Influential Woman · Software

Mercedes Nolte

Account Executive, SAP Concur

Dallas, TX

3Awards received

Her Story

About Mercedes

I've been in sales my entire career, and I broke into the SaaS world around 2020 after selling Ferraris. I was fortunate to start as an account executive rather than an SDR because of my past overall sales experience. I've been in my current position for exactly a year as of April 14th, and before that, I spent 3 years in another SaaS-related role. Growing up in a sales household with my dad Jason as a GM of dealerships really shaped how I run sales processes and how I learned to excel in this field. I'm a closer, and that's where I really excel within my position because I'm able to keep those sales cycles going and close all the deals that come in front of me. My typical day is really project management of my pipeline, making sure every person I'm currently working with has all the details and staying on top of it. I also do prospecting motions and work closely with SDRs as a team effort, plus executing what we call executive overviews with new prospects. Within my first two quarters at my current company, I was already being talked about for a promotion to senior AE level and a raise once my year comes up. I exceed quota month after month, which is always really exciting and is an achievement every time I do it. I'm a car fanatic, so cars are my number one thing and how I've made some great friendships. When I'm not at car meets or going on drives, I love being in the kitchen cooking.

Her Interview

Ten minutes with Mercedes

01What do you attribute your success to?

I attribute my success to my mentality. It's just something that's built in you. I think that mentality can't really be trained - it's either you have it or you don't, and I think I was just born with that, honestly. I know it sounds cliche, but I think that's just the reality.

02What’s the best career advice you’ve ever received?

The best career advice I've received is to just come in with a good attitude. Not every month is going to be the same - you're not going to have one of those crazy breakout months every time. I think it's just having a good attitude, no matter what the situation is, and that's what keeps people going, and ALWAYS stay consistent.

03What advice would you give to young women entering your industry?

Just go for it. Don't be scared. Just be yourself and make sure you have a good head on your shoulders. When it feels like it's going to be too tough, just keep going. Because it is a male-dominated industry, and one thing that I have learned is you cannot cower back - you have to go full force. Women do have space in the sales market, and I think women usually end up doing a lot better than a lot of the men. I think men is more ego-driven, and women can be truly effective when they show confidence, in my experience.

04What are the biggest challenges or opportunities in your field right now?

The biggest challenge is learning how to overcome the objections and learning new ways to approach the deal, because not every person is the same and not every deal is the same. Sometimes you have to fine-tune that approach, and sometimes it's not the best and it can be a little rocky. But I think that's just the challenge, and that's what also makes it rewarding - that you're learning as you go. As for opportunities, since I'm so new in this current role and have been here for just under a year, within the first two quarters I was already being talked about getting a promotion once my year comes up, as well as a raise. They're talking about promoting me to senior AE level by the time a year comes around, and I would be in those talks early on.

05What values are most important to you in your work and personal life?

I think it's just being authentic and being an empathetic person. I think that has been really big in my overall sales. I actually got a message today from some of my SDRs that said, 'Not every AE acts with as much empathy, kindness, and respect towards their SDRs. When your name is brought up, everyone on the team has consistent stories to tell. Your brand is well established.' That really made my day.

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