Behind Every Successful Leader, There’s a David Burkhardt
Lessons from the rare kind of leader who bets his reputation on your potential
We like to think we are self-made. That our career, our wins, and our growth came from sheer grit and determination.
But, I know that my story would be incomplete, maybe even unrecognizable, without David Burkhardt.
David wasn’t always my boss. At IBM he wasn’t even my direct manager. Yet when I was ready to walk away and my group VP didn’t care whether I stayed, David noticed something others didn’t. He stepped in, put his reputation on the line, and convinced leadership to keep me. That single act altered the course of my career.
Years later, at Salesforce, he did it again.
Betting His Political Capital on Me
Salesforce thrives on quick wins, predictable pipelines, and constant performance. Results matter more than intentions.
And there I was, 16 months into the job without a single deal closed. At Salesforce, that was almost unthinkable.
David looked at the bigger picture. He gave me one of the most stagnant but strategic accounts. Not because it was easy, but because he knew my potential fit what the situation required. Then he went further. He shielded me from the constant noise and pressure, using his political capital so I could focus on building something long term.
That account turned into the opportunity of a lifetime. A deal that changed my trajectory and earned me a $4 million commission check.
But here’s the truth: the commission check wasn’t the real victory. The win was having a leader who believed in me when the system and the odds were stacked against me.
Wry Humor and Positive Energy
David has this brand of humor that sneaks up on you. The kind that lets him deliver the hard truth with a grin, leaving you laughing and squirming at the same time.
When I was frustrated with how long the sales cycle dragged on, he smirked and said, “If this were easy, they’d have given it to someone else.”
It stung, but it stuck.
That mix of honesty and humor, seriousness and levity, is part of what made him so effective. He kept the energy positive even in the most stressful situations. And in enterprise sales, that is no small feat.
Leadership That Doesn’t Stop at the Office Door
David didn’t just invest in me as a rep. He invested in me as a person.
When my writing held me back, he stepped in—spending evenings or weekends coaching me when he could have been with his family. When I needed a big-picture sounding board, he leaned in. When I needed autonomy, he stepped back. When I needed a coach, he told me the hard truths I didn’t want to hear.
As a social introvert, I often hesitated to step outside my comfort zone. David knew when to nudge me forward and when to step in if the situation required urgent action. He found the perfect balance of pushing me to grow, protecting outcomes, and making sure I didn’t crack under the pressure.
And his mentorship didn’t stop at the office door.
Years after we stopped working together, while I was trekking in the Himalayas, my family faced a crisis at home. From the mountains, I called David and asked him to support my wife through it. He stepped in immediately. That is who he is—always available when I need a friend or a mentor. Whether it is thinking through a career move, navigating the challenges of raising kids, or simply recharging my energy in a tough moment, David has always been there.
That is not management. That is brotherhood.
The Legacy Test
The true mark of a leader is not the deals they close or the titles they collect. It is the people they raise up.
David has no fear of others surpassing him. Today he works a couple of levels below someone he once mentored, Christina Meitus, and he celebrates it.
Most managers chase performance. Some leaders coach potential. The rarest—people like David Burkhardt—create leaders who rise beyond them.
That is not management. That is legacy.
What It Takes to Be a David Burkhardt
Authenticity: Show up as yourself, every time.
Courage: Put your political capital on the line for others.
Investment: Go beyond results and invest in the whole person.
Adaptability: Coach based on their needs, not your style.
Recognition of Potential: Spot strengths others miss and match them to opportunities.
Selflessness: Celebrate when the people you mentor surpass you.
Humor and Energy: Keep things light, positive, and human, even when the pressure is heavy.
We don’t get many David Burkhardts in our careers. If you find one, hold onto them.
And if you are in a leadership role, ask yourself:
Who is your David Burkhardt, and who are you being a David Burkhardt for?
Alpesh, I really enjoyed your article. Wonderful tribute. I remember both you and David as 'good guys' during our IBM days. Best to you and your family.