How to Accelerate Your Sales Career: Lessons from Constanze Berka, BDR at Contentful

Constanze started her journey at Contentful as an inbound SDR, the typical entry point for those new to sales. Just a few months later, she found herself promoted to an outbound role- a move she describes as both a step up and a natural progression. In this piece, she shares her advice to getting an early promotion and how to be a successful SDR.

Don’t Wait for Permission: Go Beyond Your Remit

One of Constanze’s core strategies is simple: don’t just tick the boxes.

• Follow through beyond your own tasks.“I make sure everything is followed through, even if that means going a bit beyond what I'm actually supposed to be doing.”
• Own the entire process, not just your piece.“As a BDR, it’s easy to just book the meeting and move on, but I always check in with my AEs- did you follow up? Can I support you? Can we extend the outreach if a lead goes cold?”
• Be proactive, not pushy.“I offer my help whenever it’s needed and sometimes give input even if I’m not asked. But it’s always constructive- how can I make everyone’s life easier?”

Building Collaboration (Without Being Annoying)

Collaboration is at the heart of Constanze’s approach, but she’s careful not to overstep.

• Offer help, don’t demand.“I don’t like being super pushy. I offer resources and ideas, but never in a ‘you have to do this’ way.”
• Think ahead for your teammates.“My approach is to think ahead and make things easier for others- sometimes that means chasing down info after chaotic events or just being a second set of eyes.”

Internal Branding: Make Yourself Known

It’s not enough to just do good work- you have to make sure people know about it.

• Build relationships across the business.“I introduced myself to all the AEs and RSDs across pods, even though my role wasn’t formally attached to any team.”
• Show up where you’re not expected.“I asked to join meetings in other pods to get a feel for what everyone was working on. That way, I could jump in and help out when needed.”
• Be the person who’s always willing to help.“Sometimes people just need more hands or eyes. Making yourself known as someone who steps up really helps.”

Curiosity: The Secret Ingredient

Curiosity isn’t just a buzzword- it’s a career accelerator.

“I probably have always had it. Even during my onboarding, I’d hear people say, ‘you don’t need to know that,’ but I’d dig deeper anyway. That knowledge always pays off down the line.”

Key Skills for SDR Success

Constanze breaks down the must-have skills for anyone looking to excel as an SDR:

• Organization:“We have a lot of accounts and events, so staying on top of everything is crucial. I keep it simple- Outreach for planning, calendar for scheduling, and old-school notes for follow-ups.”
• Empathetic listening:“It’s about being your authentic self. Only when you’re genuine can you truly empathize with others-it’s a two-way street.”
• Cold calling confidence:“I rarely call someone truly cold. I send a hyper-personalized email first, always with an open-ended question. Then I reference that question on the call.”

Asking for a Promotion: How to Do It Right

Constanze didn’t just wait for her promotion—she asked for more responsibility.

“I told my manager, ‘I feel restricted in the inbound role and want to do more. I don’t even mind not being formally promoted—just give me more work!’ It turned out to be a promotion after all.”

Her advice for others:

• Communicate your wins as they happen.“I update my manager closely on what’s working. If you can’t do that, keep track of your achievements and find someone to advocate for you.”
• Find an advocate.“If it’s not your manager, find someone more senior who can testify for you.”
• Don’t just tick boxes- demonstrate you’re ready for the next level.“Hitting 100% of your targets means you’re doing your job. To get promoted, you have to show you’re already operating at the next level.”

Final Tips: Don’t Forget the Human Side

“It’s not just about numbers and targets. It’s how you work across the business, how you add to the culture, and how you help others succeed. Don’t forget to be a team player- even when you’re aiming for a promotion.”