Real Talks with Thai... BDRs: The Backbone of Sales Success
Prologue
#swagera
Thai @ our most recent, Dreamforce 2025 on a panel to discuss navigating the job market, breaking into tech sales, and exploring the unique nuances of being a BDR in the automotive enterprise space.
Business Development Representatives (BDRs) don’t always get the recognition they deserve, but without them, there’s no pipeline, no growth, no deals. In my time at Salesforce, I’ve had the chance to work side by side with BDRs, collaborating on marketing campaigns and seeing firsthand just how critical their role is in driving success. It's not the glamorous side of sales. The grind is real... endless emails, follow-ups, and constant hustle. But beyond the corporate jargon, BDRs are the ones who set the foundation for everything else. Sure, is it a "corporate, email job"? Yeah, but that doesn't mean it doesn't take tenacity, real effort and mental endurance.
I recently sat down with Thai, a BDR at Salesforce, to dive into his personal and professional journey. From his roots in Sacramento to the daily grind of business development, he shared how he’s navigated the challenges, stayed grounded, and made it all work. It's a story about grit, persistence, a tenacious spirit and the hustle behind the scenes that drives everything forward.
Here is a snippet of our conversation (conducted via Google Meets).
On California and Sacramento
I have a huge soft spot for Demar Derozan, now on Sacremento Kings (Thai’s NBA team); he played on the Toronto Raptors back in the day and we <3 him!
Originally from Sacramento, Thai makes a clear distinction... he doesn't claim the Bay Area. There's a subtle tension there, acknowledging the cultural divide between the two. Sacramento, with its rich history as "the city of trees," offers a vastly different vibe from the bustling, tech-driven energy of the Bay Area.
Located in the valley near the Sacramento River, the city has a charm all its own, but it's not exactly a hotspot for thrill and excitement. The climate mirrors that laid-back atmosphere: hot, dry, and full of that classic Californian sun. There's not much in the way of hustle and bustle, which can be a double-edged sword.
Editor’s note: Fun fact! Thai shared that Lady Bird (a film I admire dearly) takes place in Sacramento. Now you know.
FK: Now, let’s first take a step back. You’re originally from Sacramento, which is quite different from the fast-paced environment at Salesforce. What was it like growing up there, and how did it shape your work ethic?
Thai: “When I think of Sacramento, I think stagnant. I’ve seen far too many talented people get too comfortable and I want them to pursue their dreams. Sacramento will always be home for me because I grew up there. I just wish more natives would explore [what else is out there]."
FK: Where did you go to school, specifically?
Thai: I attended UC Berkeley. It wasn’t a traditional path for me, especially because they didn’t have a marketing or business program, but I loved studying Media Studies. It shaped the way I see the world today.
FK: You’ve had an interesting career path that led you to Salesforce. Tell me about your experience interning at the ad agency, and how that shaped your perspective.
Thai: Sure! I interned at an ad agency where one of our major clients was Netflix. It was an exciting opportunity, but the agency ended up shutting down, and I was laid off due to the shuttered operations. It was a tough situation, but honestly, I was lucky to have two internships that summer. While I lost one, I still had the other lined up, which helped me stay on track.
That whole experience was my first exposure to the tech world, and it opened my eyes to how startups operate. Everything is fast-paced, unpredictable, and there’s a real opportunity to work smarter, not harder. It was a huge shift for me. I realized that in the startup world, no one’s job is ever safe. You really have to be adaptable and ready for anything, which was a big wake-up call.
On Personal Interests & Passions
FK: Let’s shift gears a bit and talk about you outside of work. You’ve mentioned that you’re a natural extrovert—how does that play into your daily life?
Thai: Oh yeah, I’m definitely an extrovert. I love talking to people, hearing their stories, and just connecting in general. It’s something that keeps me energized, whether it's at work or in my personal life. I enjoy being around people and having those genuine conversations.
FK: I can totally relate to that! So, when you’re not grinding at Salesforce, how do you unwind? What keeps you grounded?
