Brigitte Riviere

Doer
DISC Type : sd

VP, GTM Strategy & Deal Governance at KnowBe4

Washington, District of Columbia, United States

Overview

Brigitte is the VP of GTM Strategy at KnowBe4, leveraging her George Mason University MBA and over 20 years of experience to accelerate revenue through AI and data intelligence. Colleagues describe her as a talented, organized, and self-motivated business partner who excels at driving execution and building trust.


At VMware, she was instrumental in transforming the entire Cloud Sales organization from a bookings-only focus to a consumption-obsessed team.

Personality Overview

Strategic Planner

Fast-paced

Deliberate Doer

They exhibit a rare combination of being result-oriented but patient at the same time.  They are very professional in their approach and can weigh multiple perspectives together. They might take some time to make their mind up but once they do, they don't change it easily.

Topics They Care About

Go-to-Market Strategy
Her executive role is centered on defining processes and technology solutions to accelerate sales at scale, a core component of her 20+ year career in sales operations.
AI in Sales
Her professional headline explicitly states her focus on "Accelerating ARR via AI Innovation & Data Intelligence, " indicating it's a key part of her strategy.
Cybersecurity Awareness
She actively posts about cybersecurity threats like toll scams and promotes security education for students, showing a passion for proactive threat prevention.

Media Appearances

Brigitte has no verified media appearances

Work History

2-2024
VP, GTM Strategy & Deal Governance at KnowBe4
1-2020 - 1-2024
Director, Worldwide Sales Operations at VMware
3-2018 - 1-2020
Director, Sales Operations at Pivotal Software, Inc.
10-2014 - 3-2018
Director, Sales Operations at Guavus
8-2012 - 10-2014
Director, Program Management Office at Guavus

Education

Education details unavailable from Virginia Tech
MBA from George Mason University – Costello College of Business

More Information

Social Presence :

Prographics :

Exp : 19 Location : Washington, District of Columbia, United States Job Level : Senior Designation : VP, GTM Strategy & Deal Governance at KnowBe4
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Insights For Selling To Brigitte

During A Call Or A Meeting

DO's

  • Focus on the results that your product produces, expect some strategic questions in return
  • Come across as a trustworthy professional and be respectful, they usually know their game
  • Ask them at the end if they see a strong value prop in your product; expect an honest answer

DONT's

  • Don't go over them unless you are left with no other option
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't take their patience for granted, avoid long-winding sermons

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brigitte 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 Brigitte

  • 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 Brigitte move?

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

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

You And Brigitte

Personality Compatibility


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