James White

Questioner
DISC Type : c

VP of Sales at Rogo

New York, New York, United States

Overview

James White is the VP of Sales at Rogo, using over 10 years of SaaS experience to drive generative AI adoption in financial services. A UC Berkeley alumnus, he has a proven record of scaling revenue teams, notably growing a previous organization from 1 to over 40 people. He is often described as having strong logic and critical thinking.

Based on his education at UC Berkeley and extensive work history in the San Francisco Bay Area, he likely appreciates the local culture and may follow regional sports teams.

He was instrumental in taking his prior company from pre-revenue to $20M in ARR before it was acquired.

Personality Overview

Systematic

Price-Sensitive

Value Seeker

It is quite likely of them to ask for pricing or other concessions.  They prefer to fully evaluate every situation. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

AI in Finance
He leads sales for Rogo, a company focused on bringing generative AI and Large Language Models to the world's largest financial institutions.
Scaling Sales Teams
At a previous company, he successfully scaled the revenue organization from 1 to over 40 employees, building out multiple specialized teams.
Go-to-Market Strategy
His expertise lies in optimizing sales processes and developing business strategies to introduce new technologies into the market.

Media Appearances

James has no verified media appearances

Work History

2024
VP of Sales at Rogo
2023 - 2023
GTM Advisor at Emergence Software
2017 - 2022
VP of Sales at Sentieo
2015 - 2017
Director of Sales at Sentieo
2013 - 2015
Corporate Account Executive at PernixData

Education

BA from University of California, Berkeley

More Information

Social Presence :

Prographics :

Exp : 16 Location : New York, New York, United States Job Level : Senior Designation : VP of Sales at Rogo
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Insights For Selling To James

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Share as much information as possible regarding your product
  • Back up any claims with data and numbers

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with James is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from James

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will James move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can James take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And James

Personality Compatibility


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