Charlotte Herbertz joined monday.com in October 2024 as a Senior Group Director of Business Development.
With over eight years of experience scaling businesses and teams, she has held leadership positions at Dataminr, Unity, and Highspot.
Based in monday.com’s London office, Charlotte focuses on growing the Sales Development Representative (SDR) function to help more businesses collaborate and manage work more effectively.
How did you land your current role? Was it planned?
Landing this role wasn’t something I had planned, but after speaking with my now-manager and monday.com’s General Manager, Pierre Berlin, I immediately felt connected to the company’s vision and culture.
I also met with eight other stakeholders during the interview process. The more I learned – especially about the scale of impact the platform is having across industries – the more excited I got. Those conversations reinforced that this was the right next step in my career – I wanted to be somewhere I could have a strong impact while continuing to grow.
After eight years managing SDRs and Account Executives, joining the monday.com team felt like a meaningful step forward. Now, over half a year in, we’re already seeing incredibly positive momentum and results.
What are the key roles in your field of work, and why did you choose your current expertise?
My role is centred around managing people, most of whom are early on in their career – and I find a huge amount of fulfillment in coaching them and seeing them step into senior roles.
A key strength is the ability to break down complex situations and processes into clear, digestible pieces. When people understand the ‘why,’ they feel heard, they learn – and that drives long-term retention and talent development.
Did you (or do you) have a role model in tech or business in general?
I’ve been incredibly fortunate to learn from a wide range of leaders throughout my career – each one bringing something different to the table. Some were strategic thinkers who helped me see the bigger picture; others were empathetic managers who showed me the power of active listening.
Having access to different leadership styles gave me a more well-rounded perspective on what good leadership looks like – and, just as importantly, what kind of leader I want to be.
What are you most proud of in your career, so far?
I’m particularly proud of maintaining strong performance, team buy-in, and a positive culture through the recent challenging economic period. Over the past few years, businesses of all sizes have been streamlining costs and becoming more selective about the solutions they invest in. For sales teams, that’s meant shifting the focus to the bigger picture – leading with value, and clearly communicating long-term ROI.
I’m proud to have supported my team through it – staying grounded, staying connected, and continuing to drive impact. We talk a lot about building for the long term at monday.com – and I really see that mindset reflected in how we weather challenges, both as individuals and as teams.
What does an average work day look like for you?
I’m a big fan of the office and usually come in three or four days a week – especially with our brand new space in London opening this month!
Most days include five or six hours of meetings, covering everything from strategy and initiatives to tracking progress and making adjustments, along with a few ad hoc calls. The rest of my time is spent on the usual tasks – like answering lots of emails. That said, no two days are ever quite the same – I work cross-functionally and collaborate with a range of teams, which keeps things dynamic and exciting.
Are there any specific skills or traits that you notice companies look for when you’re searching for roles in your field?
A bias toward action is essential in this role – the ability to favour action, even without having every piece of the puzzle. It’s about thinking on your feet, taking calculated risks, and being willing to move forward while others are still deciding.
It’s also important to adopt a “better, not perfect” mindset. Small, consistent improvements can snowball into big impact – especially in a role that’s focused on scaling tools, processes, and best practices. Incremental change tends to improve adoption and flexibility, whereas sweeping one-time overhauls often create friction or unintended setbacks.
Beyond those traits, curiosity, strong listening skills, and creativity are critical. When they work together, they spark fresh thinking and push the business – and its people – forward.
Has anyone ever tried to stop you from learning and developing in your professional life, or have you found the tech sector supportive?
Thankfully, I’ve been fortunate to work in environments that have been largely supportive. That said, there have been moments where my curiosity wasn’t always well received – times when asking questions made others feel defensive or unsettled.
Over the years, I’ve learned that explaining the intention behind my questions can go a long way in helping others understand my perspective. Those experiences have only deepened my belief in staying curious. Asking questions is how we grow – and ultimately, if you don’t ask, you don’t get.
Have you ever faced insecurities and anxieties during your career, and how did you overcome them?
I think everyone faces these moments at some point, and I’m certainly no exception – I hold myself to an incredibly high standard every day.
When I was promoted from an Individual Contributor to a Manager, I experienced imposter syndrome. It’s never a pleasant feeling, but I overcame it by taking a step back and reflecting on what I’d achieved – and how I got there. I promoted high performers, supported underperformers, built a strong and healthy team culture, and led my team through some of the most volatile years the tech industry has seen – from economic uncertainty to the emergence of generative AI.
Entering the world of work can be daunting. Do you have any words of advice for anyone feeling overwhelmed?
Rome wasn’t built in a day – and neither is a career. I always say, “baby steps, but a lot of steps,” because the mountain feels far less scary when you’re just focused on placing one foot in front of the other. You don’t need to know exactly where you want to end up, as long as you have an idea of where to start. The path will have surprises, twists, and turns – so staying flexible and open-minded is key.
For women entering the workforce: never be afraid to speak up, share your perspective, and stand your ground. It can feel intimidating at first, but with each step forward, your confidence will grow. Keep showing up, keep learning, and before you know it, you’ll be thriving in a career that’s uniquely your own.
What advice would you give other women wanting to reach their career goals in technology?
There are three key things I believe every woman in tech should keep in mind. First, control your controllables – don’t get distracted by things outside your influence. When you focus your energy where it counts, your productivity, confidence, and resilience will grow.
Second, build a strong internal brand. Let your performance speak for itself, but also lead with curiosity. At monday.com, curiosity is one of the traits I see most celebrated – it’s what drives innovation, cross-functional collaboration, and personal growth. If you’re not asking questions, you’re missing opportunities to learn and evolve.
And finally, be patient. As long as you’re learning, you’re moving forward. Growth isn’t always linear, but every experience adds something to your journey.
