Joanna Zheng

Questioner
DISC Type : c

Senior Director, Revenue Operations at Cribl

Boulder, Colorado, United States

Overview

Joanna leads Revenue Operations at Cribl, specializing in building and scaling data-driven, go-to-market motions for hyper-growth tech companies. Her background includes sales strategy at Scale AI and management consulting at McKinsey & Company. She is a graduate of the Wharton School and Yale University.

Outside of her career in tech and consulting, Joanna has a strong background in competitive debate. She was a nationally-ranked parliamentary debater during her four years as an undergraduate at Yale and also served on the leagues Board of Directors.

Unique fact: Her debate team was ranked as the third-best individual team in the nation for the 2013-2014 season.

Personality Overview

Not Easily Convinced

Value Seeker

Systematic

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They prefer to do thorough analysis of any situation. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Revenue Operations
Currently leads the RevOps team at Cribl, focused on building the GTM engine to support growth beyond $300M in ARR.
Go-to-Market Motions
Passionate about creating and scaling GTM strategies using a data-driven lens, with experience from Cribl, Scale AI, and McKinsey.
AI-powered Growth
Helped drive ARR at Scale AI through generative AI's hyper-growth and worked on an AI platform for financial research at Brightwave.

Media Appearances

Joanna has no verified media appearances

Work History

7-2025
Senior Director, Revenue Operations at Cribl
8-2024 - 7-2025
Director of Business Operations at Brightwave
4-2022 - 7-2024
Sales Strategy & Operations at Scale AI
11-2021 - 4-2022
Associate / JEM at McKinsey & Company
2-2021 - 11-2021
Associate at McKinsey & Company

Education

8-2018 - 5-2020
MBA from The Wharton School
5-2018 - 8-2020
Master of Arts - MA from The Lauder Institute - University of Pennsylvania

More Information

Social Presence :

Prographics :

Exp : 12 Location : Boulder, Colorado, United States Job Level : Senior Designation : Senior Director, Revenue Operations at Cribl
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Insights For Selling To Joanna

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Joanna is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Joanna

  • 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 Joanna move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Joanna take some risk or not?

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


You And Joanna

Personality Compatibility


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