Kelly Hoekstra

Initiator
DISC Type : Di

Area Vice President | 3rd Line | SMB West at Salesforce

Greater Chicago Area, United States

Overview

Kelly Hoekstra is the Area Vice President for SMB West Core Sales at Salesforce, where she is accountable for regional revenue and team performance. A graduate of The University of Kansas, she focuses on execution, leadership development, and building high-accountability teams. Colleagues describe her as a strategic, empathetic, and inspiring leader.

Kelly was named Salesforces Regional Vice President of the Year in 2020.

Personality Overview

Conviction Driven

Impact-Oriented

Risk-Accepting

They usually prefer to drive the conversation.  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.

Topics They Care About

Sales Leadership
Oversees a multi-layer organization of sales leaders, emphasizing strong execution and repeatable results in the West region.
Leadership Development
Focuses on developing frontline and second-line leaders within her organization, a fact consistently praised in her recommendations.
Marketing & Commerce Tech
Has a deep background in this space from previous VP roles at Salesforce and actively recruits talent with this expertise.

Media Appearances

Kelly has no verified media appearances

Work History

2-2026
Area Vice President | 3rd Line | SMB West at Salesforce
11-2023 - 2-2026
Area Vice President | 2nd Line | Marketing & Commerce at Salesforce
2-2022 - 11-2023
Senior Regional Vice President | 2nd Line | Marketing Cloud at Salesforce
2-2020 - 2-2022
Regional Vice President | Marketing Cloud at Salesforce
2-2018 - 2-2020
Regional Vice President | Pardot at Salesforce

Education

2007 - 2011
Bachelor of Science - BS from The University of Kansas
2003 - 2007
Education details unavailable from Lyons Township High School

More Information

Social Presence :

Prographics :

Exp : N/A Location : Greater Chicago Area, United States Job Level : N/A Designation : Area Vice President | 3rd Line | SMB West at Salesforce
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Insights For Selling To Kelly

During A Call Or A Meeting

DO's

  • Focus on the big picture and the strategic value of your product
  • Look like someone who is on top of their game
  • Keep your pitch focused on the impact but insert some anecdotes into it

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kelly 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 Kelly

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

Insights For Deal Planning

    How fast (or slow) will Kelly move?

  • If they develop confidence in your product and you, then they can make fast decisions.
  • Can Kelly take some risk or not?

  • If necessary, they have the ability to take risky decisions.

You And Kelly

Personality Compatibility


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