Douglas Mancini

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.