Dharmesh Shah

Critic
DISC Type : C

Founder and CTO at HubSpot

Greater Boston, United States

Overview

Dharmesh Shah is the co-founder and CTO of HubSpot, a leading inbound marketing and sales software company. A serial entrepreneur, he founded and sold Pyramid Digital Solutions before starting HubSpot. He holds an M. S. from MIT and is the author of "Inbound Marketing. " People often describe him as brilliant, humble, pragmatic, engaging, and insightful.

Outside of his professional endeavors, Dharmesh prioritizes family, health, and personal growth. He is an active angel investor in over 90 startups and a prolific writer on his blog, OnStartups. com, which has cultivated a community of over one million members. He enjoys hiking, cycling, and exploring new cuisines.

Unique fact: As CTO, Dharmesh has structured his role to have zero direct reports, allowing him to focus entirely on product, technology, and culture-building as an individual contributor.

Personality Overview

ROI Driven

Precise

Critic

It is very likely that they will negotiate pricing or other important terms.  They prefer to do logical analysis and value evidence over emotions. Unless the value is proven by data, they are unlikely to value fancy features.

Topics They Care About

AI Agents
He is intensely focused on the future of AI, recently launching Agent. ai, a professional network for AI agents that he personally coded for over 1500 hours.
Startup Culture
Authored HubSpot's widely-read Culture Code, which has over five million views. He views culture as a product that needs to be engineered and iterated upon.
Entrepreneurship
A career startup founder, he created and sold a company before HubSpot and runs the popular blog OnStartups. com, sharing advice with fellow entrepreneurs.

Media Appearances

Dharmesh has no verified media appearances

Work History

6-2006
Founder and CTO at HubSpot
11-2005
Founder at OnStartups.com
4-1994 - 8-2005
Founder and CEO at Pyramid Digital Solutions
4-1992 - 4-1994
Software Developer at SunGard Employee Benefit Systems

Education

2004 - 6-2006
M.S. from Massachusetts Institute of Technology
B.S. from University of Alabama at Birmingham

More Information

Social Presence :

Prographics :

Exp : 33 Location : Greater Boston, United States Job Level : Leadership Designation : Founder and CTO at HubSpot
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Insights For Selling To Dharmesh

During A Call Or A Meeting

DO's

  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Don’t forget to mention how you compare to competition on both features and pricing
  • Be formal and objective, they will appreciate it more

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don’t rush them till they have clearly gotten all the necessary information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dharmesh is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Dharmesh

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Dharmesh move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Dharmesh take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Dharmesh

Personality Compatibility


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