Ep 40: The Quiet Strength of Introverted Sales Leaders

Timestamps:

1:42 When choosing roles, Trust Your Gut with People (Even When The Tech Sounds Dull)

06:29 Culture Eats Strategy for Breakfast

09:26 Embrace the Beginner’s Mind

14:05 Introverts Aren’t Broken Extroverts

18:26 Silence Is Golden, But Timing Is Everything

21:53 It’s OK to Step Away From The Crowd!

26:17 Pressure Is a Privilege—If You Know How to Manage It

34:14 Leadership Isn’t Glamorous—It’s a Lot Like Jiu Jitsu

37:55 Authenticity Is Non-Negotiable

About Fabian Calle:

Fabian Calle is the Managing Director of SAP Concur. He started with them as an Enterprise AE after selling his business, 15 years back … and since then has progressively grown in responsibility and impact over the years. As a self confessed introvert in a publicly demanding role, he shares with authenticity about how he leads his company and shapes culture.

When I reflect on my 15-year journey at SAP Concur, it feels surreal. This month marks my anniversary, and the ride has been a mix of discovery, humility, and growth. From my beginnings as an enterprise sales rep to leading the SMB segment for Australia and New Zealand, it’s been a road paved with challenges, lessons, and a good dose of humour. Here’s what I’ve learned along the way.

When choosing roles, Trust Your Gut with People (Even When The Tech Sounds Dull)

When I first heard about Concur, I thought, expense management? How exciting could that be? Spoiler alert: it wasn’t love at first sight. But a trusted friend nudged me to meet the team. One great meeting led to another, and soon, I was hooked—not on the product, but on the people.

Why People Matter More Than Products

It’s easy to obsess over what we sell or how it’s packaged. But for me, it was the team’s integrity, energy, and authenticity that sealed the deal. Fifteen years later, those same values are what keep me here. Surrounding yourself with the right people creates an environment where you can thrive.

Leadership Isn’t Glamorous—It’s a Lot Like Jiu Jitsu

Transitioning from sales rep to leader wasn’t seamless. Initially, I held a hybrid role, managing a territory while mentoring a team. I don’t recommend it to anyone. Imagine trying to be a player and a coach simultaneously—it’s a recipe for burnout.

The Steve Bradbury Moment

I joke that my first leadership promotion was a bit like Steve Bradbury’s Olympic win—everyone else fell, and there I was, the last one standing. But here’s the truth: leadership isn’t about glamour. It’s about navigating uncertainty, building trust, and sometimes getting your metaphorical arm twisted—like in jiu jitsu—only to come back stronger.

Culture Eats Strategy for Breakfast

We sell travel booking, expense management, and accounts payable solutions. Not exactly the stuff dreams are made of. But the why behind what we do fuels me: we solve real problems for businesses.

Empathy and Adaptability Are Non-Negotiables

As a leader, understanding the how is just as important as the what. My introverted nature gives me the patience to listen deeply and tailor my approach to each person. Whether I’m speaking to sales reps or marketers, adapting my message to their needs has been a game-changer.

Embrace the Beginner’s Mind

I’ve been practising martial arts for years, and every time I step onto the mat, I feel like a beginner. It’s humbling and exhilarating. At work, I get the same thrill from welcoming fresh faces into the business.

What Newbies Teach Veterans

Some of my team members are half my age, and their fresh perspectives challenge me to rethink old habits. I love being questioned—Why do we do it this way?—because it keeps me sharp and open to change.

Introverts Aren’t Broken Extroverts

Let’s clear something up: being an introvert in sales doesn’t mean you’re at a disadvantage. Early in my career, I tried to mimic extroverts—high-fiving colleagues, turning up the charm at events—and it just wasn’t me.

Learn Your Social Battery

Simon Sinek says introverts start the day with five coins, losing one with every interaction, while extroverts gain coins through engagement. I’ve learned to manage my energy by taking deliberate breaks, whether it’s a quiet moment during a busy event or a 15-minute calendar block just to breathe.

Feedback Hurts, But It’s Worth It

A 360-review early in my career hit me hard. Colleagues described me as aloof, even arrogant. That stung. But as I reflected, I realised my introverted tendencies—like needing time to settle before engaging—were being misinterpreted.

Change Is a Choice

Now, I make an effort to greet people warmly, even if it feels unnatural at first. I still recharge on my terms, but I’ve learned to balance authenticity with approachability.

Silence Is Golden, But Timing Is Everything

One of the toughest parts of leadership is addressing a room full of people with diverse motivations and needs. You only get one chance to communicate, and everyone will interpret your message differently.

Master the Pause

Silence can be powerful—or awkward. As an introvert, I’ve learned to use pauses to let my thoughts land and to give others space to process. But I also know when to speak up, especially to reassure new team members who might be intimidated by my title.

It’s OK to Step Away From The Crowd!

Big events and social interactions can drain me. In the past, I’d push through and end up exhausted. Now, I recognise when I need to step back, whether it’s a quick break during a conference or retreating to my hotel room for a reset.

Nobody Notices

Funny enough, most people don’t even realise I’ve stepped away. And when I return recharged, I’m able to bring my best self to the table.

Pressure Is a Privilege—If You Know How to Manage It

Leadership comes with relentless demands. Add introversion to the mix, and the mental load can feel heavier. For me, the key has been prioritising health and exercise.

Jiu Jitsu and Perspective

When someone twice my size is trying to pin me in jiu jitsu, work stress feels laughable by comparison. Martial arts keep me disciplined and grounded, and the lessons transfer directly to my professional life—patience, resilience, and a willingness to start over when needed.

Authenticity Is Non-Negotiable

The greatest compliment I can give someone is, You’re real. Authenticity matters more to me than talent or intelligence. I’d rather work with someone who owns their flaws than someone pretending to be perfect.

Don’t Fake It

Whether you’re introverted or extroverted, stay true to yourself. It’s the only way to build meaningful connections and trust.

Summary

Leadership isn’t about being the loudest voice or having all the answers. It’s about self-awareness, empathy, and the courage to lead authentically. As an introvert, I’ve faced my share of challenges, but I’ve also found unique strengths in my quiet nature. If there’s one takeaway from my journey, it’s this: be yourself—flaws, quirks, and all. Because the world doesn’t need another perfect leader; it needs a real one.

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