David BENA

Leadership – Logiciel – Croissance

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Strategy & Execution : together !

Leadership | Software | Growth

I help software companies, particularly scale-ups or investment funds looking to enter the French and Southern Europe market, by developing a strategy that can be executed.
And I make sure it’s executed!

All too often, I see a gap between a strategy that comes from the top down and one that overlooks the obstacles to execution. These obstacles can be organizational, psychological or simply cultural. I’m well aware that they need to be identified as early as possible if they are to be overcome.

  • 7x
    ARR Multiplier at Jedox in 4 years
  • 11 / 13
    Quota achievements at QAD
  • ~100
    New customers acquired at Jedox
  • 16
    Awards « Sales Director of the Year »

My Expertise Framework

Sales Expertise

« It’s always hard to sell. Now it’s harder to buy. »

In this context, every methodology has its share of truth. I have been trained in all sales methodologies and apply the most appropriate one for each situation:

  • Executive Selling

    The ultimate sales approach. You don’t sell a solution anymore. You sell change. And business decisions about change are made by Executives.

  • Challenger Sales

    The best salespeople don’t just respond to customer needs — they challenge them. They bring new insights and guide thinking toward new solutions.

  • MEDDPICC

    Provides a 360-degree view of opportunities. At Creatio, we applied a rating from 1 to 5 for each dimension, enabling deeper analysis.

  • 11 quota over-achievements in 13 fiscal years at QAD
  • Closed major deals: Invacare ($7M), Colisée Group (€1M ARR)
  • Trained 50+ sales professionals in advanced methodologies
  • Award winner: « Sales Director of the Year », « Biggest Deal of the Year »
En savoir plus

Sales Expertise

Leadership

« How to make extraordinary things happen in organizations »

I like to say that I never invented anything. On the other hand, I do have the merit of learning and applying what brilliant people have invented.

  • The Leadership Challenge

    Based on Kouzes and Posner’s framework: Model the Way, Inspire a Shared Vision, Challenge the Process, Enable Others to Act, Encourage the Heart.

  • Situational Leadership

    Adapt leadership style based on team members’ development level. Balance between guidance and autonomy to help people grow effectively.

  • Built and scaled teams from 4 to 22 people at Jedox
  • Achieved 92% retention rate over 5 years
  • Developed 11 managers who were promoted to leadership roles
  • Created aligned, enthusiastic teams delivering €100M+ in business

« Leadership is a relationship between those who aspire to lead and those who choose to follow. »

En savoir plus

Leadership

Software

« Understanding both the product and the market is critical »

20+ years exclusively in the software industry have taught me that selling software isn’t just about sales techniques—it’s about understanding the technology, the market dynamics, and the specific challenges of each software domain.

  • Enterprise Software Domains

    ERP, CRM, EPM, Supply Chain Planning, WMS, TMS, QMS, BI – deep experience across all major enterprise software categories.

  • Modern Technology Stack

    GenAI, Agentic AI, Low-Code, No-Code platforms – at the forefront of emerging technologies in business software.

  • Dynamiques du Marché UE/US

    Deep understanding of software market cultural differences between Europe and US, critical for successful international expansion.

  • Successfully sold across 10+ software categories and business models
  • Navigated 3 major industry shifts (ERP → Cloud → AI/No-Code)
  • Built go-to-market strategies for emerging software categories
  • Published thought leadership in French software media

« In software, the product is never enough. Understanding how it fits into the customer’s technology ecosystem is what makes the sale. »

En savoir plus

Software

Your Logo

“Strategy and execution go hand in hand. Too often, I see a gap between a strategy that comes from the top and one that neglects execution obstacles.”

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Why Work
with Me?

  • Unique Cultural Expertise

    • 20+ years in international software
    • Deep knowledge of French and Southern Europe market (Italy, Spain, Portugal markets)

  • Proven Track Record

    Concrete and measurable results that demonstrate my ability to transform sales teams:

    • ARR multiplied by 7 at Jedox (4 years)
    • 11 quotas exceeded out of 13 fiscal years at QAD
    • 16 awards including “Sales Director of the Year”
    • Success stories: Invacare (7M€), AsteelFlash (2.5M€)

  • Sales Methodologies

    • Executive Selling Expert
    • MEDDPICC
    • Challenger Sales (trained by Gartner)
Learn more about me

Speaker in Media

Especially when you want to penetrate the French market, you need to be able to speak in the media in a simple, punchy way.