BUILDING GREAT SALES TEAMS: LESSONS FROM BEL JURISIC AT VEEAM
What makes a great salesperson truly exceptional? According to Bel Jurisic, Global Head of the SDR Function at Veeam, the answer lies not just in individual talent but in the leadership, mentorship, and structure that guide them.
Bel’s journey from channel sales to managing a global team of SDRs offers powerful insights into the strategies and traits that build successful sales teams—and the leaders who support them.
Bel’s career began in the channel sales world, where she built her foundation in networking and relationship management. After years of success in Australia, she transitioned to a role in Singapore to expand her experience across different cultures and markets.
But Bel’s desire for growth didn’t stop there. When she realised she was ready for a new challenge, she asked herself a crucial question:
"What do I already bring to the table, and what do I need to learn to succeed in this new role?"
This self-reflective mindset, inspired by a long-time mentor, allowed her to confidently step into her current position leading Veeam’s global SDR function—a role she helped design and launch.
Under Bel’s leadership, the SDR team at Veeam became a structured and purpose-driven unit. She shifted the focus to prioritise quality over quantity by redesigning the lead process to handle only high-intent prospects.
"We don’t deal with funnels full of random leads anymore. We focus on hand-raisers—those showing strong intent to engage."
The team’s responsibilities are split between handling these high-quality leads and strategic prospecting for both new business and customer expansion. Each SDR is aligned with specific sellers, fostering deeper collaboration and trust.
Bel emphasises that great SDRs aren’t necessarily the most experienced but the ones who bring the right mindset.
Key traits include:
Curiosity: The drive to ask questions, dig deeper, and truly understand customer needs.
Resilience: The ability to bounce back from rejection and persist through challenges.
Adaptability: A willingness to follow structured processes while still thinking creatively.
"Curiosity over fear is what sets the best SDRs apart. They’re not afraid of rejection—they’re driven by a desire to learn and succeed."
Bel’s leadership style is built on accessibility and support. Whether it’s walking the office floor, hosting weekly check-ins, or making herself available for one-on-one conversations, she ensures her team feels heard and valued.
"When your team knows they can reach out for help, they’re more confident to try, fail, and try again—because they know you’ve got their back."
She also brings her SDRs into decision-making processes, particularly when rolling out new tools or procedures. By involving the team, she creates buy-in and ensures smoother transitions.
Leading a global team comes with its own set of challenges. From cultural differences to varying work styles, Bel has learned the importance of flexibility and understanding.
"You can’t assume one approach will work everywhere. I had to step back, listen, and tailor my leadership style to fit the team’s unique needs."
This adaptability has been especially important when managing new teams in regions like Costa Rica and Bucharest, where understanding local culture and values has been key to building trust.
Bel credits much of her success to the mentors and coaches who have guided her throughout her career. She encourages others to seek out mentors who can challenge and inspire them.
"Having someone to bounce ideas off, share wins with, or seek advice from can be transformational—not just professionally, but personally."
Key Takeaways from Bel Jurisic
Ask the Right Questions: Self-reflection helps you grow into new roles.
Focus on Quality: High-intent leads and strategic prospecting yield better results.
Build a Strong Team: Look for traits like curiosity, resilience, and adaptability.
Be an Accessible Leader: Trust and support empower your team to succeed.
Adapt to Cultural Nuances: Tailor your approach to the team’s unique needs.
Bel’s insights remind us that great salespeople are built on a foundation of strong leadership, curiosity, and resilience. Whether you’re an SDR starting your journey or a leader managing a global team, the lessons from her career can inspire growth and success at every level.
Want to hear more from Bel? Click here to listen to the full episode and dive deeper into her strategies and insights.