Brian Oehling
Former Global Head Presales & Digital Strategy at SAP Concur
Executive Leadership Experience
With over 20 years of executive experience in B2B SaaS, I have led global Presales organizations through transformational growth at companies including SAP Concur, where I served as Global Head of Presales & Digital Strategy.
My work focuses on moving GTM teams from reactive order-taking to strategic revenue driving. I specialize in embedded fractional leadership for growth companies facing the unique pressures of scaling without sacrificing execution quality.
The outcome-focused approach I bring stems from real-world experience transforming multi-regional Presales teams, implementing scalable demo frameworks, and driving measurable improvements in team performance and customer outcomes.
Professional Timeline
Principal Consultant & Founder
Progressive Selling IQ
Founded Progressive Selling IQ to help B2B SaaS and technology companies modernize, mature, and scale their GTM, Sales, and Presales functions. Focus on translating strategy into daily behavior with measurable outcomes.
Global Head of Digital Strategy at SAP Concur
SAP Concur
Led global Presales transformation across $800M business spanning EMEA, APAC, and Americas. Scaled Presales and digital selling motions with customer-first approach.
- • Transformed global Presales operations across 10+ years
- • Built trust and alignment across complex multi-regional teams
- • Drove AI and automation strategies from pilot to production
Global Head of SMB Presales
SAP Concur
Led SMB Presales organization focused on People, Process, and Performance (PPP). Built C-Suite KPIs and dashboards for executive leadership.
- • Stopped 40%+ attrition in struggling 85-person team
- • Rebuilt leadership trust and organizational morale
- • Delivered strategic vision with sustained multi-year impact
Enterprise Software & B2B SaaS Leadership
20+ Years Experience
Built career scaling Presales organizations, implementing demo frameworks, and driving digital transformation across enterprise software and B2B SaaS companies (Oracle, Scantron-Ed Tech, Verdiem-Sustainability).
Executive Credentials & Achievements
Global Leadership at SAP Concur
Led Presales transformation across EMEA, APAC, and Americas regions. Managed multi-regional teams and established scalable GTM frameworks.
Proven Outcome Delivery
Achieved 40% attrition reduction, 65% productivity increase, and saved 6,000+ hours annually through systematic process improvements.
Framework Integration & Certifications
Integrates proven methodologies including 2Win! Global's complete IP portfolio (AI2Win, Demo2Win, Discovery2Win, SalesTeam2Win, Storytelling2Win, Success2Win, Consensus2Win, Winning with Executives) and Chris White's Six Habits. ADKAR-certified in change management.
Digital Strategy Leadership
Led AI and automation initiatives moving Presales from pilot purgatory to production deployment with measurable adoption.
AI-Powered Revenue Enablement
Architected and deployed enterprise AI CoPilot with 350 coalesced and engineered prompts for BDRs, AEs, and SCs across SMB and Enterprise segments globally. Pioneered multi-agent AI architecture with advanced prompt engineering using RCICE (Role, Context, Instruction, Constraints, Examples) methodology to deliver consistent, production-grade AI Assistants that scaled revenue team productivity while maintaining quality guardrails.
Client Results & Testimonials
"Brian has been the single most influential factor in my career development in the tech industry. Brian recruited me into his team as he was building the Progressive Selling Motion initiative from scratch. He quickly took over a struggling Presales organization of 85 technical consultants who had lost 40%+ of its staff within six months. He stopped the attrition, rebuilt leadership trust and delivered on his strategic vision which revitalized the organization."
Outcome
40%+ attrition stopped, leadership trust rebuilt within months
"Brian brings a rare blend of analytical sharpness and collaborative spirit. His ability to navigate complex challenges while keeping people at the center of the solution is a hallmark of great leadership. His work focused on People, Process, and Performance (PPP), Leadership Development, and the buildout of C-Suite KPIs and dashboards for executive and global SMB leaders."
Outcome
Delivered C-Suite KPIs and global leadership frameworks
"Working with Brian Oehling has been one of the most formative experiences of my professional journey. As Global Head of Presales SAP Concur, Brian is not only a visionary leader but also an exceptional mentor and coach. His leadership style is deeply rooted in his belief that people are the key to performance. He invests time and energy into developing those around him, offering clarity, autonomy, and support in equal measure."
Outcome
Deep professional development and strategic leadership impact
"I had the privilege of working alongside Brian Oehling for over 10 years at SAP Concur. Brian has a rare ability to bring people together, build trust, and drive alignment across complex teams. He played a critical role in scaling our global Presales and digital selling motions across an $800M business, always leading with a customer-first mindset. His deep expertise in transforming global Presales, scaling digital engagement programs, and driving AI and automation strategies made him an invaluable partner."
Outcome
Scaled global Presales across $800M business with digital transformation
Want to learn more about my background?
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