Blake Kelly

Captain
DISC Type : DS

Head of GTM Enablement & Partnerships at mabl

Greater Boston, United States

Overview

Blake Kelly is the Head of GTM Enablement & Partnerships at mabl, with over 15 years of experience in customer-facing roles. He founded the GTM Enablement motion at Postman and holds a bachelors degree from Worcester Polytechnic Institute. Colleagues describe him as customer-centric, knowledgeable, and motivated.

During his time at Worcester Polytechnic Institute, Blake was a member of the mens collegiate lacrosse team, playing the defense position. His academic work included a project focused on designing a water and sanitation prototype for a community in Cape Town, South Africa.

For his strategic work at Postman, Blake was awarded "Enablement Partner of the Year" for two consecutive years in 2021 and 2022.

Personality Overview

Dynamic But Sincere

Decisive But Calm

Long-Term Thinker

Reading between the lines and seeing beyond your words comes naturally to them.  They are very professional in their approach and can weigh multiple perspectives together. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

GTM Enablement
He has extensive experience in this area, notably founding the entire Go-To-Market enablement strategy from the ground up during his tenure at Postman.
Building Partnerships
A core part of his current leadership role at mabl involves building and scaling the company's partner program to drive market growth.
Value-Driven Sales
He recently discussed using a "Value Hypothesis" framework to align go-to-market teams and focus on the entire customer journey, not just the initial sale.

Media Appearances

Blake has no verified media appearances

Work History

9-2023
Head of GTM Enablement & Partnerships at mabl
9-2023 - 4-2024
Head of GTM Enablement & Business Development at mabl
9-2023
Head of Sales Enablement & Partnerships at mabl
9-2023 - 4-2024
Head of Sales Enablement & Business Development at mabl
5-2021 - 9-2023
Manager of GTM Enablement at Postman

Education

Bachelors from Worcester Polytechnic Institute
Education details unavailable from Southington High School

More Information

Social Presence :

Prographics :

Exp : 8 Location : Greater Boston, United States Job Level : Mid-senior Designation : Head of GTM Enablement & Partnerships at mabl
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Insights For Selling To Blake

During A Call Or A Meeting

DO's

  • Focus on the results that your product produces, expect some strategic questions in return
  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • Suggest clear next steps with confidence, don't be vague or hesitant

DONT's

  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Avoid putting conscious effort into relationship-building

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Blake is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Blake

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Blake move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Blake take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Blake

Personality Compatibility


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