Operating Partner
Douglas Mancini
Rebuilds enterprise sales teams, and the operating rigour underneath them.
Douglas has spent his career in and around complex enterprise sales, from value engineering through to senior sales leadership. It left him with one habit he's never dropped: sell the outcome, not the feature. The first question is always the same: what problem are we solving, and how big is it for the buyer?
At Oracle, he helped grow the EMEA Key Accounts business from $600M to $1B in four years. At Okta, he rebuilt the Large Enterprise team almost from scratch, with 80% new hires, and took it to 70% year-on-year growth and 112% of quota.
There's no silver bullet in any of it. It's the machinery that makes enterprise sales repeatable: sharper hiring, better qualification, cleaner pipeline, faster deals, forecasts you can trust, and managers who actually coach. At Okta he wrote the Enterprise AE Rubric: a clear way to hire the right reps, and a practical one for managers to find the gaps and grow good AEs into exceptional ones.
He'll happily quarter-back a must-win deal, but he's happier building teams that win without heroics. At Oracle he helped make Key Accounts "the place to be"; at Okta his team posted the highest engagement scores in the region. As he puts it: happy salespeople sell more.
What keeps him up now is the next turn: how AI changes not just how sellers sell, but how buyers buy.
How to Run Discovery Calls in B2B: What First Meetings Actually Need to Achieve
Enterprise Sales: What Changes When You Move Upmarket
Forecast Accuracy: Why B2B Forecasts Miss
Sales Qualification: The Standard That Separates Pipeline From Forecast
From revenue surprises to early intervention
