Olivier Guelly – better known as “Oli” to friends and colleagues – recently joined Onbrane as our new Head of Sales, taking a torch from Etienne. With over a decade of experience in B2B sales, tech, and a relentless love for a challenge, he brings fresh energy and perspective to the team. We sat down with him for a quick chat to get to know the person behind the title – what drives him, what excites him about Onbrane, and how he approaches the art of sales.
Let’s start with a bit about you. Tell us, who is Olivier Guelly?
People are often surprised when I tell them I was a very shy child – afraid of the world around me. The notion of the unknown scared me… That changed when I started practicing Judo at age six. Martial arts taught me confidence (at times, overconfidence 😉 – and how to fail without fear. I learned that failure isn’t the end, it’s part of the journey toward success.
That mindset became an addiction: challenging myself daily is what makes me feel alive!
That drive touches every area of my life – from discovering new cultures and pushing my physical limits, to helping businesses grow and nudging friends and colleagues outside their comfort zones. I’m also a proud father of two, and being a positive example for them is one of my biggest drivers. Though I’ll admit, the more I love, the more I push – something I’m learning to balance better every day. 🙂
Outside of work, I’m a pretty chill guy. I love dancing, vibing to Hip Hop, RnB, and Amapiano, and connecting with people. I’m both French and Beninese – equally and proudly. Don’t ask me to choose. 🙂
Now let’s talk about your professional experiences – how did your journey lead you into sales? What’s your background before joining Onbrane?
Sport and Sales mentality match well together: Try, learn, retry, challenge yourself, perform and repeat. After earning a Master’s in International Business in Australia, I dove into the tech world with roles at Red Hat Linux, HP, and Microsoft.
My first full-time sales job was at Apple in Paris, and it truly shaped me. I worked across SMB and enterprise segments, and eventually helped build Apple’s B2B market in the Benelux region from Brussels as a Head of Business Development. It was a formative experience – I got to build and led a sales team, opened new markets, and consistently hit targets.
What I’ve learned about myself is that I thrive when working with innovative, “geeky”, tech-driven teams – even if I’m not the most technical person in the room. I bring strategic thinking and strong relationships to the table, and I love building bridges between deep tech teams and client needs.
After Apple, I was looking for a SaaS environment where I could fully exercise my strengths and make an impact on a deeper level. That’s what brought me to Onbrane!
With Onbrane, you’re moving into the world of Capital Markets – what excites you about it, and what stands out as different or challenging compared to other industries you’ve worked in?
Yes, Capital Markets is a relatively new world for me, but it fits perfectly with who I am today.
I’ve always had a deep interest in economics, so entering the highly conservative world of finance with a product as innovative as Onbrane is a unique opportunity.
As far as the challenges go, earning the trust of this conservative industry must be the one. This requires a deep understanding of the daily reality and mindset of treasurers, traders, and investors, mapping out champions and decision-makers, and adapting to a learning curve.
I’d say that I am an expert in sales, and a learner in finance – resulting in an exciting personal mission! Yes, finance is a codified world and I am learning a new language, but I’m fortunate to have talented colleagues guiding me every day.
What is your focus as Head of Sales at Onbrane?
My focus will center around three strategic priorities:
1. Performance – Exceeding sales targets with a pricing structure that reflects the real value we bring.
2. Process – Making complex sales feel simple and fluid for the team.
3. Teamwork – Learning from others, developing those around me, and building a culture of growth.
Now let’s talk a bit about the art of sales. Many assume sales is all about charisma and relationships. While those matter, what are 3 less visible—but critical—ingredients of a successful sales process, in your experience?
That’s correct, great sales go far beyond charm. Three key ingredients I’ve learned to value:
1. Active listening – Listening to understand, not just to respond or persuade. That requires real patience.
2. Time management – Knowing how to prioritize and follow through on business commitments with discipline.
3. Vision and creativity – Not just solving problems, but going beyond customer expectations.
As a sales guy, how do you handle a “no” that you know should have been a “yes”?
I live by a “never back down” mindset and I don’t take a “no” at a face value 😉 A “no” by a prospect usually means one of two things: wrong timing or wrong contact. I don’t hear it as a dead end – it’s a signal to reassess, regroup, and try again with better timing or positioning.
The only real “no” in a sales process is a broken trust – so you need to make sure to be prepared for when the opportunity arises. If you fail to catch it, the trust will be compromised, leading to the end of communication.
Finally, what’s a guiding principle or personal motto that shapes how you work?
“Complex problems are just a collection of simple ones.”
