The Top 50+ Sales Development Leaders You Should Know

One of the key tenants of accelerating success is through mentorship. Warren Buffet studied under the tutelage of Benjamin Graham. Frank Sinatra took notes from Bing Crosby. Socrates mentored Plato, who mentored Aristotle. Elizabeth Taylor had Audrey Hepburn. The list goes on and on. Whether you’re talking about sports, theater, academics, or business, the underlying premise of shortcutting success by leveraging others’ skills, knowledge and experience is indisputable.

There are two ways to get a mentor- through an organic process where a mentor-mentee relationship naturally emerges; or alternately to pay for one.

However, studies by Christina M. Underhill have revealed that there’s quite a substantial difference. Those who were mentored in a formal setting tended to achieve “slightly more” in professional settings. However, it turns out, “informal mentoring produced a larger and more significant effect on career outcomes than formal mentoring.” You can’t force a mentor.

If you don’t have a mentor how, what can you do to shortcut the road to sales success? Two options. First, as explained in his book Smartcuts, Shane Snow reveals how Jimmy Fallon picked mentors to “study from a distance” and got to know them like the back of his hand. Second, you can find and surround yourself with other rising stars in the industry. Studies have shown this is just as effective as having a mentor. After all, you are the average of the five people you spend the most time with.

If you’re reading this, you’re probably in B2B sales or marketing. From the title of this post, I’d guess more specifically you’re in sales or account development. If that’s you, you’re in the right place.

You have a tough job. That’s why I wanted to put together this list of the top 50+ sales development and account development leaders. Some are seasoned veterans, other are rising stars. But these are all men and women who are doing the work day in and day out. These are people you should follow. These are people you should get to know. These are people you should “study from a distance” or, even better, surround yourself with. Consume their content. Be where they are online. Find them at meetups or events.

Again, it’s a tough job, and since the industry is changing, we must all band together. I’ve always been a big believer in the idea “a rising tide lifts all boats.” You’ll find most of the leaders here prescribe to the same belief, which means they’d likely be more than happy to chat. Buy them coffee (hint: Craig loves his Philz). Buy them lunch. Buy them dinner.

Along with my friends, colleagues and coworkers, I’ve done my best to assemble the sharpest minds in sales and account development. The reason it’s 50+ is I’ve probably missed a few. Rather than punish them by my ignorance, I’m more than happy to add to the list (see below).

So, without further adieu, here are the people you should know!

