Next EMEA cohort starts April 2026
Enterprise Selling for Account Executives
Enterprise Selling for Account Executives
Enterprise Selling for Account Executives
Win bigger enterprise deals, build real champions, and hit quota. Learn how top AEs in EMEA win complex deals via real-world examples you can apply to your own pipeline.
Win bigger enterprise deals, build real champions, and hit quota. Learn how top AEs in EMEA win complex deals via real-world examples you can apply to your own pipeline.
Win bigger enterprise deals, build real champions, and hit quota. Learn how top AEs in EMEA win complex deals via real-world examples you can apply to your own pipeline.
5-Week live programme (3h/week)
5-Week live programme (3h/week)
Top sales peers at leading tech companies
Hosted by top sales peers
Hosted by top sales peers
Angus Tan
Account Executive
Johanna Assedou
Senior Account Executive
Matt Odachowski
Strategic Account Executive
Tariq Laguerre
Account Executive
Haley Traynor
Account Executive
Angus Tan
Account Executive
Johanna Assedou
Senior Account Executive
Matt Odachowski
Strategic Account Executive
Tariq Laguerre
Account Executive
Haley Traynor
Account Executive
Angus Tan
Account Executive
Johanna Assedou
Senior Account Executive
Matt Odachowski
Strategic Account Executive
Tariq Laguerre
Account Executive
Haley Traynor
Account Executive
Angus Tan
Account Executive
Johanna Assedou
Senior Account Executive
Matt Odachowski
Strategic Account Executive
Tariq Laguerre
Account Executive
Haley Traynor
Account Executive
Angus Tan
Account Executive
Johanna Assedou
Senior Account Executive
Matt Odachowski
Strategic Account Executive
Tariq Laguerre
Account Executive
Haley Traynor
Account Executive
Angus Tan
Account Executive
Johanna Assedou
Senior Account Executive
Matt Odachowski
Strategic Account Executive
Tariq Laguerre
Account Executive
Haley Traynor
Account Executive
Angus Tan
Account Executive
Johanna Assedou
Senior Account Executive
Matt Odachowski
Strategic Account Executive
Tariq Laguerre
Account Executive
Haley Traynor
Account Executive
Angus Tan
Account Executive
Johanna Assedou
Senior Account Executive
Matt Odachowski
Strategic Account Executive
Tariq Laguerre
Account Executive
Haley Traynor
Account Executive
Hosted by top sales peers
Learn From Top Account Executives at the Fastest Growing Companies
Join other participants from companies like…
Join other participants from companies like…
Your Sales MBA transformation
Your Sales MBA transformation
Enterprise sales has changed. Only the best Account Executives have an intrinsic motivation to stay relevant.
Enterprise sales has changed. Only the best Account Executives have an intrinsic motivation to stay relevant.
Before your Sales MBA
Deals stall without real champions
Internal politics slow everything down
Hard to multi-thread multiple stakeholders
Qualification feels surface-level
Deals slip when you're not in the room
Deals stall without real champions
Internal politics slow everything down
Hard to multi-thread multiple stakeholders
Qualification feels surface-level
Deals slip when you're not in the room
Deals stall without real champions
Internal politics slow everything down
Hard to multi-thread multiple stakeholders
Qualification feels surface-level
Deals slip when you're not in the room
After your Sales MBA
Build champions to sell your deal internally
Navigate politics with control
Get buy-in from decision-makers
Qualify smarter to focus on deals that close
Keep control of the deal at all times
Build champions to sell your deal internally
Navigate politics with control
Get buy-in from decision-makers
Qualify smarter to focus on deals that close
Keep control of the deal at all times
Build champions to sell your deal internally
Navigate politics with control
Get buy-in from decision-makers
Qualify smarter to focus on deals that close
Keep control of the deal at all times
Learn from peers who are ahead of you
Learn from peers who are ahead of you
Because the best way to learn is in the slipstream of more experienced peers.
Because the best way to learn is in the slipstream of more experienced peers.
See how peers sell at leading tech companies
See how peers sell at leading tech companies
See how peers sell at leading tech companies
Build upon the successful tools and tactics from top Enterprise AEs and build them into your workflow.
Build upon the successful tools and tactics from top Enterprise AEs and build them into your workflow.
