At Camunda, we’re very intentional with how we build our culture, because we know our people and our culture are central to everything we do. It’s what makes us who we are and fuels our creativity and productivity.
In this special “Meet a Camundi” series highlight, we’re celebrating some of the people behind the momentum of Camunda’s Account Development (ADR) team. You’ll hear directly from a few ADR team members as they share their unique career journeys, the challenges they’ve tackled, proud moments they’ve experienced, and the culture, camaraderie, and growth opportunities that keep them inspired.
Whether you’re already a Camundi or just getting to know Camunda, we hope this spotlight gives you a fresh perspective and a glimpse into the vibrant, fast-moving world of ADR at Camunda.
Belén Cangiano
What is your name and your role at Camunda?
My name is Belén Cangiano, and I’m an account development representative (ADR) at Camunda, covering Iberia and the Middle East. My main focus is to generate high-quality pipeline opportunities that ultimately convert into annual recurring revenue (ARR) for our account executives and Camunda. I achieve this by leveraging a variety of channels, whether it’s inbound leads, outbound outreach, collaborations with partners, or working alongside Customer Success for expansion opportunities.
What experiences have shaped your career and led you to where you are today?
I studied languages and began my career as a school teacher and translator, working with children of all ages, NGOs, asylum seekers, and in prison settings. These experiences taught me to listen deeply, adapt quickly, and communicate with empathy across diverse contexts. Many things encouraged me to look for a change, and my partner suggested I try sales.
My first role in sales was as an enterprise SDR, where I learned the fundamentals of the job and how to be creative in my outreach to spark interest. I later transitioned into a 360 sales role at a startup, gaining firsthand insight into the full sales cycle, customer success, and the fast-paced reality of building something from the ground up.
These experiences shaped my ability to connect with people, understand their challenges, and help them discover real value through the right tools and solutions.
How did you learn about Camunda, and what motivated you to join the team?
I first heard about Camunda through a friend, an ADR at that time and today, one of the account executives working with me. He believed my profile aligned well with both the role and the company’s culture.
Once I explored more about Camunda, I saw how much the organization resonated with what I was looking for: a strong, supportive team, leadership that invests in people, and a clear path for growth. The company’s global presence and scaling momentum made it an exciting challenge.
What drew me to the ADR role in particular was the opportunity to be part of a company solving real, modern problems. It was clear that more and more organizations are seeking automation and orchestration technologies to improve efficiency and scalability, and I found that incredibly relevant. I wanted to be part of that journey by helping drive growth while learning in an innovative and evolving space. The remote setup was an added bonus, allowing me to maintain a healthy work-life balance.
Can you describe your team’s structure and how you collaborate day-to-day?
Our ADR team is divided by regions, which allows us to focus on specific markets while also delivering a more tailored experience (taking into account language, cultural nuances, market trends, and account knowledge).
Within the team, we collaborate daily by sharing what’s working (and what’s not), testing creative outreach strategies, refining messaging, and supporting each other in overcoming challenges. We also have an ADR board that helps surface and address key topics related to operations, marketing alignment, or team well-being, ensuring our voice is heard across the team.
While the role requires autonomy, we frequently work cross-functionally with account executives, partner managers, and customer success teams. These collaborations are key to building a more holistic understanding of each account or client, helping us see the full picture, not just from a sales perspective, but through the lens of long-term value and support.
By bringing together different expertise and points of view, we’re better equipped to identify where we can truly make an impact. These interactions not only enhance our results but also help us grow by exposing us to smarter, more effective ways of working.
What excites you the most about your work?
What I love most is the performance-driven nature of the role and how it pushes me to be both strategic and creative every day. Even though some tasks may repeat, outreach must always feel fresh, relevant, and personalized to capture someone’s attention.
It’s like solving a puzzle each day, figuring out what message or approach will truly resonate. The mix of challenge and creativity is what keeps me engaged.
Where are you currently based, and how has your experience been working with teammates in a fully remote setup?
I’m based in Auxy, a small village in France, and I genuinely enjoy the remote setup at Camunda. It allows me to organize my day with intention and maintain a healthy balance between work and personal life. Despite the distance, I make it a point to meet colleagues every month or two, whether at events or coworking spaces in Paris or around the world.
Camunda’s well-documented processes and collaborative culture make remote work not just possible, but productive and enjoyable.
What is a project or idea you’ve worked on at Camunda that you’re particularly proud of?