steven-broudy-headshot-round Steven Broudy

Head of Account Development, Americas, MuleSoft

taft-love Taft Love

Sr. Director of Sales Ops and Sales Development, SmartRecruiters

kristina-mcmillan Kristina McMillan

Sales Development Practice Leader, TOPO

Nicolette Mullenix Nicolette Mullenix

Director of Sales Development, DynamicSignal

Kristin Brey Kristin Brey

Director of Sales Development, Optimizely

ralph barsi Ralph Barsi

Senior Director of Global Demand Center, ServiceNow

Eric gonzalez Eric Gonzalez

Associate Director of Sales Operations, Glassdoor

Ilan Kopecky Ilan Kopecky

Director of Sales Development, TalkDesk

Ray Carroll Ray Carroll

VP of Sales, Engagio

 Matt Amundson Matt Amundson

Vice President of Sales Development & Field Marketing, EverString

Liz Cain Liz Cain

VP of Go-to-Market Strategy, OpenView Venture Partners

Chad Burmeister Chad Burmeister

Sr. Director of Sales Development, RingCentral

Daniel Barber.png Daniel Barber

VP of Sales, Datanyze

Craig Roseberg.png Craig Rosenberg

Cheif Analyst & Co-foudner, TOPO

Trish Bertuzzi Trish Bertuzzi

President & Chief Strategist, The Bridge Group

Kevin Gaither Kevin Gaither

Senior Vice President of Sales, ZipRecruiter

lars nilsson Lars Nilsson

VP of Global Inside Sales, Cloudera

Ben Brockland Ben Brockland

Head of Sales, DataFox

Zach Barney Zach Barney

Director of Sales Development, Teem

Ron Parshad Ron Parshad

Director of Sales Development, BrightTALK

Frannie Danzinger Frannie Danzinger

Head of Market Development, 6sense

Franco Caporale Franco Caporale

Sr. Director of Demand Generation & Sales Development, Apptimize

joe young Joe Young

Sales Development Manager, Periscope Data

Julia French Julia French

Director of Business Development, Betts Recruiting

Jake Reni Jake Reni

Sr. Director of Sales, Consensus

johnbarrows John Barrows

Owner, JBarrows Sales Training

kim-maxime-louis-dill Kim Maxime-Louis Dill

Head of Sales Development, Fastly

Chris Newton Chris Newton

VP of Sales, Influitive

Wanda Pansky Wanda Pansky

Director of Sales Development, Intacct

Chris Shrake Chris Shrake

Director Sales Development, Invocca

Patrick Purvis Patrick Purvis

VP of Sales, DiscoverOrg

Diane Updyke Diane Updyke

VP of Sales, PandaDoc

Marc Brancaccio Marc Brancaccio

Director of Sales Development, Quantcast

Jake Biskar.png Jake Biskar

Head of Sales Development, Rainforest QA

Dustin Markowski Dustin Markowski

VP of Sales, Totango

richard harris Richard Harris

Owner, The Harris Consulting Group

max altschuler Max Altschuler

Founder & CEO, Sales Hacker

Jesse Osborne Jesse Osborne

Director of Sales, ZeroCater

Alex Turner Alex Turner

Director of Sales Development, Wrike

Phill Keene Phill Keene

Demand Gen Manager, Octiv

Blake J. Harber Blake Harber

Account Development Manager, Lucid Software

Roger Topp Roger Topp

VP of Sales, Truly

matt heinz Matt Heinz

President, Heinz Marketing

Peter Kazanjy.png Peter Kazanjy

Founder, Modern Sales Pros

Meg Hewitt Meg Hewitt

Senior Manager of Sales Development, Greenhouse

Danilo Nikolich Danilo Nikolich

Sr Director of Sales Development, Datameer

Dario Priolo Dario Priolo

CMO & Demand Generation Practice Leader, Sales Performance International

gordon jen Gordon Jen

Sr. Manager of Sales Development, EverString

Henning Gabrielsen Henning Gabrielsen

Manager of Sales Development, MomentFeed

Kim Brown Kim Brown

Sales Development Manager, Catavolt

Ashley Kelly Ashley Kelly

Director of Sales Development, Zenefits

Jon Parisi Jon Parisi

Senior Director of Enterprise Sales, GuideSpark

Miriam Olsen Miriam Olsen

Sales Development Manager, ShowPad

If you know a sales development leader who belongs on this list, give them a shoutout in the comments!

Orchestration

Brandon Redlinger
Brandon Redlinger
Brandon Redlinger is the Director of Growth at Engagio, the Account Based Marketing and Sales platform that enables teams to measure account engagement and orchestrate human connections at scale. He is passionate about the intersection between tech and psychology, especially as it applies to growing businesses. You can follow him on twitter @brandon_lee_09 or connect with him on LinkedIn.

19 Responses to “The Top 50+ Sales Development Leaders You Should Know”

November 06, 2016 at 2:38 am, Todd Rode said:

Privileged to know both Steven and Taft. Both are stellar leaders.

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November 08, 2016 at 10:29 pm, Brandon Redlinger said:

Agreed, Todd. I also have the privilege to know both of them personally – great Sales/Account Dev. leaders, and great all around individuals!

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November 08, 2016 at 10:03 pm, Richard Harris said:

Thanks for including me on this list. Lots of folks I admire and definitely more than a handful of people I look forward to getting to know and learning from as well.

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November 08, 2016 at 10:28 pm, Brandon Redlinger said:

Very well deserved, Richard! Thanks for all you do in the community and keeping the movement going forward!

