Ian Johnstone

Enthusiast
DISC Type : i

Account Executive at Salesforce

New York, New York, United States

Overview

Ian is an Account Executive at Salesforce with a background in business development at companies like NerdWallet and Slack. An Oregon State University marketing graduate, he holds multiple sales certifications, including Salesforce Ranger, demonstrating his expertise in developing and executing sales strategies.

Beyond his professional life, Ian is passionate about the real estate and marketing sectors. His interests also extend to the automotive industry, with a particular focus on companies like the American Honda Motor Company, Inc.

As a Business Development Representative, he worked directly with a CEO to build sales flows, making 30-50 calls daily to drive results.

Personality Overview

Amiable & Agreeable

Consensus Focused

Optimistic

They are generally friendly, so be careful when relying on their word.  They prefer to build relationships rather than staying totally transactional. Unlike D or C types, they are convinced more by stories and testimonials.

Topics They Care About

Business Development
Has extensive experience as a Business Development Representative at Salesforce, Slack, and Simple Machines Marketing, focusing on prospecting and pipeline generation.
Sales Execution
Recently promoted to Account Executive at Salesforce, showing a successful transition from generating leads to closing deals and managing accounts.
Salesforce Ecosystem
Holds a Salesforce Ranger certification and has held multiple roles within the company, indicating deep knowledge of the platform and its applications.

Media Appearances

Ian has no verified media appearances

Work History

8-2025
Account Executive at Salesforce
1-2024 - 8-2025
Enterprise Strategic - Business Development at Salesforce
10-2023 - 8-2025
Slack - Business Development at Salesforce
10-2022 - 11-2023
Account Executive at NerdWallet
1-2022 - 8-2022
Business Development Representative at Simple Machines Marketing

Education

2017 - 2021
Bachelor's degree from Oregon State University

More Information

Social Presence :

Prographics :

Exp : 5 Location : New York, New York, United States Job Level : N/A Designation : Account Executive at Salesforce
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Insights For Selling To Ian

During A Call Or A Meeting

DO's

  • Give them the opportunity to lead the conversation where possible
  • Refer to interesting customer testimonials and stress on great customer experience
  • Maintain high, positive energy and convey confidence

DONT's

  • Don’t push them for a direct ‘no’, take lack of ‘yes’ as ‘no’ after some time
  • Don’t be excessively objective, be like a storyteller with them
  • Don’t ask too many questions in one go, weave them into the flow

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ian is

  • Relationship and rapport are valuable for them, but so is proven product value.
  • Will you ever get a clear answer from Ian

  • They will hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will Ian move?

  • Even when they are constantly engaged, they do not reach decisions quickly.
  • Can Ian take some risk or not?

  • They can take some low-probability risks if needed.

You And Ian

Personality Compatibility


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