Kathy Burns

Enigma
DISC Type : idc

Chief Sales Officer (CSO) at StoneEagle

Dallas, Texas, United States

Overview

Kathy Burns is the Chief Sales Officer at StoneEagle, leveraging over 30 years of experience in global sales and client management. An alumna of the University of North Texas, she focuses on integrating technology solutions and building high-performing teams. Colleagues describe her as a tenacious, enthusiastic, and encouraging leader.



Prior to her current role, she was a partner at Pay for Trip, a startup that developed virtual payment processing for the travel industry.

Personality Overview

Friendly Yet Blunt

Challenger

Persuasive & Assertive

They are generally strong communicators and are not easy to convince.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are likely to ask many questions and look heavily for supporting proof as well as information.

Topics They Care About

Client Relationships
Her career includes roles like Chief Customer Officer and VP of Client Success, underscoring a deep focus on managing and strengthening critical accounts.
Travel Technology
Served as President of Campbell Travel and was a partner at Pay for Trip, a fintech solution for travel, indicating extensive experience in this sector.
Sales Growth
As CSO, she is responsible for generating multi-million dollar sales growth and has a proven track record of developing creative solutions to drive performance.

Media Appearances

Kathy has no verified media appearances

Work History

9-2024
Chief Sales Officer (CSO) at StoneEagle
1-2022 - 1-2025
Chief Customer Officer at StoneEagle
8-2020 - 1-2022
Vice President - Client Success, Enterprise at StoneEagle
5-2017
President at Campbell Travel
4-2015 - 5-2017
Partner at Pay for Trip

Education

1978 - 1982
BS from BS Education
1978 - 1982
Education from University of North Texas

More Information

Social Presence :

Prographics :

Exp : 14 Location : Dallas, Texas, United States Job Level : Leadership Designation : Chief Sales Officer (CSO) at StoneEagle
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Insights For Selling To Kathy

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Avoid making offhand commitments, understand the root of their concerns first
  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kathy is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Kathy

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Kathy move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Kathy take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Kathy

Personality Compatibility


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