Build upon the successful tools and tactics from top Enterprise AEs and build them into your workflow.
Earn a Certificate of Excellence
Earn a Certificate of Excellence
Get the recognition you deserve with a credential you can showcase on your LinkedIn.
Get the recognition you deserve with a credential you can showcase on your LinkedIn.
Join an alumni network of the top 5% in sales
Join an alumni network of the top 5% in sales
Build lasting relationships with top Enterprise AEs around the world, even after your Sales MBA.
Build lasting relationships with top Enterprise AEs around the world, even after your Sales MBA.
Your unique learning journey
Your unique learning journey
Win more complex enterprise deals in 5 weeks with weekly 90-min expert sessions and 90-min peer learning.
Win more complex enterprise deals in 5 weeks with weekly 90-min expert sessions and 90-min peer learning.
Apply for The Sales MBA
Apply for The Sales MBA
You can apply to join without any payment or commitment upfront if you meet the criteria below. Once your application is accepted, we will help you secure budget approval from your company.
Account Executive: You’re an Account Executive who owns the full sales cycle and wants to win complex enterprise deals more predictably, with real tactics that work in today's market.
Senior SDR: You are an Sales/Business Development Representative preparing to step up into an AE role who want to learn how top performers run discovery, build champions, and close enterprise deals with confidence.
You can apply to join without any payment or commitment upfront if you meet the criteria below. Once your application is accepted, we will help you secure budget approval from your company.
Account Executive: You’re an Account Executive who owns the full sales cycle and wants to win complex enterprise deals more predictably, with real tactics that work in today's market.
Senior SDR: You are an Sales/Business Development Representative preparing to step up into an AE role who want to learn how top performers run discovery, build champions, and close enterprise deals with confidence.
How To Consistently Self-Source Pipelines & Forecasts
How To Consistently Self-Source Pipelines & Forecasts
Haley Traynor
Haley Traynor
Account Executive
Account Executive
Tuesday 12:00 - 13:30 UK Time (GMT)
Tuesday 12:00 - 13:30 UK Time (GMT)
Haley scaled Atlassian's enterprise sales outbound motion in Europe and will share her exact playbook on how to build and manage your own pipeline as an AE. You will learn:
How she designs a daily prospecting rhythm you can actually stick to.
How she setups a smooth workflow with like LinkedIn Sales Navigator, Apollo, and Vidyard for efficient outbound.
The specific outreach templates she uses and how she maintaints an accurate forecasting discipline that keeps you credible with your manager.
You’ll also get a Notion template for pipeline planning and a Miro board to map your territories that you can plug straight into your own process.
Haley scaled Atlassian's enterprise sales outbound motion in Europe and will share her exact playbook on how to build and manage your own pipeline as an AE. You will learn:
How she designs a daily prospecting rhythm you can actually stick to.
How she setups a smooth workflow with like LinkedIn Sales Navigator, Apollo, and Vidyard for efficient outbound.
The specific outreach templates she uses and how she maintaints an accurate forecasting discipline that keeps you credible with your manager.
You’ll also get a Notion template for pipeline planning and a Miro board to map your territories that you can plug straight into your own process.
Extra practical templates & AI prompts
Extra practical templates & AI prompts
Peer session (Moderated)
Peer session (Moderated)
Thursday-Friday (1.5 hours)
Thursday-Friday (1.5 hours)
Discuss how you applied the week’s learnings, share best practices, and get feedback from peers at leading SaaS companies, all guided by a moderator to keep it focused and actionable.
Discuss how you applied the week’s learnings, share best practices, and get feedback from peers at leading SaaS companies, all guided by a moderator to keep it focused and actionable.
How to Discover & Qualify To Move Deals Forward
How to Discover & Qualify To Move Deals Forward
Angus Tan
Angus Tan
Account Executive
Account Executive
Tuesday 12:00 - 13:30 UK Time (GMT)
Tuesday 12:00 - 13:30 UK Time (GMT)
Discovery calls often decide whether your deal moves forward or goes dark. Angus has closed complex mid-market and enterprise deals at Figma and will share the exact frameworks he uses to run high-impact discovery conversations that actually convert.
