Johnston Gilfillan

Inspirer
DISC Type : id

Director of Sales, Key & Enterprise at Affirm

United States

Overview

Johnston is the Director of Sales for International Key Accounts at Affirm, leading teams focused on travel, retail, and new market growth in the US, UK, and Canada. A Boston University graduate with a background in hospitality, he is described by colleagues as a "sales mastermind" with a creative and strategic mindset.

His personal philosophy is inspired by a Hunter S. Thompson quote about living life to the fullest, suggesting a passion for adventure and new experiences. He enjoys skiing, mountain biking, and is a co-founder of Young Travel Professionals, demonstrating a commitment to mentoring the next generation of industry leaders.

He was the first travel partnerships lead on the sales team at Affirm, pioneering the companys expansion into that vertical.

Personality Overview

Achievment Oriented

Confident & Optimistic

Decisive

They don’t mind taking a stand if they believe in something.  They respond well to objective pitches but also attach some value to relationships. They usually prefer to drive the conversation.

Topics They Care About

Travel Tech Partnerships
His career at Affirm has been centered on building GTM teams and driving revenue with travel suppliers like OTAs, hotels, airlines, and rental marketplaces.
Sales Leadership
He leads multiple international sales teams, has earned a Founder's Club award for performance, and is praised by peers for his strategic leadership.
Mentoring Young Professionals
Co-founded Young Travel Professionals, a networking group created to foster communication and collaboration among the next generation of industry leaders.

Media Appearances

Johnston has no verified media appearances

Work History

12-2023
Director of Sales, Key & Enterprise at Affirm
3-2023 - 5-2023
Revenue Advisor at Spot Insurance
7-2021 - 12-2023
Sr Sales Manager, Enterprise at Affirm
10-2019 - 7-2021
Sales Manager, Travel at Affirm
1-2017 - 5-2018
Senior Account Executive at LeadGenius

Education

2005 - 2009
Bachelors of Science from Boston University

More Information

Social Presence :

Prographics :

Exp : 12 Location : United States Job Level : Mid-senior Designation : Director of Sales, Key & Enterprise at Affirm

Interested in

Sports

Skiing

Health & Outdoor

Skiing, Travel

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Insights For Selling To Johnston

During A Call Or A Meeting

DO's

  • Refer to testimonials from well known people to highlight the value of your product
  • Look like someone who is on top of their game
  • Focus on the big picture and the strategic value of your product

DONT's

  • Don't be unorganized, be prepared for the pitch
  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Don’t keep repeating the same information, it could make them impatient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Johnston is

  • Confidence in the product’s value is critical, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Johnston

  • They will not hesitate to say no if they do not develop conviction.

Insights For Deal Planning

    How fast (or slow) will Johnston move?

  • They can take fast decisions if they develop conviction in the product and find you trustworthy.
  • Can Johnston take some risk or not?

  • They have the capability of taking risky decisions if necessary.

You And Johnston

Personality Compatibility


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