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

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)

Jan Benedikt Mundorf

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

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I hit President's Club back-to-back
But 6 months into my role, I was dead last 
(5 changes helped me get there)

I just shared the full story on Tim's podcast.

Honestly, it's one of the best conversations I've ever had on this topic.

But here's the short version - the stuff that actually moved the needle:

𝟭. 𝗜 𝘀𝘁𝗼𝗽𝗽𝗲𝗱 𝘁𝗿𝘆𝗶𝗻𝗴 𝘁𝗼 𝗯𝗲 𝘀𝗼𝗺𝗲𝗼𝗻𝗲 𝗲𝗹𝘀𝗲

Early on, I thought I needed the bro-energy to win.
The loud voice. The aggressive close. The "always be closing" vibe.
It didn't work. Because it wasn't me.

Now I show up as myself - and prospects can feel the difference.

𝟮. 𝗜 𝗳𝗼𝗰𝘂𝘀𝗲𝗱 𝗼𝗻 𝗳𝗲𝘄𝗲𝗿, 𝗯𝗲𝘁𝘁𝗲𝗿 𝗱𝗲𝗮𝗹𝘀

When I was struggling, I chased everything.
Every lead. Every conversation. Every maybe.
Now I qualify hard and walk away fast.
→ If they don't have pain, budget, and urgency - I'm out.

My pipeline got smaller. My close rate went up.

𝟯. 𝗜 𝗯𝘂𝗶𝗹𝘁 𝗿𝗲𝗮𝗹 𝗿𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀 𝘄𝗶𝘁𝗵 𝗰𝗵𝗮𝗺𝗽𝗶𝗼𝗻𝘀

I used to treat deals like transactions.
Now I treat people like people.
→ I ask about their goals, their challenges, their wins.
→ I follow up even when there's no deal on the table.

Turns out, people buy from people they trust.

𝟰. 𝗜 𝗴𝗼𝘁 𝗼𝗯𝘀𝗲𝘀𝘀𝗲𝗱 𝘄𝗶𝘁𝗵 𝘁𝗵𝗲 𝗽𝗿𝗼𝗰𝗲𝘀𝘀, 𝗻𝗼𝘁 𝘁𝗵𝗲 𝗼𝘂𝘁𝗰𝗼𝗺𝗲

Bottom of the leaderboard? I was focused on the number.
President's Club? I was focused on the daily habits.
→ Better discovery questions
→ Cleaner qualification
→ Tighter follow-up

The results took care of themselves.

𝟱. 𝗜 𝗮𝘀𝗸𝗲𝗱 𝗳𝗼𝗿 𝗵𝗲𝗹𝗽

This one's simple but it mattered.
I stopped pretending I had it figured out.
I leaned on my manager. I learned from top performers. I got coached.

Pride doesn't close deals. Humility does.

My take:
You don't need to be the loudest person in the room to win.

You just need to be consistent, curious, and willing to do the work.

If you want the full story - check out the podcast in the comments.

I think you'll get something out of it.

Happy Friday. 

𝗣𝗦. 𝗪𝗵𝗮𝘁'𝘀 𝗼𝗻𝗲 𝘁𝗵𝗶𝗻𝗴 𝘆𝗼𝘂 𝗰𝗵𝗮𝗻𝗴𝗲𝗱 𝘁𝗵𝗮𝘁 𝘁𝘂𝗿𝗻𝗲𝗱 𝘆𝗼𝘂𝗿 𝗽𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲 𝗮𝗿𝗼𝘂𝗻𝗱?

Ex-hockey player turned SaaS enthusiast with a passion for developing people, constant learning, and drive to win as a team.

9.5 of 10 times I am optimistic, and love to face challenges with a big smile on my face.

I love running, rowing, reading history books, podcasts, and watching field hockey.

What people think working in sales is:

- going home to your big fat Rolex collection
- making big money just sending out contracts 
- pushing people into buying stuff they don't need 

What it usually is:

- fighting internally to get a deal approved 
- constant pressure to get “it over the line” 
- prospecting daily to make sure your pipe is filled 
- going home to work on a business case late at night 
- skipping holidays to help a customer get onboarded 
- becoming a master in linguistics and stakeholder management 
- sleepless nights over a deal that you lost last minute due to pricing 


Sales is so much more than the cliché.

World-class salespeople are some of the best folks I've ever met.

Happy closing y'all.