You will learn:
How he opens a discovery call so prospects feel comfortable sharing real challenges instead of surface-level answers.
How he asks layered questions that reveal pain, budget, and decision criteria without making the call feel like an interrogation.
How he qualifies ruthlessly so he doesn’t waste cycles on “nice to have” deals that will never close.
You’ll also get a Notion discovery call template and an Airtable qualification map you can plug straight into your own process.
Discovery calls often decide whether your deal moves forward or goes dark. Angus has closed complex mid-market and enterprise deals at Figma and will share the exact frameworks he uses to run high-impact discovery conversations that actually convert.
You will learn:
How he opens a discovery call so prospects feel comfortable sharing real challenges instead of surface-level answers.
How he asks layered questions that reveal pain, budget, and decision criteria without making the call feel like an interrogation.
How he qualifies ruthlessly so he doesn’t waste cycles on “nice to have” deals that will never close.
You’ll also get a Notion discovery call template and an Airtable qualification map you can plug straight into your own process.
Extra practical templates & AI prompts
Extra practical templates & AI prompts
Peer session (Moderated)
Peer session (Moderated)
Thursday-Friday (1.5 hours)
Thursday-Friday (1.5 hours)
Discuss how you applied the week’s learnings, share best practices, and get feedback from peers at leading SaaS companies, all guided by a moderator to keep it focused and actionable.
Discuss how you applied the week’s learnings, share best practices, and get feedback from peers at leading SaaS companies, all guided by a moderator to keep it focused and actionable.
How To Find and Develop Champions & Sponsors
How To Find and Develop Champions & Sponsors
Johanna Assedou
Johanna Assedou
Senior Account Executive
Senior Account Executive
Tuesday 12:00 - 13:30 UK Time (GMT)
Tuesday 12:00 - 13:30 UK Time (GMT)
Johanna was Notion’s first hire in the French market and now helps lead the company’s expansion in Paris. She has closed some of Notion’s most complex enterprise deals by combining sharp revenue focus with authenticity, vulnerability and accountability.
What makes Johanna unique is her ability to ask the right questions, the kind you will not find in frameworks like MEDDICC or in AI-generated prompts, but questions that build real trust, reveal hidden motivations and keep deals moving forward.
You will learn:
How Johanna separates true vs. false champions by probing for influence, access, and a personal win
How she builds trust and co-creates a business case so champions can sell internally when she’s not in the room
How she uses a shared Notion mutual plan to map
stakeholders, define success, and enforce accountability and timelinesHow she multithreads without going around her champion by making stakeholder inclusion their idea
Takeaways: A practical framework to qualify real champions, avoid time-wasters, and drive clean deals, using a repeatable mutual plan template for POCs that keeps both sides accountable, plus a step-by-step approach to multithreading complex accounts and winning executive buy-in.
Johanna was Notion’s first hire in the French market and now helps lead the company’s expansion in Paris. She has closed some of Notion’s most complex enterprise deals by combining sharp revenue focus with authenticity, vulnerability and accountability.
What makes Johanna unique is her ability to ask the right questions, the kind you will not find in frameworks like MEDDICC or in AI-generated prompts, but questions that build real trust, reveal hidden motivations and keep deals moving forward.
You will learn:
How Johanna separates true vs. false champions by probing for influence, access, and a personal win
How she builds trust and co-creates a business case so champions can sell internally when she’s not in the room
How she uses a shared Notion mutual plan to map
stakeholders, define success, and enforce accountability and timelinesHow she multithreads without going around her champion by making stakeholder inclusion their idea
Takeaways: A practical framework to qualify real champions, avoid time-wasters, and drive clean deals, using a repeatable mutual plan template for POCs that keeps both sides accountable, plus a step-by-step approach to multithreading complex accounts and winning executive buy-in.
Extra practical templates & AI prompts
Extra practical templates & AI prompts
Peer session (Moderated)
Peer session (Moderated)
Thursday-Friday (1.5 hours)
Thursday-Friday (1.5 hours)
Discuss how you applied the week’s learnings, share best practices, and get feedback from peers at leading SaaS companies, all guided by a moderator to keep it focused and actionable.
Discuss how you applied the week’s learnings, share best practices, and get feedback from peers at leading SaaS companies, all guided by a moderator to keep it focused and actionable.
