Revenue Builders Podcast – "Success Is A Marathon with Cedric Pech"

Date: July 28, 2022
Host(s): John McMahon & John Kaplan
Guest: Cedric Pech, CRO of MongoDB

Brief Overview

In this engaging episode of Revenue Builders, hosts John McMahon and John Kaplan sit down with Cedric Pech, a French sales executive whose career has spanned multiple leadership positions, culminating in his current role as CRO at MongoDB. The conversation explores the challenges of leading global sales organizations, the importance of vision and purpose, lessons from formative personal experiences, the differences between transactional and transformative leadership, and why success in both sales and life is a marathon, not a sprint.

Key Discussion Points & Insights

Cedric’s Unorthodox Start and Early Career Moves

• [03:17-04:56] Cedric details the serendipitous start to his career, leaving France for Italy to join PTC under a legendary manager, Kirk Bowman, despite not knowing Italian or English.
  • Quote:
    “I told him, anywhere in the world, as long as it’s for the best leader that you have. And then he committed to that ... I’d never been [to Italy] before. And I hardly spoke Italian.” – Cedric Pech, 04:13

Moving from VP to CRO – The Leap in Complexity

• [05:15-08:15] Cedric discusses the massive scale shift from managing regional to global teams, coping with diverse cultures, and leading a matrixed salesforce with multiple channels.
  • Quote:
    “All of a sudden, you realize that you can’t manage those teams in the same way that you used to ... you have to set a vision, make clear what we stand for in terms of values ...” – Cedric Pech, 06:38

The Power of Purpose and Vision in Sales Leadership

• [08:36–15:30] The team discusses why having a clear ‘why’ is central for team motivation, especially during tough times.
  • Quote:
    “If it’s only about the paycheck, the team starts saying, I can’t take that, it’s too hard, at least if you pretend to excel.” – Cedric Pech, 11:47
  • Quote:
    “If you want to build a ship, don’t drum up people to collect wood and don’t assign them tasks and work only. But rather teach them to long for the endless immensity of the sea.” – Cedric Pech quoting a French author, 13:27

During Crisis – Patriots vs. Mercenaries

• [16:28–18:00] Discussion on why inspired teams endure tough periods and the difference in loyalty between purpose-driven “patriots” and “mercenaries” who are there just for compensation.
  • Quote:
    “When all that got put under pressure, many of the mercenaries picked up their guns ... and went home.” – John Kaplan, 16:39

Legendary Leadership: The Story of Carlo Carpanelli

• [18:54–24:06] Cedric shares a formative story of his manager, Carlo, recognizing his struggles, providing unexpected support that inspired lifelong loyalty.
  • Quote:
    “He pulls out his paycheck and writes a 3 million lir check ... this guy believes in me more than I believe in myself.” – Cedric Pech, 21:47

Advice to Young Sellers: Play the Long Game

• [25:23–32:07] Cedric advises emerging sellers to develop patience and resist the urge for quick wins, focusing instead on mastering the craft.
  • Quote:
    “Be patient and work on your craft and don’t cut corners ... because this is a marathon, right?” – Cedric Pech, 25:30
  • Quote:
    “Slow success builds character and fast success builds ego.” – Cedric Pech, 31:48

Leadership: Transactional vs. Transformative

• [32:11–33:09] Cedric and hosts differentiate leaders who merely transact for results vs. those invested in developing their people.
  • Quote:
    “He was more enamored with the process of your development and not the short-term result ... that’s really the difference.” – John McMahon, 32:54

Lessons from Competitive Skiing & Dreaming Big

• [34:02–38:54] Cedric reflects on growing up as a competitive skier, the value of risk management, and the role of having ambitious dreams—even unfulfilled ones—in shaping resilience and drive.
  • Quote:
    “Even if I never achieved [the Olympic dream] ... it doesn’t take away from the importance of the dream and how much drive it put into me.” – Cedric Pech, 36:35