PPS. Save this post and join 530+ sales reps and get my free newsletter right in your inbox every Sunday: https://lnkd.in/eCi4Cx-A

I've seen 20+ SDRs move into AE roles in the last few years.
Here are 5 mistakes that kill your chances fast 
(and how to fix them):

When SDRs get promoted, most think the job just got easier.
Bigger deals. More autonomy. Better comp.

But the skills that made you great at outbound don't automatically translate to closing.

I've watched talented reps struggle for months because they carried bad habits into their AE role.

Here's what separates the ones who thrive from the ones who flame out:

𝟭. 𝗧𝗵𝗲𝘆 𝗸𝗲𝗲𝗽 𝗮𝗰𝘁𝗶𝗻𝗴 𝗹𝗶𝗸𝗲 𝗦𝗗𝗥𝘀.

→ Discovery isn't just qualification anymore.
→ You're not booking meetings - you're building business cases.

Go deeper. Ask second and third-level questions.

𝟮. 𝗧𝗵𝗲𝘆 𝘁𝗮𝗹𝗸 𝘁𝗼𝗼 𝗺𝘂𝗰𝗵.

→ You got promoted because you could create interest fast.
→ Now you need to facilitate decisions, not pitch features.

Let the prospect do 60% of the talking. Minimum.

𝟯. 𝗧𝗵𝗲𝘆 𝘀𝗸𝗶𝗽 𝗺𝘂𝗹𝘁𝗶-𝘁𝗵𝗿𝗲𝗮𝗱𝗶𝗻𝗴.

→ One champion isn't enough anymore.
→ Deals die when your single contact ghosts or leaves.

Map the org early. Build relationships across the buying committee.

𝟰. 𝗧𝗵𝗲𝘆 𝗱𝗼𝗻'𝘁 𝗰𝗼𝗻𝘁𝗿𝗼𝗹 𝘁𝗵𝗲 𝗽𝗿𝗼𝗰𝗲𝘀𝘀.

→ Hoping for next steps kills pipeline.
→ AEs own the timeline, not the prospect.

End every call with a mutual action plan and clear commitments.

𝟱. 𝗧𝗵𝗲𝘆 𝗮𝘃𝗼𝗶𝗱 𝘁𝗵𝗲 𝗵𝗮𝗿𝗱 𝗰𝗼𝗻𝘃𝗲𝗿𝘀𝗮𝘁𝗶𝗼𝗻𝘀.

→ Budget. Authority. Timeline. Competition.
→ If you don't ask, someone else will - or worse, no one will.

Get comfortable with tension. It's where deals get real.

The result?
Faster ramp time
Higher win rates
Less time stuck in "maybe" land

My take:
The SDR-to-AE jump isn't just a title change.
It's a mindset shift.

Stop the blind hunting. Start closing.
The skills are different - and that's the point.

PPS. Save this post and join 540+ sales reps and get my free newsletter right in your inbox every Sunday: https://lnkd.in/eCi4Cx-A

If I was starting as an AE at a new company today…

(Here's exactly how I'd outbound in the first 90 days)

Spoiler: You don't need perfect messaging on day one.
But if you start outbound with bad data, you'll waste weeks chasing dead ends.

This happened to me early in my sales career.

I spent 3 weeks hammering a list of 200 prospects.
Bounce rates were brutal. Half the mobiles went to voicemail hell.

My manager asked:
“How much time are you spending fixing data vs actually selling?”
And it stung because I didn’t have an answer.

I wasn’t losing on messaging.
I was losing before the message ever landed.

So if I had to ramp again from scratch, here’s the plan I’d follow:

𝗪𝗲𝗲𝗸 𝟭-𝟮: 𝗕𝘂𝗶𝗹𝗱 𝗳𝗿𝗼𝗺 𝗮 𝗰𝗹𝗲𝗮𝗻 𝘀𝘁𝗮𝗿𝘁𝗶𝗻𝗴 𝗽𝗼𝗶𝗻𝘁

→ I'd use Prospeo V2 as my prospecting foundation.
→ It's a verified B2B leads and companies database built for outbound teams.

When your inputs are verified and clean from day one, everything downstream becomes easier to run, scale, and trust.

𝗪𝗲𝗲𝗸 𝟯-𝟰: 𝗙𝗼𝗰𝘂𝘀 𝗼𝗻 𝘃𝗲𝗿𝗶𝗳𝗶𝗲𝗱 𝗰𝗼𝗻𝘁𝗮𝗰𝘁𝘀, 𝗻𝗼𝘁 𝘃𝗼𝗹𝘂𝗺𝗲

→ Prospeo gives you clean, triple-verified emails and mobiles in one place.
→ The entire database refreshes every 7 days so your list stays current.