How To Negotiate & Close For Higher Win Rates
How To Negotiate & Close For Higher Win Rates
Matt Odachowski
Matt Odachowski
Strategic Account Executive
Strategic Account Executive
Tuesday 12:00 - 13:30 UK Time (GMT)
Tuesday 12:00 - 13:30 UK Time (GMT)
Matt will show you how top-performing AEs transform objections into opportunities to build trust and increase win rates. You’ll learn the exact frameworks he uses at Miro to reframe pushback, protect deal value, and turn hesitation into commitment.
You will learn:
How Matt uncovers the root cause behind objections instead of reacting to surface-level pushback.
How he responds with confidence to pricing and value objections without defaulting to discounts.
The frameworks he applies to strengthen champions and maintain momentum when deals hit resistance.
Matt will also share objection-handling scripts and a practical “response library” template you can adapt directly to your own deals.
Matt will show you how top-performing AEs transform objections into opportunities to build trust and increase win rates. You’ll learn the exact frameworks he uses at Miro to reframe pushback, protect deal value, and turn hesitation into commitment.
You will learn:
How Matt uncovers the root cause behind objections instead of reacting to surface-level pushback.
How he responds with confidence to pricing and value objections without defaulting to discounts.
The frameworks he applies to strengthen champions and maintain momentum when deals hit resistance.
Matt will also share objection-handling scripts and a practical “response library” template you can adapt directly to your own deals.
Extra practical templates & AI prompts
Extra practical templates & AI prompts
Peer session (Moderated)
Peer session (Moderated)
Thursday-Friday (1.5 hours)
Thursday-Friday (1.5 hours)
Discuss how you applied the week’s learnings, share best practices, and get feedback from peers at leading SaaS companies, all guided by a moderator to keep it focused and actionable.
Discuss how you applied the week’s learnings, share best practices, and get feedback from peers at leading SaaS companies, all guided by a moderator to keep it focused and actionable.
How To Leverage AI & Automations In Your Job
How To Leverage AI & Automations In Your Job
Tariq Laguerre
Tariq Laguerre
Account Executive
Account Executive
Tuesday 12:00 - 13:30 UK Time (GMT)
Tuesday 12:00 - 13:30 UK Time (GMT)
Tariq will break down how top-performing AEs keep deals moving forward and close with confidence, without pushing or discounting. You’ll learn the exact playbook to maintain momentum, secure commitment from multiple stakeholders, and land predictable closes.
You will learn:
How Tariq defines clear next steps that prevent deals from stalling.
How he identifies closing signals early and build urgency without pressure.
The frameworks Tariq uses to align decision-makers and handle last-minute objections before signature.
Tariq will also provide you with multiple ChatGPT prompts and a Notion template for deal reviews that you can plug straight into your own process
Tariq will break down how top-performing AEs keep deals moving forward and close with confidence, without pushing or discounting. You’ll learn the exact playbook to maintain momentum, secure commitment from multiple stakeholders, and land predictable closes.
You will learn:
How Tariq defines clear next steps that prevent deals from stalling.
How he identifies closing signals early and build urgency without pressure.
The frameworks Tariq uses to align decision-makers and handle last-minute objections before signature.
Tariq will also provide you with multiple ChatGPT prompts and a Notion template for deal reviews that you can plug straight into your own process
Extra practical templates & AI prompts
Extra practical templates & AI prompts
Peer session (Moderated)
Peer session (Moderated)
Thursday-Friday (1.5 hours)
Thursday-Friday (1.5 hours)
Discuss how you applied the week’s learnings, share best practices, and get feedback from peers at leading SaaS companies, all guided by a moderator to keep it focused and actionable.
Discuss how you applied the week’s learnings, share best practices, and get feedback from peers at leading SaaS companies, all guided by a moderator to keep it focused and actionable.
Earn a Certificate of Excellence
Earn a Certificate of Excellence
Get the recognition you deserve and validate your growth with a credential you can showcase on LinkedIn and your résumé.
Get the recognition you deserve and validate your growth with a credential you can showcase on LinkedIn and your résumé.
