Armand Farrokh

Author x Founder at 30 Minutes to President's Club | VP of Sales

I led Pave from $0-10M ARR as VP of Sales, moved to Hawaii to live in a hut, then landed in NYC to build the #1 media company in sales, meet cool people, and make crazy memories 🤙🏽

This is what I've learned about myself along the way --> https://armandfarrokh.substack.com/

Founder x Host

Building the #1 revenue media platform in the world off of hyper-actionable sales tactics from the most elite sellers in tech. Today, that platform consists of 4 products:

- Podcast: The #1 sales podcast in the world that started it all.
- Tactic Teardowns (Not Webinars): Live 30 minute breakdowns of real sales tactics in action.
- Toolkits: Templates, scripts, and playbooks you can steal and use in sales cycles today.
- Newsletter: The most value-dense sales newsletter, stuffed with actionable tactics from elite sellers.

AE @ Pleo || Interested in meaningful outreach 🤝 || Sales Leader of the Year 2023

HEY YOU! 👋

Today, I’m a Senior Strategic Account Executive at Pleo, working with some of our largest customers across Central Europe and DACH.

But my SaaS story didn’t start with President’s Club or record months.

For my first six months in sales, I struggled hard.
Missed numbers.
Doubted myself.
Questioned if enterprise sales was even for me.

It was frustrating and ultimately the most important phase of my career.

Instead of quitting, I went deep:

Studied top performers
Rebuilt my habits
Refined my process
Learned to truly own my pipeline

And slowly things started to click.

Fast forward to today 👇

Promoted from Enterprise AE to Senior to Strategic in record time
Back to back President’s Club winner
Highest banker across Central Europe and DACH
Closed a 405% month setting a regional record
Ranked #1 Closer multiple times
First AE in 3 years promoted into a Senior role

But what matters more than the numbers is how they happened:

Consistency. Resilience. Strong relationships.
Long term value over shortcuts.


Because I know how hard the beginning can be, I started sharing my journey openly on LinkedIn. Wins, losses, and everything in between.

That community has grown to nearly 50,000 people, which I’m incredibly grateful for.

I also write a newsletter:

Sell It Like You Mean It

Where I go behind the scenes of enterprise SaaS sales:

President’s Club strategies
Missed deals
Mindset shifts
Small habits that compound into big results

No fluff. No bro energy.
Just tactics that actually work.


A bit about me 👇

Ex hockey player turned SaaS enthusiast
Passionate about developing people and lifelong learning
Usually running or rowing
Listening to podcasts
Reading history
Watching field hockey

All things that keep me curious, disciplined, and grounded.

If you’re in sales and struggling at the start,
I’ve been there.

And if you’re curious about enterprise SaaS or modern selling,
let’s connect or check out Sell It Like You Mean It in my Featured section.

JBM

Jan Benedikt Mundorf

Working in tech is hard. Being a woman in tech is even harder.

And that's not a gut feeling. It's facts.

- Women in Sweden are paid 82% of what their male counterparts earn

- 72% of women in tech report feeling outnumbered by men in meetings and projects, which contributes to feelings of exclusion

- Only 5% of leadership positions in tech are held by women globally, despite them making up a third of the total workforce in some regions

And the list goes on.

Unsurprisingly, companies with higher gender diversity in leadership are 25% more likely to outperform financially than those with lower diversity.

This means we need to uplift diversity. Not tomorrow. Now.

Here are some women that deserve more credit and have impacted, inspired or influenced me personally:

Millie Hanson 💬, Tara Jackson, Olivia Carpenter, Melissa, Lena Theres Zimmermann, Becca Burns, Mattia Schaper, Lea A Buecker, Carolina Bräuninger, Helena Klaus, Valentine Dahmen, Svenja Erbrech, Sophie Allen, Sophie Smikalla, Anica Borgloh, Marie Weidmann, Susana Davila, Nia Secker, Holly Allen, Laura Prats Prats, Sara Schelin, Karolina Adamus, Elisabet Dahlman Löfgren, Meine Schwester, Mama, Oma.

...and so many more.

My take:
The data is clear. 
Diverse teams win. 
And the women on this list don't just show up. They show others what's possible.

Happy International Women's Day.

(Source: Bridging the Gender Gap in Tech: The WEF Global Gender Gap Report 2024)

Helping sales teams win without the bro-energy || 2x President’s Club Winner || Senior AE @ Pleo

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I turned down a $200,000 OTE because one thing was missing: a real office.

Sounds crazy, right?

Let me explain.

I was deep in the interview process. 
Great product. Strong leadership team. 
The comp plan looked incredible on paper.

But here's what came up during the final round:

"We're fully remote. No office."

I asked if there was flexibility. 
They said no.

And I (happily) walked away.

Here's why:

𝟭. 𝗜 𝗸𝗻𝗼𝘄 𝗵𝗼𝘄 𝗜 𝘀𝗲𝗹𝗹 𝗯𝗲𝘀𝘁.
After 4+ years as an AE, I've learned that I close more when I'm around people. Energy matters. Whiteboard sessions matter. Overhearing a colleague's objection handling matters.

𝟮. 𝗥𝗲𝗺𝗼𝘁𝗲 𝘀𝗲𝗹𝗹𝗶𝗻𝗴 𝗶𝘀 𝗳𝗶𝗻𝗲. 𝗥𝗲𝗺𝗼𝘁𝗲 𝗲𝘃𝗲𝗿𝘆𝘁𝗵𝗶𝗻𝗴 𝗶𝘀 𝗻𝗼𝘁.
I can run a full sales cycle from my kitchen table. But I can't build real relationships with my team through Slack emojis and async Loom videos.

