Gregory Lanier

Pioneer
DISC Type : DIS

Vice President, Marquee Sales AMS at ServiceNow

Dallas-Fort Worth Metroplex, United States

Overview

Greg Lanier is the Chief Growth Officer at FinThrive, bringing over 25 years of experience in sales leadership within the software and healthcare technology sectors. He specializes in driving double-digit revenue growth, building high-performing teams, and developing strategic go-to-market plans. He holds a BA from The Citadel and an MBA from East Carolina University.

Personality Overview

Dynamic But Sincere

Driven But Considerate

Friendly But Fast

If they are convinced, they can become very strong champions for your product  They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed They have the unique ability to win both love and respect from their team (or outsiders)

Topics They Care About

Healthcare Revenue Management
As CGO of FinThrive, he focuses on providing end-to-end revenue management software solutions to healthcare organizations to improve their financial performance.
High-Growth Sales
His career is marked by consistently delivering double-digit YoY growth and a record of being the #1 Global VP at Workday with 246% growth.
Building Sales Culture
He focuses on transforming teams by rebuilding rosters, standardizing processes, and creating a strong team brand and culture, with colleagues calling him a "culture warrior."

Media Appearances

Clearlake Capital-Backed FinThrive Appoints Greg Lanier as Chief Growth Officer and John Landy as Chief Technology Officer. Featured in SalesTechStar

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Clearlake Capital-Backed FinThrive Appoints Greg Lanier as Chief Growth Officer and John Landy as Chief Technology Officer. Featured in PR Newswire

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Greg Lanier - Chief Growth Officer at FinThrive. Featured in The Org

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Work History

5-2026
Vice President, Marquee Sales AMS at ServiceNow
3-2026 - 5-2026
VP, Global Field GTM Horizontal Solutions at ServiceNow
8-2025
Strategic Advisor at Independent Consultant, Strategic Advisor, Sales Leadership
3-2023 - 1-2025
Chief Growth Officer at FinThrive
6-2022 - 3-2023
Group Vice President ➟ Oracle Health, NAA (HCM/ERP) at Oracle

Education

8-1987 - 5-1991
BA from The Citadel
8-1991 - 5-1993
Master of Business Administration from East Carolina University - College of Business

More Information

Social Presence :

Prographics :

Exp : 3 Location : Dallas-Fort Worth Metroplex, United States Job Level : Senior Designation : Vice President, Marquee Sales AMS at ServiceNow
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Insights For Selling To Gregory

During A Call Or A Meeting

DO's

  • Showcase existing customers and use case-studies to grab their attention
  • Ask them for a lunch or coffee once some rapport has been established
  • During followups, use calls or text if needed, they should be fine

DONT's

  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t hesitate from asking questions or pushing them, but take a formal approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gregory is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Gregory

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Gregory move?

  • They are generally fast movers and can take quick decisions
  • Can Gregory take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Gregory

Personality Compatibility


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