Join a lifelong alumni network of the top 5% in sales
Join a lifelong alumni network of the top 5% in sales
Build lasting relationships with top Enterprise AEs around the world, even after your Sales MBA programme.
Build lasting relationships with top Enterprise AEs around the world, even after your Sales MBA programme.
Pricing
Pricing
Stay relevant and improve performance individually, as a team, or company-wide.
Stay relevant and improve performance individually, as a team, or company-wide.
Individuals
1 seat
Win bigger enterprise deals & hit your quota.
€1500
€1500
/seat + tax
5 Live expert sessions
5 Live expert sessions
5 Live expert sessions
5 Live peer sessions
5 Live peer sessions
5 Live peer sessions
Certificate of Excellence
Certificate of Excellence
Certificate of Excellence
Access to alumni network
Access to alumni network
Access to alumni network
One-page playbook
One-page playbook
One-page playbook
Teams
2-10 seats
Ramp faster & improve team performance.
Everything in Individuals
Everything in Individuals
Everything in Individuals
Shared team context: align your team on the same playbooks
Shared team context: align your team on the same playbooks
Shared team context: align your team on the same playbooks
Enterprises
10+ seats
Increase company-wide performance with proven sales systems.
Customized learning journey
Customized learning journey
Customized learning journey
Track progress for leadership
Track progress for leadership
Track progress for leadership
Dedicated account manager
Dedicated account manager
Dedicated account manager
Tailored playbook designed for your sales org
Tailored playbook designed for your sales org
Tailored playbook designed for your sales org
Join an upcoming cohort
The Sales MBA
COST
€1.500
TYPE
5 Live Sessions
DATES
March 30 - May 3, 2026
Don't miss out.
Enrollment closes in
142
days.
Join an upcoming cohort
The Sales MBA
Next Cohort
€1.500
Dates
March 30 - May 3, 2026
Type
5 Live sessions
Time
3 Hours per week
Don't miss out.
Enrollment closes in
142
days.
Need more details about the programme?
Need more details about the programme?
Discover the ultimate skills, habits and templates of top-performing peers at leading tech companies. This Sales MBA brochure covers the full cycle from pipeline generation and discovery to champions, objections, and closing. You can also share it with your manager.
GET FREE BROCHURE
Frequently Asked Questions
Frequently Asked Questions
Frequently Asked Questions
Will I get a certificate?
Yes, you will get a Sales MBA Certificate of Excellence by The Sales MBA, the online business school for ambitious SaaS sales professionals.
Will I get a certificate?
Yes, you will get a Sales MBA Certificate of Excellence by The Sales MBA, the online business school for ambitious SaaS sales professionals.
Will I get a certificate?
Yes, you will get a Sales MBA Certificate of Excellence by The Sales MBA, the online business school for ambitious SaaS sales professionals.
What happens if I can't make a live session?
You can always catch the recordings on the learning portal and we allow you to make up missed classes in a future cohort.
What happens if I can't make a live session?
You can always catch the recordings on the learning portal and we allow you to make up missed classes in a future cohort.
What happens if I can't make a live session?
You can always catch the recordings on the learning portal and we allow you to make up missed classes in a future cohort.
I work full-time, what is the expected time commitment?
The training is optimized for very busy schedules of Account Executives, SDRs and BDRs. The live sessions are recorded so if you miss any of the sessions you can always come back and catch the recordings later. In total, you'll commit 2-4 hours per week for online live sessions, and virtual events to meet your fellow peers.
I work full-time, what is the expected time commitment?
The training is optimized for very busy schedules of Account Executives, SDRs and BDRs. The live sessions are recorded so if you miss any of the sessions you can always come back and catch the recordings later. In total, you'll commit 2-4 hours per week for online live sessions, and virtual events to meet your fellow peers.
I work full-time, what is the expected time commitment?
The training is optimized for very busy schedules of Account Executives, SDRs and BDRs. The live sessions are recorded so if you miss any of the sessions you can always come back and catch the recordings later. In total, you'll commit 2-4 hours per week for online live sessions, and virtual events to meet your fellow peers.
What is the refund policy?
If for any reason your plans change and you can no longer participate in the course, don't worry, you can get a full refund (or defer to a future cohort) up until 7 days before the first main session of the cohort. There will be no refunds after that time because by then it is too late to assign your seat to another student.