I’ve been involved in a cross-regional initiative to strengthen collaboration between ADRs and partner managers to drive pipeline growth. While it’s an ongoing project rather than a one-time deliverable, we’ve already seen positive results and stronger alignment across different regions.
It’s rewarding to contribute to a scalable effort that has impact beyond individual targets. This project has also allowed me to learn from peers and improve the way we engage with our partner ecosystem.
What’s one piece of advice you’d share with someone considering an ADR role at Camunda—especially someone earlier in their career?
Mindset is key. Skills can be learned, but having curiosity, resilience, and a willingness to consistently show up are what truly make the difference. Being an ADR comes with highs and lows (some days are full of wins, others are more challenging), but staying consistent and committed will take you far.
Can you share something about your personal life that colleagues might not know about you?
Something many colleagues might not know is that when I’m not on calls, I find my productivity sweet spot by drinking mate (yes, the Argentinian tea!) while listening to techno music. It’s my own quirky mix of focus and energy. Whether I’m writing emails or planning a strategy, that combo keeps me focused.
Joe White
What is your name and your role at Camunda?
I’m Joe White, an account development representative at Camunda, covering the North American market.
What experiences have shaped your career and led you to where you are today?
I was an All-American track athlete while at Georgetown and have always loved working with people. This led me to seek a career in sales where I can have a healthy mix of both competition and helping others.
How did you learn about Camunda, and what motivated you to join the team?
What led me to join was the great product and even better people during my interview process. Everyone was extremely welcoming, and I saw great growth potential on the ADR team. The exciting thing about Camunda’s growth is meeting new and interesting colleagues from all over the world.
Can you describe your team’s structure and how you collaborate day-to-day?
Our team is structured regionally (NA, EMEA, APAC), with weekly syncs to align on goals and share best practices. My favorite thing about being part of the sales team is how willing everyone is to help and the incredible growth opportunities.
I collaborate cross-functionally daily, whether with Marketing, Customer Success, or other teams. It’s been incredible learning from their expertise and seeing how we all contribute to the bigger picture.
What excites you the most about your work?
I enjoy working with our customers and helping them toward their goals. What’s exciting to me is helping people see where Camunda could help their day-to-day operations.
Where are you currently based, and how has your experience been working with teammates in a fully remote setup?
I’m currently based in Philadelphia, Pennsylvania. My experience has been great! Camunda has offered a great deal of opportunities to see my coworkers. I’ve had the pleasure of traveling to places like London, Vienna, and Seattle to work together in person.
What is a project or idea you’ve worked on at Camunda that you’re particularly proud of?
One highlight was being named chief of staff for the ADR team. Since then, we’ve revamped our outbound strategy and even hit a quarterly record for opportunities generated!
What’s one piece of advice you’d share with someone considering an ADR role at Camunda—especially someone earlier in their career?
Take time to learn about our customers and what’s important to them. Also, reach out to cross-functional colleagues to ask questions and learn; everyone here is more than happy to help!
Can you share something about your personal life that colleagues might not know about you?
Here’s a fun fact: I competed in the 2016 and 2020 US Olympic track and field trials!
Matteo Gori
What is your name and your role at Camunda?
I’m Matteo Gori, account developer at Camunda. I work across a super diverse region, from Italy to Turkey and from Eastern Europe to Africa and Central Asia.
What experiences have shaped your career and led you to where you are today?
I started out with a bachelor’s degree in political science, driven by a curiosity for how the world works. That curiosity led me to pursue a master’s in international business management, a pivot that opened new doors. I had a brief stint in lobbying, trying to follow a long-time passion, but quickly realized it wasn’t quite the path for me.
As many of my peers jumped into consulting, I took a step back and thought: Do I really want the long hours and rigid environment? The answer was a clear no.
That’s when I found myself at Digimind (now Onclusive Social), a software company in Paris, where I got my first taste of sales in tech. I loved the energy of the role, the fast pace, the conversations, the strategy, but the company culture didn’t quite click. So I started looking around…and that’s when I found Camunda. It felt different from day one, open, ambitious, and human—and I’ve been here ever since!
How did you learn about Camunda, and what motivated you to join the team?
I actually hadn’t heard of Camunda before. One Sunday evening, while I was job hunting and not feeling great about my current role, a recruiter reached out on LinkedIn about an ADR position for the Italian market. The role was fully remote, and the company seemed to be growing fast, so I took the first call out of curiosity. After that, everything just clicked. The team, the culture, the mission—it all felt like a great fit. And that’s how it started.
