James Massa

Visionary
DISC Type : Ds

Chief Revenue Officer at WhiteStar Communications, Inc.

Fort Worth, Texas, United States

Overview

James is a dynamic executive with a rare blend of Fortune 50 and startup leadership experience, specializing in driving explosive revenue growth and executing turnarounds. He has managed a $500M P&L at Cisco and holds a Top Secret security clearance. People who have worked with him describe him as decisive, insightful, and having unmatched integrity.

Outside of his corporate roles, James has dedicated significant time to leadership positions within non-profit organizations, reflecting a passion for giving back. He was a Fellow at the C.S. Lewis Institute, indicating an interest in theology and philosophy, and actively supports his sons business ventures in family entertainment.

He is the author of a book on strategic partnerships titled "The Six Strand Weave."

Personality Overview

Fast But Thoughtful

Objective Evaluator

Early Adopter

They are very professional in their approach and can weigh multiple perspectives together.  They exhibit a rare combination of being result-oriented but patient at the same time. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

Go-to-Market Strategy
Specializes in GTM and revenue generation, having launched a flagship product out of stealth mode and built a $6.5M sales funnel in 60 days at WhiteStar.
Agent-based AI
He recently posted about the advantages of Agent-based AI over Generative AI for business applications, showing a specific interest in emerging AI technologies.
Cybersecurity Policy
Advised military leaders and White House Security Advisors on national security and cybersecurity during his tenure at Cisco.

Media Appearances

James has no verified media appearances

Work History

3-2025 - 3-2026
Chief Revenue Officer at WhiteStar Communications, Inc.
2022 - 2024
Chief Executive Officer at NumbersUSA
2006
Founder & CEO at Loom LLC
2004 - 2007
CEO, COO, & SVP at Loom (Non-Profit consulting)
2003 - 2006
Executive & Chief Strategist, Global Government Solutions at Cisco Systems (Executive from $365M to $26B)

Education

Bachelor of Arts - BA from Rollins College
Fellow from C.S. Lewis Institute

More Information

Social Presence :

Prographics :

Exp : 40 Location : Fort Worth, Texas, United States Job Level : Leadership Designation : Chief Revenue Officer at WhiteStar Communications, Inc.
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Insights For Selling To James

During A Call Or A Meeting

DO's

  • Focus on the results that your product produces, expect some strategic questions in return
  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • Suggest clear next steps with confidence, don't be vague or hesitant

DONT's

  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Avoid putting conscious effort into relationship-building
  • Don't shy away from asking hard questions, but be extra polite

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with James is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from James

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will James move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can James take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And James

Personality Compatibility


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