The Importance of Attention to Detail

• [37:12–38:54] Cedric believes attention to detail is crucial, both to mitigate risk (as in skiing) and to ensure execution in business.
  • Quote:
    “There are big consequences which are hiding in the details if you don’t take care of them.” – Cedric Pech, 37:30

Learning from Heroes: The Jean Claude Killy Story

• [38:54–44:19] Cedric recounts a childhood inspiration—French Olympic skier Jean Claude Killy—emphasizing gratitude, the significance of the journey vs. results, and how small gestures can leave lifelong impressions.
  • Quote:
    “Remember, no need to win with 2 seconds, 9 cents are enough.” – Jean Claude Killy to Cedric Pech, 40:45
    “Happiness is only real when it’s shared.” – Cedric Pech, 58:23

Burnout, Recovery & Leadership Boundaries

• [45:57–50:36] Cedric openly shares his experience with burnout, arguing the need for leaders to protect their own balance to maintain sound decision-making and perspective.
  • Quote:
    “We’re not undestroyable. Being good at what we do also implies that we’re able to protect ourselves and take care of ourselves.” – Cedric Pech, 47:02
    “If you don’t take care of yourself as a leader, no one else will.” – John McMahon, 49:41

Notable Quotes & Memorable Moments

• Purpose vs. Transaction:
  “There is a moment where you wake up in the morning and it’s so hard ... you start needing to dig into yourself and do some introspection to come up with answers.”
  – Cedric Pech, 08:43

• On Transformative Leadership:
  “At the end of the day, we are not in the software business. We are in the people business.”
  – Cedric Pech, 23:46

• On Learning from Bad Leaders:
  “When you bump into a bad leader, that’s another learning opportunity ... here’s what you’ll never do, here’s what you are going to avoid at any cost ...”
  – Cedric Pech, 27:04

Rapid Fire (Highlights)

• Ideal Day Off: Sailing on the Mediterranean Sea with family on a perfect morning.
  ([56:28])
• Favorite Meal: Homemade with kids and friends—wine and Vivaldi background.
  ([56:59])
• Favorite Movie: "Itineraire d’un enfant gate"—about the journey and the lesson that “happiness is only real when it’s shared.”
  ([57:29])
• Best Concert: His daughter playing violin in the Rom auditorium or Leonard Bernstein conducting an orchestra with just his stare.
  ([59:00])

Episode Timeline & Timestamps

• Cedric’s early career move to Italy: [03:17–04:56]
• The leap from VP to CRO: [05:39–08:15]
• Motivation, purpose, and team vision: [08:36–15:30]
• Patriots vs. Mercenaries & tough times: [16:28–18:00]
• Leader Carlo Carpanelli’s mentorship story: [18:54–24:06]
• Advice to young sellers: [25:23–32:07]
• Transformative vs. transactional leadership: [32:11–33:09]
• Skiing and dreaming big: [34:02–38:54]
• Attention to details: [37:12–38:54]
• Jean Claude Killy letter exchange: [38:54–44:19]
• Burnout and self-care: [45:57–50:36]
• Summary & reflections: [50:56–56:13]
• Rapid fire questions: [56:23–60:20]

Tone & Language

The tone throughout the episode is authentic, warm, and reflective, with moments of humor and deep vulnerability. The conversation is rich with storytelling, bringing out Cedric’s mix of humility, intensity, and philosophical perspectives on leadership, career growth, and life.

Final Takeaways

• Sales leadership is not just about tactics and compensation—it’s about crafting and communicating a vision that inspires.
• Building a culture of “patriots” who believe in the cause is more sustainable and resilient than cultivating “mercenaries.”
• Formative experiences—both positive and challenging—offer invaluable lessons for both leaders and sellers.
• Burnout is a real risk for high-performers; leaders owe it to themselves and teams to model self-protection and perspective.
• Success, whether in sales or sport, is a marathon. Invest in your craft and embrace the journey.

For more insights and future episodes, visit forcemanagement.com and subscribe to the Revenue Builders podcast.