You spend less time fixing lists and more time talking to real buyers. 
No more “they left 6 months ago” moments.

𝗪𝗲𝗲𝗸 𝟱-𝟲: 𝗟𝗮𝘆𝗲𝗿 𝗶𝗻 𝘆𝗼𝘂𝗿 𝗜𝗖𝗣 𝗿𝗲𝘀𝗲𝗮𝗿𝗰𝗵

→ Now that the data layer is solid, add context.
→ Use the clean foundation to personalise outreach that actually lands.

Clean data lets you focus on messaging, not list hygiene.

𝗪𝗲𝗲𝗸 𝟳-𝟴: 𝗧𝗲𝘀𝘁 𝗮𝗻𝗱 𝗶𝘁𝗲𝗿𝗮𝘁𝗲 𝘆𝗼𝘂𝗿 𝘀𝗲𝗾𝘂𝗲𝗻𝗰𝗲𝘀

→ Track what’s working without second-guessing if it’s your copy or contacts.
→ When bounce rates drop, you know it's the message, not the data.

You fix the data layer before anything else happens.

𝗪𝗲𝗲𝗸 𝟵-𝟭𝟮: 𝗦𝗰𝗮𝗹𝗲 𝘄𝗵𝗮𝘁 𝘄𝗼𝗿𝗸𝘀

→ Double down on sequences that convert.
→ Build pipeline you can trust because it's built on contacts you can reach.

Outbound scales when the foundation doesn’t crack every week.

The result?
- More conversations with actual decision-makers
- Less time wasted on list cleanup
- Higher connect rates

= Real pipeline built on solid ground 

Try it out here: https://lnkd.in/dqyNQ7XK

𝗣𝗦. 𝗪𝗵𝗮𝘁'𝘀 𝘁𝗵𝗲 𝗯𝗶𝗴𝗴𝗲𝘀𝘁 𝗽𝗮𝗶𝗻 𝘆𝗼𝘂'𝘃𝗲 𝗵𝗶𝘁 𝘄𝗵𝗲𝗻 𝗿𝗮𝗺𝗽𝗶𝗻𝗴 𝗮𝘁 𝗮 𝗻𝗲𝘄 𝗰𝗼𝗺𝗽𝗮𝗻𝘆?

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

I've closed 50+ deals using async workflows
(here's why I was skeptical at first)
Until my close rate doubled...

When I first heard about "async-first" sales, I thought it was just another buzzword.
- Seemed like an excuse to avoid real conversations.
- Sounded slow.
- Felt impersonal.

But the more I relied on back-to-back calls and live meetings, the more my deals stalled.

I was constantly chasing prospects for "just 15 minutes."
They were constantly rescheduling.

We weren't moving faster.
We were just stuck in calendar hell.

Here's what shifted my perspective:

I had a deal with a VP of Finance at a 400-person company.
→ I was losing momentum fast.
→ Three reschedules in two weeks.
→ She was interested, but impossible to pin down for a call.

So I tried something different.

I sent her a Mutual Action Plan with:
→ Links to resources she could review on her own time
→ Timeline with owner names attached
→ Clear next steps for both sides

Within 24 hours, she'd reviewed everything.
She looped in her CFO.
They both added comments directly in the doc.

No call needed.
Deal moved forward.

That's when it clicked for me.

Here's what I learned about async + MAPs:

𝟭. 𝗔𝘀𝘆𝗻𝗰 𝗿𝗲𝘀𝗽𝗲𝗰𝘁𝘀 𝘆𝗼𝘂𝗿 𝗯𝘂𝘆𝗲𝗿'𝘀 𝘁𝗶𝗺𝗲.

→ Not everyone can (or wants to) jump on a call.
→ Decision-makers are busy. Let them engage when it works for them.
Replace "quick sync" requests with clear, written updates.

𝟮. 𝗠𝗔𝗣𝘀 𝗰𝗿𝗲𝗮𝘁𝗲 𝗮𝗰𝗰𝗼𝘂𝗻𝘁𝗮𝗯𝗶𝗹𝗶𝘁𝘆 𝗼𝗻 𝗯𝗼𝘁𝗵 𝘀𝗶𝗱𝗲𝘀.

→ It's not just your deal plan. It's theirs too.
→ When they see their name next to a task, they own it.
Build your MAP with the buyer, not for them.

