The High Performance Sales Leader
"Actionable Insights from Inspiring Tech CROs & VPs" dives deep into the world of sales leadership within the dynamic technology sector.
Join us for 20-30 minute candid conversations with distinguished sales leaders—from nimble startups to global powerhouses—as they share their personal journeys, strategies, and secrets behind their remarkable results.
Whether you're an aspiring sales leader or a seasoned expert looking for fresh insights, this podcast offers a treasure trove of real-world wisdom, actionable takeaways, and lessons learned from the front lines of tech sales.
The High Performance Sales Leader
E44: First in Region: Hard Won Lessons from Scaling Revenue in APAC with Gerard D’Onofrio
Gerard D’Onofrio is a true scale-up operator with sales in his DNA. His father was a Senior Vice President of Sales in tech, his twin brother is an enterprise rep in the US, and Gerard himself has carved an exceptional career in tech sales—earning accolades like 5x Century Club Winner, President’s Club, and #1 global rep at AdRoll.
But what sets Gerard apart is what he’s built, not just what he’s sold.
After a powerhouse five-year stint at AdRoll—including launching their APAC HQ in Sydney—Gerard moved permanently to Australia. Soon after, he was tapped by Dialpad to do it all over again: open the region, land early wins, and scale from scratch. As the first sales hire on the ground, he sold solo for the first 10 months before building a high-performance go-to-market team from the ground up.
Today, Gerard leads Dialpad’s APAC operation, overseeing SMB, mid-market, BDR, SDR, Channel, Sales Engineering, and Customer Success functions across Australia, New Zealand, Japan, and the broader Asia region. In just five years, he’s helped turn a zero-footprint market into a thriving growth engine.
This episode is packed with field-tested insight on launching and expanding in APAC, challenger selling, hiring early-stage talent, and leading with clarity and conviction. If you’re a country lead, an aspiring scale-up founder, or a CRO eyeing APAC—you’ll get a masterclass today.
Episode Highlights:
- Go Where Others Don’t—and Win Where Others Can’t
- Be the Rep Who Asks What Everyone Else Is Afraid To
- Don’t Scale Fast—Scale Right
- Sell First. Then Build the Team.
- Product Knowledge Isn’t Optional—It’s a Weapon
- Great Sellers Are Comfortable Being Uncomfortable
- Discovery Is Where the Deal Is Won (or Lost)
- Influence > Rapport (Every Time)
- The Challenger Mindset Isn’t a Style—It’s a Standard
- Your First Hires Will Make or Break You
Connect with Gerard D’Onofrio:
LinkedIn: https://www.linkedin.com/in/gerarddonofrio/
Connect with The High Performance Sales Leader Host:
LinkedIn: https://www.linkedin.com/in/preesarkar/
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