Ellen Cato

Commander
DISC Type : D

Sales Manager at Cambridge Intelligence

United Kingdom

Overview

With over a decade of experience in SaaS sales, Ellen Cato is the European Sales Manager at Cambridge Intelligence. She focuses on scalable graph visualization for intelligence and cybersecurity platforms, leveraging expertise in new business development and the MEDDIC sales methodology. She holds a Bachelor of Science from Aston Business School.

She is deeply engaged with the defence and geospatial intelligence community, having recently represented her company at the DGI 2026 conference.

Personality Overview

Very Quick

Strong-Willed

Candid & Clear

They are not focused on building rapport and relationships.  They like to be in a position where they can control the conversation and terms. They respond better to strong and respectful interactions.

Topics They Care About

Geospatial Intelligence
Actively promotes and attends events like DGI London, focusing on the defense and geospatial intelligence community to connect with customers and partners.
Graph Visualization
Her role is centered on promoting graph visualization toolkits that help organizations understand complex connected data in intelligence and cyber platforms.
Cybersecurity & Fraud
Focuses on providing solutions that power investigation and intelligence platforms to tackle major challenges like cybersecurity threats and fraud.

Media Appearances

Sales Team | Teams at Cambridge Intelligence. Featured in Cambridge Intelligence (Company Website)

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Ellen Cato, Author at Cambridge Intelligence. Featured in Cambridge Intelligence (Company Blog/Author Page)

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Work History

9-2025
Sales Manager at Cambridge Intelligence
9-2024 - 9-2025
Business Development Team Manager - EMEA at Redgate Software
4-2023 - 9-2024
Senior Account Executive - AMER at Redgate Software
1-2022 - 3-2023
Senior Client Solutions Manager - Global Strategic Accounts at LinkedIn
1-2021 - 1-2022
Partnerships Lead at GetBusy

Education

2010 - 2014
Bachelor of Science (B.Sc.) from Aston Business School
2019 - 2020
Master of Arts - MA from University of Chester

More Information

Social Presence :

Prographics :

Exp : 12 Location : United Kingdom Job Level : Middle Designation : Sales Manager at Cambridge Intelligence
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Insights For Selling To Ellen

During A Call Or A Meeting

DO's

  • Make sure that you circle back fast on any action items, it wins their trust
  • Get to the point quickly instead of spending time doing small talk
  • Be respectful but crisp

DONT's

  • Do not back off when challenged, respond with a confident, objective answer instead
  • Avoid being a storyteller and don’t try to oversell
  • Avoid being too verbose

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ellen 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 Ellen

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

Insights For Deal Planning

    How fast (or slow) will Ellen move?

  • They can take decisions very fast if you manage to convince them.
  • Can Ellen take some risk or not?

  • The risks don’t matter much to them.

You And Ellen

Personality Compatibility


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