𝟯. 𝗔𝘀𝘆𝗻𝗰 𝘀𝗰𝗮𝗹𝗲𝘀 𝘆𝗼𝘂𝗿 𝗽𝗶𝗽𝗲𝗹𝗶𝗻𝗲.

→ I can move 8 deals forward in the time it takes to prep one demo.
→ Written updates, video walkthroughs, shared docs - all work while I sleep.
Record a Loom instead of booking another meeting.

𝟰. 𝗜𝘁 𝘀𝘂𝗿𝗳𝗮𝗰𝗲𝘀 𝗯𝗹𝗼𝗰𝗸𝗲𝗿𝘀 𝗳𝗮𝘀𝘁𝗲𝗿.

→ If a prospect ghosts your MAP, they were never serious.
→ Better to know that in 48 hours than after three follow-up calls.
Use engagement (or lack of it) as qualification data.

𝟱. 𝗕𝘂𝘆𝗲𝗿𝘀 𝗮𝗰𝘁𝘂𝗮𝗹𝗹𝘆 𝗽𝗿𝗲𝗳𝗲𝗿 𝗶𝘁.

→ They can loop in stakeholders without coordinating schedules.
→ They can move at their own pace and still feel in control.
Ask them how they want to collaborate. Most will choose async.

The result?
- Shorter sales cycles
- Close rates go up (trumpet 🎺 just shared MAPs drive 2x higher close rates)
- Way less time wasted on calls that go nowhere

My take:
Async isn't about avoiding conversations.
It's about making progress when the calendar doesn't cooperate - and letting your buyers move deals forward on their terms.

𝗣𝗦. 𝗪𝗮𝗻𝘁 𝘁𝗼 𝘀𝗲𝗲 𝗵𝗼𝘄 𝗜 𝘀𝘁𝗿𝘂𝗰𝘁𝘂𝗿𝗲 𝗺𝘆 𝗠𝗔𝗣𝘀? 𝗗𝗿𝗼𝗽 𝗠𝗔𝗣 𝗶𝗻 𝘁𝗵𝗲 𝗰𝗼𝗺𝗺𝗲𝗻𝘁𝘀.

Here are the 5 stupidest pieces of sales advice I ever received
(and what I learnt instead)

I've heard a lot of "expert" sales advice over the years.

Some of it helped.
Most of it didn't.

Here are 5 pieces of terrible sales advice I received (and what actually works):

𝟭. "𝗔𝗹𝘄𝗮𝘆𝘀 𝗯𝗲 𝗰𝗹𝗼𝘀𝗶𝗻𝗴"
→ What I learned instead: Always be helping. Close when it makes sense for them.

𝟮. "𝗙𝗮𝗸𝗲 𝗶𝘁 𝘁𝗶𝗹𝗹 𝘆𝗼𝘂 𝗺𝗮𝗸𝗲 𝗶𝘁"
→ What I learned instead: Be honest about what you know. Credibility beats confidence.

𝟯. "𝗦𝗲𝗻𝗱 𝗮 𝗳𝗼𝗹𝗹𝗼𝘄-𝘂𝗽 𝗲𝘃𝗲𝗿𝘆 𝗱𝗮𝘆 𝘂𝗻𝘁𝗶𝗹 𝘁𝗵𝗲𝘆 𝗿𝗲𝘀𝗽𝗼𝗻𝗱"
→ What I learned instead: Follow up with value, not just "checking in."

𝟰. "𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀 𝗮𝗿𝗲 𝗷𝘂𝘀𝘁 𝗯𝘂𝘆𝗶𝗻𝗴 𝘀𝗶𝗴𝗻𝗮𝗹𝘀"
→ What I learned instead: Listen to objections like feedback. Solve the problem.

𝟱. "𝗦𝗵𝗼𝘄 𝘁𝗵𝗲𝗺 𝗲𝘃𝗲𝗿𝘆𝘁𝗵𝗶𝗻𝗴 𝘆𝗼𝘂𝗿 𝗽𝗿𝗼𝗱𝘂𝗰𝘁 𝗰𝗮𝗻 𝗱𝗼"
→ What I learned instead: Show what matters to them. Less is more.

The result?
More trust.
Better conversations.
Deals that actually close.

My take:
Bad advice sounds good because it's simple.
Good advice works because it's true.

Stop optimizing for activity.
Start optimizing for impact.

PS. What is one "guru advice" you have seen on here? :D 
PPS. Save this post and join 590+ sales reps and get my free newsletter right in your inbox every Sunday: https://lnkd.in/eCi4Cx-A

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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