Graeme Horsfall

Trailblazer
DISC Type : DI

Managing Director - UKI, Northern & Central Europe at CAST

Greater Glasgow Area, United Kingdom

Overview

Graeme Horsfall is the Managing Director for UK, Northern & Central Europe at CAST, leveraging extensive experience in SAAS, consulting, and fintech. He has a notable history of delivering exceptional revenue growth and transforming operational performance at firms like Global Payments and Microsoft. Colleagues have described him as honest, open, and loyal.

Graeme is focused on the balance between relentless professional ambition and intentional living, advocating for mental and emotional health in demanding executive roles. He believes in fostering work cultures that prioritize well-being without sacrificing performance, seeing vulnerability and asking for support as essential leadership skills.

He received IBMs National Sales Excellence Award for leading a successful, complex sales campaign within the Formula 1 sector.

Personality Overview

Informal

Persuasive

Values Relationships

They are more likely to be open to unproven but exciting technologies.  They like to keep things under control. They respond better to a combination of speed and relationship.

Topics They Care About

Fintech Leadership
Held senior leadership roles at major fintechs including Global Payments and Revolut, driving significant revenue growth and managing large P&L responsibilities.
Leadership & Balance
Openly discusses the journey from relentless ambition to intentional living, focusing on preventing burnout and redefining success beyond titles and metrics.
Hands-on Culture
Admires a leadership culture that is flexible, fast-paced, and where leaders are actively involved, believing that "the process is not the thing".

Media Appearances

Graeme has no verified media appearances

Work History

12-2024
Managing Director - UKI, Northern & Central Europe at CAST
2022 - 2024
President and Managing Director, UKI at Global Payments Inc.
2021 - 2022
Head of Sales - Global Acquiring at Revolut
2019 - 2021
Managing Director at QueryClick
2018 - 2019
Vice President - Commercial at TravelNest

Education

Master of Engineering - MEng from University of Strathclyde

More Information

Social Presence :

Prographics :

Exp : 29 Location : Greater Glasgow Area, United Kingdom Job Level : Mid-senior Designation : Managing Director - UKI, Northern & Central Europe at CAST
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Insights For Selling To Graeme

During A Call Or A Meeting

DO's

  • Use phrases like ‘your decision will’, ‘you will impact’ etc.
  • Talk about yourself and some of your achievements at the start of the conversation
  • Address your competition clearly and confidently

DONT's

  • Don’t hesitate from asking questions or pushing them, but take a friendly approach
  • Do not look like someone who doesn’t know what they are talking about
  • Don't make any commitments that you might not be able to fulfill

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Graeme is

  • Relationship and product conviction matter equally, followed by a sense of achievement.
  • Will you ever get a clear answer from Graeme

  • If they are not convinced, they will say no albeit in a friendly manner.


Insights For Deal Planning

    How fast (or slow) will Graeme move?

  • They can reach decisions quickly if they develop trust and confidence in the product.
  • Can Graeme take some risk or not?

  • They can take risks if necessary.

You And Graeme

Personality Compatibility


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