Kate Lathrop

Sharpshooter
DISC Type : DC

Account Executive at Keelvar

Greater Philadelphia, United States

Overview

Kate Lathrop is an Account Executive at Keelvar, focusing on sourcing optimization and procurement technology. Her career includes customer success and sales roles at firms like Fairmarkit and Conductiv. She holds certifications in Customer Success Management and Salesforce and studied Business at Sonoma State University.



Kate recently started her role at Keelvar, expressing her excitement to join the team and its mission.

Personality Overview

ROI Driven

Rigorous & Demanding

Precise But Practical

They prefer to be the ones controlling the conversation or defining the terms.  They take a lot of pride in personal achievements. They are not always relationship oriented.

Topics They Care About

AI in Sourcing
Actively promotes Keelvar’s AI Orchestrator, which uses natural language to execute end-to-end sourcing workflows, indicating a strong interest in AI-driven procurement solutions.
Strategic Sourcing
Her experience is centered around helping global companies like Siemens and Coca-Cola optimize strategic sourcing and automate tactical and tail spend.
Procurement Automation
She has been involved with solutions that automate the source-to-pay process, including the integration between Fairmarkit and ServiceNow to streamline quoting.

Media Appearances

Kate has no verified media appearances

Work History

8-2024
Account Executive at Keelvar
7-2021 - 7-2024
Customer Success Manager at Fairmarkit
9-2020 - 5-2021
Customer Success Manager at Conductiv
6-2019 - 9-2020
Regional Director of Sales at Conductiv
6-2019 - 6-2020
Regional Director of Sales at Medpricer

Education

2015 - 2019
Business from Sonoma State University
2011 - 2015
Education details unavailable from Saint Francis High School

More Information

Social Presence :

Prographics :

Exp : 6 Location : Greater Philadelphia, United States Job Level : Middle Designation : Account Executive at Keelvar
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Insights For Selling To Kate

During A Call Or A Meeting

DO's

  • Speak about competitive differentiation that your product offers
  • Refer to testimonials from well-known industry leaders
  • Make sure that you circle back fast on any action items, it wins their trust

DONT's

  • Avoid being a storyteller and don’t try to oversell
  • Do not back off when challenged, respond with a confident, objective answer instead
  • Don’t be in a rush to invite them for a social meet and greet

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kate is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Kate

  • If they are not convinced, they will say no without any hesitation.

Insights For Deal Planning

    How fast (or slow) will Kate move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Kate take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Kate

Personality Compatibility


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