Carlo Pacifico Becomes Managing Partner

Some appointments are made. Others are earned over time, in the field, with clients — and then made official. Carlo Pacifico's promotion to Managing Partner at Disruption Selling is the second kind.

The Story So Far

In July 2023, we announced Carlo as one of Disruption Selling's first two Senior Partners. At the time, he put it plainly: standard cookie-cutter go-to-market models were no longer delivering sustainable growth, and the market was finally making that impossible to ignore. He joined to help clients do something about it.

What followed was two and a half years of exactly that — advisory, consulting, and interim management engagements where Carlo worked directly with clients navigating the hardest part of the DS model: translating a sound growth strategy into a commercial organization that can actually execute it at scale.

In December 2025, as Disruption Selling converted to a GmbH and formalized its shareholder structure, Carlo joined Stefan as co-Managing Partner — recognized, as a shareholder, for the role he had already been playing.

As of today, that role is fully operational.

What Carlo Brings to the Managing Partner Role

Carlo's track record spans 25+ years of revenue leadership at AWS, Gartner, and New Relic. But the more relevant credential, from a DS perspective, is this: he has lived through the organizational inflection points that our clients are trying to navigate.

He knows what it looks like when a sales motion that worked brilliantly for Early Adopters starts to break under the weight of mainstream market expectations. He knows what the Leadership Crisis feels like from the inside. And he has built the Account Management structures, the Portfolio Teams, and the closed-loop commercial processes that get organizations to the other side.

That experience is now embedded directly into Disruption Selling's leadership.

What This Means for Clients

A leadership pair with complementary depth

Stefan Herbert brings the methodological foundation — 35+ years of sales leadership and the intellectual architecture of the DS framework. Carlo brings the operational counterweight: the pattern recognition that comes from scaling revenue inside organizations that had to figure it out in real time, under pressure.

Together, they cover both dimensions of the challenge we consistently see in our engagements: knowing what to do, and building the organization that can actually do it.

Continuity, not disruption

For current clients, this change is largely invisible — Carlo has been a central part of how we work for nearly three years. What changes is the formal structure that surrounds what was already happening. Engagements that were benefiting from Carlo's involvement now have that involvement anchored at the Managing Partner level.

Operational seriousness that matches our advice

We advise clients to professionalize their commercial structures before they need to — not after the cracks appear. Carlo's appointment, and the broader GmbH transformation, is us applying that logic to ourselves. We are not exempt from the disciplines we teach.

"Carlo joined us in 2023 because he believed in what we were building. Over the past two and a half years, he has been a genuine partner — in every meaningful sense of the word — long before the title reflected it. Formalizing his role as Managing Partner is not a change. It is a recognition."

— Stefan Herbert, Founder & Managing Partner

"When I joined Disruption Selling, I said that good market conditions had been masking go-to-market problems for too long — and that the window for fixing those problems systematically was narrowing. That is still true. What has changed is that we now have the structure, the team, and the depth to help more organizations fix them, faster. I'm proud of what we've built, and I'm looking forward to what comes next."

— Carlo Pacifico, Managing Partner