When you join a new company, the first few weeks can tell you a lot. But almost a year in? That’s when you really know whether the job you applied for matches the job you actually got.
Earlier this year, we welcomed Benjamin Keusch to AvePoint’s DACH sales team as a Business Development Representative (BDR) on our Mid-Market team. Ten months, countless prospecting calls, and plenty of lessons later, we sat down with him to find out what he really thinks. Was the role what he expected? What’s surprised him? And would he recommend it to someone considering starting their sales career at AvePoint?
Meet Benjamin
Benjamin joined AvePoint straight after finishing his master’s in corporate finance and controlling. Originally from Hamburg and now based in Munich, he’d already gotten a taste of software sales through a stint in private equity, where he worked with a fund focused on software investments and later picked up BDR fundamentals at Trustpilot. That groundwork set him up to seek his next step: a BDR or Sales Development Representative (SDR) role with real growth potential.
Why AvePoint
Benjamin’s search took him from job boards like Indeed and Stepstone to LinkedIn, where AvePoint caught his eye. What stood out wasn’t just the company’s international reputation — it was the substance behind it. “It was AvePoint’s international reach, and the strong focus on Microsoft,“ he said, noting his own background using Microsoft tools and Copilot. What sealed it, though, was AvePoint’s evolving capabilities in AI and automation.
 | “What I really like about AvePoint is that they already asked me questions about artificial intelligence during the interview process, and I’m really interested in the topic. Being here has helped me improve my skills, so now I can also help customers use AI to achieve their intended outcomes.“ |
He also pointed to something less obvious but equally important to him: a clear path for growth. “AvePoint not only has a clear path from a BDR role to an Account Executive, but also has strong products with great capabilities, and it’s never the same conversation twice. Each customer is different,“ he shared.
A Typical Day as a BDR
So what does the job look like? For Benjamin, it’s built around two focused blocks of cold calling a day, typically mornings and afternoons, bookended by discovery calls and demo appointments. In between, there’s CRM tracking, email campaigns built with marketing (think webinar promotions on LinkedIn and email), and close coordination with Account Executives who hand off target accounts for outreach.
“I do a lot of research about prospecting, a lot of research about the company itself,“ he explained, describing how he identifies the right decision-makers – IT infrastructure leads, Microsoft 365 admins, IT security heads – before running a structured, multitouch cadence: an email on day one, a follow-up call a week or two later, then a LinkedIn message if there’s no response. “One of the most rewarding moments is seeing a prospect go from a first cold conversation to a real opportunity and eventually discussing the solution with our Account Executive and technical team,“ Benjamin described.
10 Months Later: What He’s Learned
Benjamin’s biggest shift hasn’t been technical; it’s personal. He shared, “I’m not really shy anymore to talk on the phone,“ he said. “If I get rejected, or if someone’s not nice, it is what it is — you just go on.“ He even finds himself striking up conversations with strangers outside of work now, a habit he credits directly to the sheer number of calls he’s made.
Working the DACH market has also taught him to read the room, literally. “In the DACH market, I’ve learned that prospects often appreciate a very direct and straightforward approach,“ he noted, which is why he leads with directness: introducing himself, naming AvePoint, and getting straight to the prospect’s biggest IT infrastructure challenges. Understanding that cultural nuance, he says, has become as important as any script.
What Makes a Great BDR?
When asked what it takes to succeed in the role, Benjamin didn’t hesitate:
- Consistency. Showing up and doing the work, day after day, even when it’s repetitive or tough.
- A direct, “jump-in“ mindset. “Don’t be shy, don’t think too much — just get into the cold water and do it,“ he said. Waiting for the perfect moment doesn't move the needle; picking up the phone does.
- Strong communication skills. It’s not just talking well but also reading people, sensing quickly whether someone wants to engage and adjusting your approach accordingly.
Together, these qualities help BDRs build confidence, connect meaningfully with prospects, and turn consistent effort into real sales opportunities.
Culture: Local Team, Global Reach
Benjamin works closely with the DACH Mid-Market team out of Munich, but he’s quick to point out that the role never feels siloed. “It’s the best of both,“ he said. “You have local teamwork, but also global opportunities.“ He regularly connects with fellow BDRs in London, Paris, and the US to compare notes on what’s working in different markets.
But what’s stuck with him most is the support system closer to home. “I felt so welcomed,“ he said of his first week. “The DACH team is really supportive, collaborative, efficient; they work together, they help each other, they give good, critical feedback. I had a few people who really grabbed me by the hand and said, ’Okay, come on, this is what you need to do.’“
Looking Ahead
Ten months in, Benjamin has gone from a first-week newcomer to someone who can’t imagine being shy on a cold call again. He’s built strong relationships across AvePoint’s global sales teams, found a rhythm that works for the DACH market, and discovered a growth path he’s genuinely excited about.
We are excited to see Benjamin continue his journey as part of the next generation of sellers at AvePoint. He’s already come a long way in just under a year, and there’s still plenty ahead.
At AvePoint, we’re always looking for ambitious, curious people to join the team. With opportunities across DACH and globally, you might just spot your next sales opportunity with us! Your own BDR story could start with a single application.
Learn more and apply via our AvePoint Careers page.
Sarah Wagner is a Talent Acquisition Specialist at AvePoint, based in our Munich, Germany, office. Partnering directly with hiring managers to manage the full recruitment life cycle, across all business units in EMEA & ANZ, Sarah is responsible for Sales/Pre-Sales/Channel positions, in addition to Commercial/Marketing and Customer Success roles.