Thai: To decompress, my 5-year relationship really helps keep me grounded. It’s been a solid anchor for me, especially in this fast-paced world. Having someone to lean on makes all the difference, especially when life gets hectic. Beyond that, I’m really into thrifting. I used to be a vintage reseller, and it’s something that’s stuck with me. Thrifting isn’t just about finding cool stuff—it’s also a way to connect with the past and express my personality through what I wear. I’m all about finding unique pieces that tell a story.
FK: You’ve mentioned being into film and music—what’s your taste like?
Thai: I like films with real depth, like One Battle After Another and Eternity. Series like Copenhagen Project are my vibe too. For music, I’m into Future, Drake, Babyface Ray, and Young Nudy. I like stuff that’s got energy and authenticity.
Editor’s note: Young Nudy is one of my favourite modern day rap artists right now so I knew he had taste LOL. S/o Atlanta music scene.
FK: You’ve also got a unique sense of style. More on how that came about?
Thai: I started thrifting in high school, mostly because I didn’t have much money. Eventually, I turned it into a side thing, reselling stuff on Instagram. My dad had that #swagger—Jordan 3s, 5s, 11s, 1s. My first pair of Jordans were Grape 5s I bought off OfferUp in 7th grade, even though they were beat up. Now, I'm attempting to dress more “grown.” But I still wear vintage Carhartt stuff, and I recently wore a Harley-Davidson jacket into the office. It’s all about expressing yourself authentically.
On Mien Roots
Wholesome Thai <3
Quick history lesson from myself, the editor: thank you, Google. You may have not commonly heard about the Mien folks. I mistakenly, even in my own ignorance, originally spelled it “Myan”. Sorry, Thai!
The Mien are mostly known as the "Yao" in China and the rest of Asia. The history of the Mien people dates back as far as 2697 BCE. Today, the Mien live in the People's Republic of China, Vietnam, Thailand, Laos, Burma and elsewhere. […] The majority of the Mien people living in the United States today are refugee immigrants from Laos. Many were afraid to come to the United States because they did not know anything about this country, had no education and could not speak the language. (source: migrationpolicy.org).
FK: Let's talk about your ancestry and roots. Your grandparents came from Laos and immigrated due to the Vietnam War. How did that shape your upbringing?
Thai: Yeah, my grandparents came over during the Vietnam War. They came to the U.S. for a better life, and that whole immigrant journey is something that’s always stuck with me. Growing up, food was a huge part of that culture. I’m a real foodie—Asian food always is my go-to, if possible. I do also cook. My go-to is a typical “boy dinner”—steak with veggies and rice. Nothing too fancy, but it’s a solid meal that gets the job done.
FK: That’s sick. It sounds like your parents had a big impact on how you saw the world. Can you tell me more about that?
Thai: For sure. Both of my parents didn’t grow up in the best neighborhoods, but my mom was a huge influence. She pushed me and my brothers to leave that kind of mentality behind. Education was always the priority. She helped us understand that if we worked hard enough, we could change our circumstances. We were raised with a mix of that Western mindset—mom and dad blasting Tupac in the car—but with a strong focus on family values and self-improvement.
FK: And I’ve got to ask, why the name "Thai"? It's great.
Thai: I was born in the U.S., but my parents were in Thailand at the time. So it's simple, the name, "Thai" just made sense.
(Editor's note: Both of Thai's parents were born in internment camps at the time, after they immigrated from Laos.)
Onwards and Upwards
Thanks again, AI.
Thai & partner by serene, backdrop of his (hopefully) retirement place, Lake Tahoe HAHA <3
How do we feel about the fit, Thai?
FK: Ok, so now let's talk future. Dream retirement idea?
Thai: Yeah, I’ve got this dream of just getting rich and falling off the face of the planet. My real, realistic goal though is to retire in Lake Tahoe. It’s peaceful, surrounded by nature, and that’s the vibe I want when I’m older. Just live somewhere quiet, far from the hustle.
Final Thoughts
Thai’s story is shaped by his immigrant roots, a deep connection to passions like food and thrifting, the strong bond of community, and a drive to break through barriers. From his upbringing with education as a priority to his dreams of a peaceful retirement, his journey shows how every piece of his past has influenced where he’s at and where he’s headed.
Thanks for the solid convo, Thai! And Happy Lunar New Year.
Signed, Fran