James Neilson

Pioneer
DISC Type : Dsi

Founder & CEO at Next Ascent

Thame, England, United Kingdom

Overview

James Neilson is the Founder and CEO of Next Ascent, an executive Go-To-Market coaching firm. Leveraging extensive experience from leadership roles at ServiceNow and Palo Alto Networks, he helps founders and CROs build high-performing sales teams. Colleagues and reports consistently describe him as an authentic, data-led, brilliant, and innovative leader.

Originally from a science background, James transitioned into a highly successful sales career after joining a telecoms start-up. He is a reflective individual who values his professional network and is passionate about learning from other entrepreneurs and business leaders to inform his own journey as a founder.

Unique fact: James co-authored a scientific publication on Staphylococcus aureus before pivoting his career to sales and sales leadership.

Personality Overview

Dynamic But Sincere

Friendly But Fast

Driven But Considerate

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

GTM Coaching
As the founder of Next Ascent, he is an executive coach who partners with Founders, CEOs, and CROs to build and scale their go-to-market strategies.
Founder Journeys
He recently founded his own company and attends events to learn from other successful founders, showing a deep interest in the entrepreneurial path.
Debunking Sales Myths
He is actively posting on social media about busting common sales myths, such as the idea that salespeople are "born" and not made.

Media Appearances

James has no verified media appearances

Work History

9-2025
Founder & CEO at Next Ascent
9-2025
Co-Founder at Zontally
1-2024 - 9-2025
Area Vice President, Enterprise Industries at ServiceNow
3-2022 - 12-2023
Senior Director Sales at ServiceNow
8-2020 - 3-2022
Director Global Accounts Sales at Palo Alto Networks

Education

2000 - 2004
2i from University of Bath
2006 - 2006
Distinction from Institute of Sales & Marketing Management

More Information

Social Presence :

Prographics :

Exp : 5 Location : Thame, England, United Kingdom Job Level : Leadership Designation : Founder & CEO at Next Ascent
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Insights For Selling To James

During A Call Or A Meeting

DO's

  • Ask them for a lunch or coffee once some rapport has been established
  • Showcase existing customers and use case-studies to grab their attention
  • Keep your pitch focused on the impact but nurture the relationship too

DONT's

  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Don’t be very informal during the early interactions even if they are being so themselves

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with James 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 James

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

Insights For Deal Planning

    How fast (or slow) will James move?

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

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

You And James

Personality Compatibility


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