Dorian White

Commander
DISC Type : D

Account Executive at Salesforce

Los Angeles, California, United States

Overview

Dorian White is a dynamic information technology sales executive at Salesforce with deep expertise in outside sales strategy, deal negotiation, and revenue growth. He has a proven record of exceeding quotas and is a graduate of Millersville University of Pennsylvania.

He is driven by a philosophy of endurance and perseverance, which he applies to his professional and likely personal pursuits. Dorian values his professional network, actively using his platform to boost visibility for his connections and share insights on industry best practices.

Unique fact: He is highly particular about his sales tools, having publicly shared his experience switching from ZoomInfo to Apollo due to data accuracy issues.

Personality Overview

Candid & Clear

Impact-Driven

Very Quick

They respond better to strong and respectful interactions.  They are less concerned about the product and more about its potential impact. They do not care very much about building rapport or relationships.

Topics They Care About

Sales Strategy
His background is centered on defining account penetration strategies and building operational structures to drive business growth and consistently exceed sales quotas.
Sales Enablement Tools
He has publicly discussed his use of specific data providers like ZoomInfo and Apollo, indicating a strong interest in the technology that powers sales.
Driving Revenue Growth
His career highlights consistently mention achieving significant results, such as 200% to quota attainment and driving substantial increases in key business metrics.

Media Appearances

Dorian has no verified media appearances

Work History

12-2025
Account Executive at Salesforce
1-2024 - 11-2025
Sr. Mid-Market Account Executive at Interplay Learning
7-2021 - 11-2023
Major Account Executive at T-Mobile
7-2020 - 7-2021
Sr. Account Executive at GoWireless, Inc.
1-2019 - 7-2020
Direct Sales Manager at Spectrum

Education

Bachelor's degree from Millersville University of Pennsylvania

More Information

Social Presence :

Prographics :

Exp : 10 Location : Los Angeles, California, United States Job Level : Middle Designation : Account Executive at Salesforce
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Insights For Selling To Dorian

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points without becoming too analytical
  • Objectively showcase the impact that your product creates
  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.

DONT's

  • Don’t be in a rush to invite them for a social meet and greet
  • Don't try too hard to forge relationships with them
  • Do not spend too much time focusing on product tech or features

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dorian is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Dorian

  • If they are not convinced, they will say no without any hesitation.

Insights For Deal Planning

    How fast (or slow) will Dorian move?

  • If convinced, they can reach decisions quite fast.
  • Can Dorian take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And Dorian

Personality Compatibility


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