Disruption Selling Team
Stefan Herbert, Founder
Stefan is a Builder with 35+ years of experience at organizations ranging from pre- and post-IPO startups all the way up to global enterprises in positions from Account Manager up to EVP Sales&Marketing.
Stefan started his career in 1987 as a Sales Trainee at NCR. In 1994 he joined EDS to sell full-scope outsourcing contracts before his next job in 1997 took him into open systems-based Enterprise SW (ERP) for a pre-IPO startup (QAD) as a Sales Director for EMEA. After management positions at two more startups he founded his consulting company in 2005 before joining AWS in 2013. Here he practiced the Disruption Selling model starting as a one-man show with 30 accounts and ending with just one of them as a Global Account Director leading a global team of more than 30 members and with revenues in the triple digit millions.
Thilo Jourdan, Senior Partner
Thilo Jourdan is a seasoned General Manager with 30+ years in cloud, manufacturing, hardware, and software services. He began his career as a Lieutenant while studying Electronics at the University of the German Army. His structured approach led him to roles at a UK-based software company, Siemens (18 years), and Amazon Web Services (AWS) (9 years).
He has extensive experience in global sales, strategy, and business transformation, driving digitalization and cloud adoption, including GenAI. At AWS, he established the first Global Manufacturing account, surpassing growth targets for six years. Thilo has also mentored many professionals and championed DEI initiatives for women in leadership.
Holding a diploma in Electrical Engineering, he has worked across the US, China, Europe, Russia, and the Middle East. Beyond work, he enjoys painting, golf, woodworking, and, for the past two years, being a grandfather.
Carlo Pacifico, Senior Partner
Carlo is a seasoned sales leader with 25+ years of experience at organizations ranging from pre- and post-IPO startups all the way up to global enterprises as individual contributor as well as management positions up to VP level.
Carlo started his professional life in the early 90s at Hewlett Packard. After early successes as product sales rep he was offered to lead the sales efforts for Airbus in Germany. Next he spent more than 10 years at Gartner where he took on the challenge of leading the Gartner Field Sales team for Financial Services. In 2013 he joined Amazon Web Services where he built and led multiple enterprise teams in Germany, more than doubling the usage and revenue year over year. Since then Carlo held leadership positions at pre and post IPO companies including VP EMEA Central for New Relic and OutSystems as well as CRO for Ory.
Burkard Schemmel, Senior Partner
Burkard Schemmel is a General Manager specializing in B2B Commerce, Technology, and Logistics with 20+ years of experience. An entrepreneur at heart, he has founded four companies, advised enterprises on strategy and operations, and currently leads Maersk’s Northern Europe Sales Organization.
With a strong track record in growth strategies and digital commerce, he has held senior roles in Fortune 500 companies and led a global team of 900+ experts. A thought leader in business ethics and diversity, he co-founded a think tank, serves as Dean at the European Institute of Management, and has published books with Springer. He enjoys contemporary art, nature, and cooking.
Constantin Gonzalez, Senior Partner
Constantin is an Expert Generalist with 25+ years of experience bridging technology and business at Amazon Web Services, Oracle, and Sun Microsystems. He helps organizations navigate disruptive technologies from early experimentation through mainstream adoption—spanning customer personas from developers to C-level executives steering multi-year transformations.
Constantin started his career in 1998 as a Systems Engineer at Sun Microsystems before joining AWS as a Solutions Architect in 2012, promoted to Principal Solutions Architect in 2015. At AWS, he guided customers like BMW, Siemens, Bosch, and AutoScout24 through their complete cloud adoption journeys—from innovators fighting internal resistance to established centers of excellence driving company-wide transformation. He coached executives and leadership teams from Germany’s leading enterprises on Amazon’s innovation culture, particularly how to successfully connect AI and machine learning with business outcomes. His core strength lies in translating complex technical innovation into business value while maintaining focus on organizational dynamics and market realities.
Constantin holds a degree in Computer Science from Clausthal Technical University and grew up across Colombia, Turkey, Germany, and Italy. He shares his thinking on innovation and transformation at https://constantin.glez.de and maintains open office hours for coaching and mentoring. Outside work, he stays grounded through barefoot running and jamming with friends on synthesizers.