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November 15, 2016 at 6:45 pm, Niko Veatch said:

There’s no doubt mentorship plays a huge role in fast forwarding an individual’s career success. It’s definitely one of the core tenants we emphasize when guiding students through their career decision making process.

Both Smartcuts and Mastery are two of my favorite books on the topic of mentorship/apprenticeship. Great list Brandon!

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November 16, 2016 at 4:00 pm, Brandon Redlinger said:

Thanks Niko! Yes, both amazing books. Love what you guys are doing with your program. Keep up the good work!

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December 02, 2016 at 12:07 am, Adam Chambliss said:

Big fan of Richard Harris. He is certainly deserving of the recognition.

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December 04, 2016 at 8:04 am, Brandon Redlinger said:

Yes, Richard definitely knows his stuff!

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January 05, 2017 at 4:17 am, Joshua Leatherman said:

Great list, Brandon. I may be partial, but my managers (Andy Steenstra and Jessie Sprotte) have done a fantastic job building our Sales Dev program by bringing in the right technologies, building iron-clad processes that ensure productivity and accountability, designing an on-boarding process that allows new reps to ramp up quickly, building a strong partnership that promotes exchanges of knowledge and strategies for account based sales dev between SDRs and outside sales, all the while getting great results that have exceeded the goals I’ve given them!

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January 05, 2017 at 8:44 pm, Edward Dougherty said:

I agree, it is a good list. All by itself, these kind of compendiums can be inspiring – all shapes and sizes, from all over the country, with all kinds of products and services represented. You’d have to be an exhausted husk to not look at list like and at least strive to say ‘I could be there,’ or ‘I want to be there.’

Lucky enough to worked in the trenches with Alex Turner, now of Wrike, and just when he was starting to become a much more serious student of technique, of the larger strategy behind producing consistent and replicable results, the kind you could start to forecast against. He was kind enough to bring me along on his inquiry, and so it’s very affirming to see all these thought and technique leaders that he’s mentioned and befriended over the years gathered together in one place, many of whose writings and thought pieces I follow closely.

Thank you for the inspiration here, and thank you, Alex, for the example. Now back to the phones!

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January 06, 2017 at 12:37 am, Dario Priolo said:

Thanks for the props Brandon! I need to give a shout out to my teammates: Tim Sullivan, Steve Wagner and Alyssa Fein for all of the great work they do in support of our efforts. We’ve made some great progress in our own ABM/ABSD program with Engagio, and we’re excited to be rolling it out across our team next week at our SKO. We really appreciate the help we’ve received from Scott and your team. 2017 is shaping up to be a great year!

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January 06, 2017 at 10:56 am, Oz Davis said:

Really happy to see Matt Heinz up here. Matt isn’t just a sales leader, he’s also incredibly knowledgable about the space from a marketing perspective. Throw a great speaker onto that and you’ve got Matt. Kudos, and great list!

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March 02, 2017 at 4:25 pm, Rohit said:

What an amazing post, undoubtedly mentorship is vital for ones’ growth, especially in sales. Right mentor can open the door for personal and professioanal success. One has to be judicious whom he chose as his mentor.

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June 29, 2017 at 5:24 am, aaron ross said:

great people here, many already been in our podcast or ex-SFDC!

better up my own game!

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July 13, 2017 at 3:19 pm, John Sekevitch said:

Marylou Tyler with her Predictable Prospecting process may be the best of all. Check out her book, “Predictable Prospecting” and her podcast. Be sure she’s on the list next time.

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July 13, 2017 at 6:25 pm, Ben Sardella said:

A fabulous group of people on this list!

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July 13, 2017 at 9:37 pm, Peter Strohkorb said:

Great list, Brandon, I guess I must have come up at #51 then ? 🙂

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July 14, 2017 at 10:57 pm, Peter Pantages said:

Rachel Wagner, Director if Business Development @ Percolate

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July 20, 2017 at 5:56 am, Phil Lacorte said:

Solid list! Congrats everyone!

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