What is the refund policy?
If for any reason your plans change and you can no longer participate in the course, don't worry, you can get a full refund (or defer to a future cohort) up until 7 days before the first main session of the cohort. There will be no refunds after that time because by then it is too late to assign your seat to another student.
What is the refund policy?
If for any reason your plans change and you can no longer participate in the course, don't worry, you can get a full refund (or defer to a future cohort) up until 7 days before the first main session of the cohort. There will be no refunds after that time because by then it is too late to assign your seat to another student.
Can I get reimbursed by my company?
Most companies appreciate it if employees want to improve their skills and are happy to provide support for courses that are in line with this goal. To help you with requesting reimbursement, please use the template that The Sales MBA provides on the “How to convince your manager” page to get this reimbursement.
Can I get reimbursed by my company?
Most companies appreciate it if employees want to improve their skills and are happy to provide support for courses that are in line with this goal. To help you with requesting reimbursement, please use the template that The Sales MBA provides on the “How to convince your manager” page to get this reimbursement.
Can I get reimbursed by my company?
Most companies appreciate it if employees want to improve their skills and are happy to provide support for courses that are in line with this goal. To help you with requesting reimbursement, please use the template that The Sales MBA provides on the “How to convince your manager” page to get this reimbursement.
Can I get a group discount for my sales team?
Yes, please email robin@thesalesmba.com if you'd like a group discount.
Can I get a group discount for my sales team?
Yes, please email robin@thesalesmba.com if you'd like a group discount.
Can I get a group discount for my sales team?
Yes, please email robin@thesalesmba.com if you'd like a group discount.
I have more questions, who do I contact?
You can reach us at robin@thesalesmba.com.
I have more questions, who do I contact?
You can reach us at robin@thesalesmba.com.
I have more questions, who do I contact?
You can reach us at robin@thesalesmba.com.
How does The Sales MBA's Satisfaction Guarantee work?
You can get a full refund within 14 days after the course ends if you meet the completion criteria: (1) Attend all live classes and capstone sessions, (2) Complete all on-demand modules, (3) Submit all capstone assignments, (4) Respond to feedback. If you rejoin the next cohort for additional learning, you must meet the completion criteria in at least one cohort.
How does The Sales MBA's Satisfaction Guarantee work?
You can get a full refund within 14 days after the course ends if you meet the completion criteria: (1) Attend all live classes and capstone sessions, (2) Complete all on-demand modules, (3) Submit all capstone assignments, (4) Respond to feedback. If you rejoin the next cohort for additional learning, you must meet the completion criteria in at least one cohort.
How does The Sales MBA's Satisfaction Guarantee work?
You can get a full refund within 14 days after the course ends if you meet the completion criteria: (1) Attend all live classes and capstone sessions, (2) Complete all on-demand modules, (3) Submit all capstone assignments, (4) Respond to feedback. If you rejoin the next cohort for additional learning, you must meet the completion criteria in at least one cohort.
How does the flexible re-take policy work?
The flexible retake policy allows you to retake the course or any missed classes up to 1 year from the cohort start date.
How does the flexible re-take policy work?
The flexible retake policy allows you to retake the course or any missed classes up to 1 year from the cohort start date.
How does the flexible re-take policy work?
The flexible retake policy allows you to retake the course or any missed classes up to 1 year from the cohort start date.
How will I actually expand my network?
Each cohort brings together AEs and SDRs from leading SaaS companies. You’ll join a private community, get deal feedback, and keep the connections long after graduation.
How will I actually expand my network?
Each cohort brings together AEs and SDRs from leading SaaS companies. You’ll join a private community, get deal feedback, and keep the connections long after graduation.
How will I actually expand my network?
Each cohort brings together AEs and SDRs from leading SaaS companies. You’ll join a private community, get deal feedback, and keep the connections long after graduation.
Stay in the loop
Stay in the loop
Sign up to be the first to know about course updates.
Sign up to be the first to know about Sales MBA updates.
Sign up to be the first to know about course updates.
Join an upcoming cohort
The Sales MBA
COST
€1.500
TYPE
5 Live Sessions
DATES
March 3 - April 7, 2026
Don't miss out.
Enrollment closes in
142
days.