John Wallace

Energizer
DISC Type : I

Chief Revenue Officer (CRO) at Bitsight

Los Angeles Metropolitan Area, United States

Overview

John Wallace is the Chief Revenue Officer at Bitsight, bringing over 30 years of SAAS sales experience, primarily in cybersecurity. He has a distinguished record of scaling revenue, notably growing Veracode from $30M to $280M in ARR. John earned his BA from Babson College and is skilled in building high-performance global sales teams.

Outside of his executive role, John is an avid golfer and a self-described "golf nut. " He grew up in Massachusetts and enjoys vacationing in Nantucket, MA, and Del Mar, CA. His favorite movie is "Caddyshack, " reflecting a likely appreciation for classic comedy and the sport he loves.

Unique fact: Early in his career, John led TicketOS, a pioneering software platform he helped launch to manage corporate sports tickets and sponsorships for Fortune 500 companies.

Personality Overview

Relationship Oriented

Full Of Energy

Believer

They are not always early adopters but can be pursuaded by leveraging strong relationships.  Unlike C or D types, they are vocal with their opinions but not so much with their questions. They are really good at seeing what the long-term impacts of their decisions could be.

Topics They Care About

Third-Party Risk
As CRO of Bitsight, his primary professional focus is on the third-party risk management and cyber intelligence market, a topic he frequently discusses in his professional communications.
Scaling SaaS Sales
His career is defined by successfully scaling SaaS companies, having led teams that drove revenue from $5M to over $300M, making this a core professional passion.
Supply Chain Security
He has publicly shared content from the World Economic Forum on the importance of securing supply chains against cyber attacks, highlighting it as a critical business issue.

Media Appearances

John has no verified media appearances

Work History

11-2024
Chief Revenue Officer (CRO) at Bitsight
12-2022 - 6-2024
Chief Revenue Officer (CRO) at ReliaQuest
4-2021 - 7-2022
Senior Vice President, The Americas at Veracode
1-2017 - 4-2021
VP, North American Sales at Veracode
3-2013 - 12-2016
VP, Sales West at Veracode

Education

1984 - 1988
BA from Babson College

More Information

Social Presence :

Prographics :

Exp : 33 Location : Los Angeles Metropolitan Area, United States Job Level : Leadership Designation : Chief Revenue Officer (CRO) at Bitsight
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Insights For Selling To John

During A Call Or A Meeting

DO's

  • Share some stories about how you you have helped people in similar positions succeed
  • Talk anecdotally about the customer experience that your product offers
  • Do some small talk, ask them how things are going on their side

DONT's

  • Don’t be excessively objective, be a storyteller
  • Don’t be too formal, focus on building comfort and trust
  • Don’t assume a yes just because they have not said no

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with John is

  • Relationship and rapport can play an important role, sometimes more than the other factors.
  • Will you ever get a clear answer from John

  • They will probably never say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will John move?

  • They are not the quickest decision makers, their friendly attitude could be misleading.
  • Can John take some risk or not?

  • They can take certain risks that are unlikely to have personal consequences.

You And John

Personality Compatibility


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