller online retailers with the same fulfillment capacities as the ec...

In this episode we warmly welcomed Max von Bahr Emilson, CCO at TrueLayer, on the podcast. TrueLayer is Europe's leading open banking payments network. In September 2021 they raised a whopping $130M, and with that they reached the “unicorn status” - a valuation above 1 billion dollars. About 4 years ago TrueLayer had just gone from 0 to 1 and they were ready to scale to 10: That's when Max...

An organisation that rebounded from the COVID crisis to reach €150M in ARR in less than 3 years ? There must be a story behind this, right? Our thoughts exactly. That is why we have invited Jean-Christophe “JC” Taunay-Bucalo , Travel Perk ’s CRO, to the podcast for an exclusive interview. JC is a 2-time CRO. His first CRO experience was at Vend, where he grew the company from 0 to 20M ARR in 5 yea...

Meet Sanne De Ridder, the Chief Commercial Officer at TopDesk Belgium! In this episode, Sanne shares his journey towards Revenue Leadership. After finishing university and going through three job interviews, Sanne accepted an inside sales position at TopDesk. That's where his adventure began. He gradually progressed within the company, transitioning from inside sales to account manager, then f...

On today's episode we've invited Bart Van Eijck, managing partner at ValueSelling Associates. We’ll be talking about his road to revenue leadership, his learnings along the way and how he ended up as managing partner at ValueSelling Associates. We’ll discuss his biggest achievements during this road, and even more importantly, the methods behind these achievements. For example: how he doub...

Don't want to miss the next episode? Follow the podcast on your favorite platform: https://www.u-sights.be/choose-podcast-platforms/ Today in Road to Revenue Leadership we have Edward Boute as our guest. Edward is head of Google Cloud for the BeLux region. In this episode we explore different storylines about both Edward’s professional career as well as on his personal development. From a prof...

What is Lean in sales & how can you implement lean in your sales organization, that's the central question in this episode. In episode 45 of the Road to Revenue Leadership we have Pablo Dominguez as a guest. Pablo leads the Sales and Customer Success Advisory teams at Insight Partners. He is responsible for partnering with Insight’s GTM leaders to help them accelerate growth and maximize t...

Join us on this episode of the Road To Revenue Leadership Podcast as we speak with Lucie Kroemer, Chief Sales Officer and Vice-President at Capgemini BeLux. Lucie shares her remarkable journey of building a successful sales organization despite not having any prior experience as a sales manager. With her background in navigating and adapting to unknown environments, Lucie was able to use her adapt...

In this episode of the podcast, Dylan interviews Edwin Van Waes, a revenue leader with vast experience in sales and leadership. Edwin takes us on his road to revenue leadership, from studying engineering to selling technology, becoming a direct contributor first, and then a leader of large teams. Edwin shares his experiences at Nortel Networks, Cognos, SAS, and Salesforce, among others. He highlig...

Meet Jan Bultinck in this episode of the Road to Revenue Leadership! Jan started his career in banking, switched to managing an indoor sport center, before moving to ERP sales, where he discovered what resonated with him. In this episode Jan shares his key learnings on - How and where to find good mentors - Leading a 100+ FTE global software sales team at Materialise - The importance of building i...

Welcome to this episode of the Road to Revenue Leadership Podcast! In this episode we sat down with Sébastien Bruyr. Sébastien started at Odoo when they were just a few employees and has since grown with the company while navigating their sales strategies and position in the market. Today Sébastien is the CCO at Odoo. During this episode he will talk about his experience from starting at the small...

Welcome to today's episode! In this edition, we have a special guest, Christopher Engman, who will be sharing with us his experience on what it takes to land those megadeals. Christopher is known as one of the pioneers of ABM and a thought leader in orchestrating and landing megadeals. He has a wealth of experience as a serial entrepreneur, CRO, and even CIO, bringing a unique perspective to the c...