What drew me in right away was how closely the ADR role matched what I was already doing—and enjoying—in my previous job as a BDR. I knew I wanted to stay in tech sales, and this felt like the natural next step.
The remote aspect was also a big plus. The idea of working from anywhere, without being stuck in a cubicle, really appealed to me. But what truly convinced me were the people. Everyone I spoke with during the interview process gave me a great feeling. Genuine, smart, and down-to-earth.
And finally, knowing the role wasn’t limited to just the Italian market made it even more exciting. I was hoping for something international and dynamic, and that’s exactly what I got.
Can you describe your team’s structure and how you collaborate day-to-day?
Our ADR team currently has 16 people, split into regional subteams:
- EMEA South (which I’m part of) with 3 ADRs
- EMEA North with 2
- DACH with 3
- APAC with 1
- The North America team, which is also divided into smaller group
And we’re still growing!
The team is led by our ADR director, Marli, along with regional ADR managers who support each group. Day-to-day, we’re constantly in touch—sharing best practices, asking questions, and helping each other out to book more quality meetings for our AEs.
What I love most about the role is how people-focused it is. You talk to someone new every day, each with a different personality, background, and way of thinking. And because my territory spans across very different regions, I get to experience all kinds of cultural nuances, which keeps things fresh and genuinely fascinating.
I work cross-functionally with other teams at Camunda pretty much every day, especially with the RevOps, Marketing, and Pre-Sales teams. Whether it’s checking in on a marketing lead, fixing an issue with lead routing, or looping in a sales engineer to help answer a technical question from a prospect, there’s always collaboration involved.
What I’ve learned is how valuable it is to have that support network. Everyone brings a different perspective, and working together helps us move faster and be more effective. It’s also a great way to keep learning—about the product, the process, and the people.
What excites you the most about your work?
What I love most is that no two days are the same. Every day brings a new challenge, a new question, or a conversation I’ve never had before and that constant learning is what keeps me sharp and motivated. It’s a role that pushes me to grow, think on my feet, and stay curious.
And then there’s the travel! At Camunda, I’ve had the chance to visit new places, attend local events and conferences, and meet partners and prospects face-to-face. It’s a great mix of professional growth and cultural discovery, and that’s something I really value.
Where are you currently based, and how has your experience been working with teammates in a fully remote setup?
I’m currently based in Noisy-le-Grand, just outside of Paris, only about 20 minutes from the city center by train. I’m originally from Italy and moved to France two years ago for my first job.
Even though we’re remote, I’ve never felt disconnected. There’s actually another ADR here in Paris, so we often co-work from a WeWork space and keep that team vibe going. What’s great about Camunda is that wherever you are in the world, chances are there’s another Camundi not too far away. We’re truly global.
And with daily huddles, constant messaging, and a culture of support, remote doesn’t mean isolated. If anything, it feels like we’re always just one Slack message away from each other.
What is a project or idea you’ve worked on at Camunda that you’re particularly proud of?
Over the past year at Camunda, I’ve grown a lot, both professionally and personally. One project I’m particularly proud of is an initiative I started to help ADRs better qualify OEM opportunities. It was part of my promotion path, but more important, it was something I genuinely believed could make a difference.
The goal is to increase the number of accepted SQOs from these kinds of leads so that ADRs can hit their targets more consistently. It’s still a work in progress, but it’s been really rewarding to take ownership of something that supports the whole team. I’m excited to see the impact it will have in the coming months.
What’s one piece of advice you’d share with someone considering an ADR role at Camunda—especially someone earlier in their career?
Start by mastering the basics: how to reach out, how to spark interest, and how to keep a prospect on the phone. These are the foundations of everything that comes next, especially if your goal is to grow into an AE role down the line.
Also, take the time to understand how your account executives work and what their goals are. Building a strong relationship with your AEs is key: your success is closely tied to theirs, and the better you collaborate, the more impact you’ll have together.
Can you share something about your personal life that colleagues might not know about you?
Not many people know this, but I’m a total history nerd. It’s a passion that stuck with me from my university days. Give me any historical topic, from ancient civilizations to obscure moments in European history, and I can easily go off on a 20-minute tangent. It’s my go-to fun fact and probably why I always end up winning at trivia nights!
Start the discussion at forum.camunda.io