Jennifer Kavanagh

Questioner
DISC Type : c

Senior Director, Sales Operations at Drift

Wakefield, Massachusetts, United States

Overview

Jennifer Kavanagh is an accomplished sales and revenue operations leader with experience at fast-growing tech companies like Relay, Knowde, Drift, and Wayfair. A Purdue University graduate, she is known for building strong teams and is described by colleagues as talented, energetic, and organized.

She is passionate about mentorship and has a proven track record of coaching sales reps and managers, focusing on developing them into future leaders within an organization.

Personality Overview

Not Easily Convinced

Systematic

Cautious & Analytical

They prefer to do thorough analysis of any situation.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Revenue Operations
Leads revenue operations, managing strategic planning, territory management, and sales execution for go-to-market teams at high-growth SaaS companies.
Sales Enablement
Focuses on coaching and training to develop sales representatives and managers into the next generation of leaders within an organization.
Go-to-Market Integration
Has direct experience leading revenue systems and process integration during a major acquisition (Drift by Salesloft).

Media Appearances

Jennifer has no verified media appearances

Work History

10-2023
Senior Director, Sales Operations at Drift
3-2022
Director, Sales Operations at Drift
12-2017 - 10-2021
Associate Director B2B Sales at Wayfair
6-2014 - 9-2017
Head of NA Sales & Sales Operations, Email Newsletter at Cheapflights
6-2013 - 4-2014
General Manager / Director Sales & Operations at Prospectiv

Education

1992 - 1996
Bachelor of Science from Purdue University

More Information

Social Presence :

Prographics :

Exp : 27 Location : Wakefield, Massachusetts, United States Job Level : Senior Designation : Senior Director, Sales Operations at Drift
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Insights For Selling To Jennifer

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasise more on facts and measurable benefits
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jennifer 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 Jennifer

  • 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 Jennifer move?

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

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Jennifer

Personality Compatibility


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