From BDR Working Student to Account Executive: How Bartu Tuna Built a Thriving Sales Career at AvePoint
Starting a career in sales can feel overwhelming, especially for those early in their journey. Many aspiring sales professionals wonder: What’s the best way to grow into a full-cycle sales role? At AvePoint, the answer is clear: begin as a Business Development Representative (BDR). It’s a foundational role that provides the experience, mentorship, and skill development needed to thrive in sales.
Just ask Bartu Tuna, who started as a BDR Working Student at AvePoint and is now a successful Mid-Market Account Executive (AE) based out of our Munich office in Germany. His journey demonstrates how the BDR role serves as a launchpad for those looking to build a long-term sales career. In this blog post, Bartu shares his experience, insights, and advice for those considering a BDR role as their first step.
Bartu’s Journey: From Limo Driver to Sales Professional
Before joining AvePoint, Bartu was on a very different career path: He owned a limousine company for six years. One of his regular clients was a Vice President of Sales at AvePoint, who saw his potential and asked, “Would you like to join AvePoint?”
That simple question sparked a major turning point in Bartu’s life. However, he quickly learned that joining the company as a BDR required to complete his bachelor’s degree that he had just started.
“It wasn’t easy: I worked full-time during the day and studied at night,” he recalls. “There were times when I questioned if I could do it, but I kept pushing forward because I saw the opportunity AvePoint offered, not just for me but for my future.”
His dedication paid off, and he eventually secured a BDR Working Student role. From there, he continued to grow, proving that hard work and perseverance – combined with the right company culture – can lead to incredible career advancement. “At AvePoint, if you’re willing to put in the effort, they will open doors for you,” Bartu says. “They don’t just see your resume; they see your potential.”
The BDR Role: A Strong Foundation for Sales Success
At AvePoint, BDRs don’t just book meetings — they gain exposure to the entire sales process. This hands-on experience builds a strong foundation for career growth. Bartu recalls how starting in this role gave him a front-row seat to the entire sales process. “I learned how to engage with prospects, identify needs, and tee up opportunities for AEs,” Bartu explains. “Without that experience, managing the full sales cycle on my own would have been much harder.”
Bartu credits his time as a BDR with helping him develop technical expertise, even though he came in with a non-technical background. “At first, I had no technical knowledge, but I learned how to explain complex solutions to prospects in a simple, compelling way,” he recalls.
Prospecting and qualification were also crucial aspects of his development. He quickly understood the importance of asking the right questions to uncover pain points and opportunities. “You have to learn to ask the right questions to get a full picture of the customer’s needs. That’s something I now do instinctively as an AE,” Bartu advises. Additionally, working closely with experienced AEs gave him a comprehensive view of how deals develop from the first outreach to closing. That exposure prepared him to take full ownership of deals when he stepped into the AE role and made the move much smoother.
Mentorship, Learning, and Career Growth at AvePoint
One of the most impactful aspects of Bartu’s journey was the mentorship and support he received at AvePoint – not only from one dedicated mentor, but the entire Mid-Market Sales team. The company prioritizes professional development, ensuring that BDRs have the tools and guidance needed to grow into AEs.
He recalls learning invaluable lessons simply by sitting in on AE meetings, observing their sales strategies, and absorbing different approaches. “I watched how experienced AEs handled objections, structured conversations, and closed deals,” Bartu shares. “That exposure helped me shape my own approach to sales.”
In addition to on-the-job learning, AvePoint provides structured technical and sales trainings, which Bartu says were instrumental in his growth. “These trainings were incredibly helpful,” he says. “I had access to experts across different teams who were always willing to share their knowledge.”
The ability to collaborate with colleagues across different regions also broadened his perspective, giving him a more strategic approach to sales. “It’s great being part of a global company where I can learn from colleagues in different markets,” Bartu explains. “That’s helped me refine my strategies and find new ways to succeed.”
Making the Leap: Transitioning from BDR to Account Executive
Moving from a BDR to an AE role is an exciting but challenging transition. Bartu remembers feeling hesitant at first. “It was a big step – suddenly, I was responsible for the full sales cycle, not just setting meetings,” he says. “But I realized that all the skills I developed as a BDR had prepared me well.”
As an AE, he now owns the entire deal cycle, from prospecting to closing. Thanks to the foundation he built as a BDR, he was able to step into this new level of responsibility with confidence. Though the role came with new challenges, Bartu found that his time as a BDR had already equipped him with the skills necessary to succeed. “I knew how to engage with prospects, ask insightful questions, and move deals forward,” he says. “The biggest difference was taking full ownership of the entire process, which I now find incredibly rewarding.” Today, he enjoys seeing deals through from start to finish, knowing that his efforts play a key role in driving business success.
Why Join AvePoint as a BDR?
AvePoint not only fosters an environment where you can take ownership of your work, but also provides a clear, structured path for growth. For those eager to build a rewarding career, the BDR role offers hands-on experience across the full sales cycle, mentorship from industry professionals, and opportunities for advancement into an AE role and beyond. The collaborative, global team environment ensures that BDRs are set up for success from day one.
Bartu’s story is just one of many here at AvePoint. If you’re looking for a role where you can grow, be challenged, and develop a rewarding sales career, this is your opportunity! We are currently hiring BDRs globally. Want to learn more? Visit our careers page to apply and get in touch with us.
Sarah Wagner is a Talent Acquisition Specialist at AvePoint, based in our Munich, Germany, office. Partnering directly with hiring managers to manage the full recruitment life cycle, across all business units in EMEA & ANZ, Sarah is responsible for Sales/Pre-Sales/Channel positions, in addition to Commercial/Marketing and Customer Success roles.