𝟯. 𝗔 𝗯𝗶𝗴 𝗢𝗧𝗘 𝗺𝗲𝗮𝗻𝘀 𝗻𝗼𝘁𝗵𝗶𝗻𝗴 𝗶𝗳 𝘁𝗵𝗲 𝗲𝗻𝘃𝗶𝗿𝗼𝗻𝗺𝗲𝗻𝘁 𝗸𝗶𝗹𝗹𝘀 𝘆𝗼𝘂𝗿 𝗼𝘂𝘁𝗽𝘂𝘁.
$200K looks amazing. But if I'm operating at 60% because I'm isolated, burned out, and disconnected, that number shrinks fast.

𝟰. 𝗖𝘂𝗹𝘁𝘂𝗿𝗲 𝗶𝘀𝗻'𝘁 𝗮 𝗡𝗼𝘁𝗶𝗼𝗻 𝗱𝗼𝗰.
I've seen remote-first companies where culture is a bullet point on the careers page. Not something you actually feel. I need to feel it.

𝟱. 𝗜'𝘃𝗲 𝗱𝗼𝗻𝗲 𝘁𝗵𝗲 "𝗼𝗽𝘁𝗶𝗺𝗶𝘇𝗲 𝗳𝗼𝗿 𝗰𝗼𝗺𝗽" 𝘁𝗵𝗶𝗻𝗴 𝗯𝗲𝗳𝗼𝗿𝗲.
It didn't end well. I chased the bag, ignored the red flags, and left after 7 months.

This time, I chose environment over earnings.

Not everyone would make the same call. 
And that's fine.

But I'd rather earn $100K somewhere I thrive than $200K somewhere I survive.

My take:
Know what makes you perform. 
Then protect it.

𝗣𝘀. 𝗪𝗼𝘂𝗹𝗱 𝘆𝗼𝘂 𝘁𝗮𝗸𝗲 𝘁𝗵𝗲 𝗯𝗶𝗴𝗴𝗲𝗿 𝗢𝗧𝗘 𝗼𝗿 𝘁𝗵𝗲 𝗯𝗲𝘁𝘁𝗲𝗿 𝗲𝗻𝘃𝗶𝗿𝗼𝗻𝗺𝗲𝗻𝘁?

It took me 4 years to (finally) feel confident as a seller. Here's what changed everything.

When I started, I thought confidence came from knowing every feature.
From having the perfect pitch.
From never showing doubt.

I was wrong.

Real confidence came when I stopped pretending to have all the answers.

𝗛𝗲𝗿𝗲 𝗮𝗿𝗲 𝘁𝗵𝗲 𝟰 𝘀𝗵𝗶𝗳𝘁𝘀 𝘁𝗵𝗮𝘁 𝗺𝗮𝗱𝗲 𝗺𝗲 𝗰𝗼𝗻𝗳𝗶𝗱𝗲𝗻𝘁:

𝟭. 𝗜 𝘀𝘁𝗼𝗽𝗽𝗲𝗱 𝗳𝗮𝗸𝗶𝗻𝗴 𝗶𝘁
Early on, I'd pretend to know things I didn't.
It killed trust instantly.
Now? I say "𝘐 𝘥𝘰𝘯'𝘵 𝘬𝘯𝘰𝘸, 𝘣𝘶𝘵 𝘐'𝘭𝘭 𝘧𝘪𝘯𝘥 𝘰𝘶𝘵."
Prospects respect honesty more than BS.

𝟮. 𝗜 𝗹𝗲𝗮𝗿𝗻𝗲𝗱 𝘁𝗼 𝘀𝗮𝘆 "𝗻𝗼"
I used to chase every deal.
Even the ones that made no sense.
Confidence came when I started disqualifying bad fits early.
It freed up time for real opportunities.

𝟯. 𝗜 𝘀𝘁𝗼𝗽𝗽𝗲𝗱 𝗰𝗼𝗺𝗽𝗮𝗿𝗶𝗻𝗴 𝗺𝘆𝘀𝗲𝗹𝗳
Watching top performers hit quota every month killed my confidence.
Until I realized: they've been doing this for years.
I focused on my own progress instead.
That changed everything.

𝟰. 𝗜 𝗳𝗼𝘂𝗻𝗱 𝗺𝘆 𝗼𝘄𝗻 𝘀𝘁𝘆𝗹𝗲
I tried copying the "bro-energy" sellers.
It felt fake.
Confidence came when I sold like myself - curious, direct, no games.
Turns out, buyers appreciate that.

𝗧𝗵𝗲 𝗿𝗲𝘀𝘂𝗹𝘁:
- Better relationships with prospects
- More deals closed
- President's Club (2x)

𝗠𝘆 𝘁𝗮𝗸𝗲:
Confidence isn't about being perfect.
It's about being real, learning fast, and trusting your process.

Happy selling.

𝗣𝗦. 𝗪𝗵𝗮𝘁 𝗵𝗲𝗹𝗽𝗲𝗱 𝘆𝗼𝘂 𝗯𝗲𝗰𝗼𝗺𝗲 𝗰𝗼𝗻𝗳𝗶𝗱𝗲𝗻𝘁 𝗶𝗻 𝘀𝗮𝗹𝗲𝘀? 𝗗𝗿𝗼𝗽 𝗶𝘁 𝗶𝗻 𝘁𝗵𝗲 𝗰𝗼𝗺𝗺𝗲𝗻𝘁𝘀.

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The Battle

Armand Farrokh

Jan Benedikt Mundorf

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The Battle

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Jan Benedikt Mundorf

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Jan Benedikt Mundorf's LinkedIn Performance

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