Brian Little

Initiator
DISC Type : Di

Prime Named Account Executive at Salesforce

Atlanta, Georgia, United States

Overview

Brian Little is a Prime Named Account Executive at Salesforce | MuleSoft, specializing in technology transformation for Fortune 500 companies. His experience spans roles at Hitachi, Cloudflare, and Gartner, focusing on consultative selling and achieving client operational savings. He holds a Bachelor of Arts from Texas A&M University and is a certified Six Sigma Green Belt.

He is a decorated former U. S. Army Captain and a recipient of the Bronze Star. A key passion for him is giving back to the community by coaching junior sales representatives and mentoring other transitioning military veterans, helping them build successful civilian careers.

Unique fact: He successfully transitioned from a decorated Army Captain to a strategic sales leader in the enterprise technology sector.

Personality Overview

Confident

Risk-Accepting

Friendly Challenger

They don’t mind taking a stand if they believe in something.  They measure a product on its merit but can be influenced by strong testimonials. They respond well to objective pitches but also attach some value to relationships.

Topics They Care About

Enterprise AI & Automation
His recent focus is on MuleSoft's AI capabilities, particularly using agents and intelligent document processing (IDP) to solve complex enterprise automation challenges.
Business Process Transformation
His career is built on helping large clients improve operational savings, enhance customer service, and optimize technology through strategic, consultative solution selling.
Veteran Mentorship
A recommendation highlights his dedication to coaching and mentoring transitioning military veterans, helping them build new careers in the corporate world.

Media Appearances

Brian has no verified media appearances

Work History

2-2025
Prime Named Account Executive at Salesforce
5-2021 - 5-2024
Enterprise Project & Account Manager Microsoft at Hitachi Solutions America
6-2020 - 5-2021
Regional Enterprise Account Executive at Cloudflare, Inc.
12-2018 - 2-2020
Account Consultant – Public Sector Air Force Programs & Large Enterprises at Gartner
4-2018 - 11-2018
Enterprise Account/ Project Executive at DXC Technology

Education

Bachelor of Arts (BA) from Texas A&M University

More Information

Social Presence :

Prographics :

Exp : 13 Location : Atlanta, Georgia, United States Job Level : Middle Designation : Prime Named Account Executive at Salesforce
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Refer to testimonials from well known people to highlight the value of your product
  • Acknowledge their status and position during the conversation
  • Get them to a point where they are ready to bat for your product internally

DONT's

  • Don’t be very informal even if they are being so themselves
  • Don't be unorganized, be prepared for the pitch
  • Avoid focusing only on the product or its ROI, keep building trust subtly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Product value plays a big role, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Brian

  • If they do not firmly believe in you, they will refuse without hesitation.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • If they develop confidence in your product and you, then they can make fast decisions.
  • Can Brian take some risk or not?

  • If necessary, they have the ability to take risky decisions.

You And Brian

Personality Compatibility


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