Kevin Calrow

Doer
DISC Type : ds

VP Sales (Fractional) & Industry Advisor at Freshworks

New York, New York, United States

Overview

Kevin is a Go-to-Market executive with experience leading sales teams with revenues over $100M and participating in three exits, including Zendesk and Netezza. A Wharton alumnus, he specializes in moving organizations upmarket, leveraging the MEDDPICC playbook, and developing high-performing, data-driven teams through his proprietary “MONEYBALL GTM” framework.

Outside of his professional life, Kevin is a former athlete who channels a competitive spirit into his work. He is a supporter of the New York Giants and took a career sabbatical to focus on his family and complete his studies at Wharton, highlighting a commitment to personal growth and family values.

He is the creator of a unique sales methodology called the “MONEYBALL GTM”.

Personality Overview

Long-term Focused

Strategic Planner

Fast-paced

They might take some time to make their mind up but once they do, they don't change it easily.  They are very professional in their approach and can weigh multiple perspectives together. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

GTM Execution
He created the “MONEYBALL GTM” framework to build accountable, data-driven sales and customer success organizations that consistently perform at a high level.
MEDDPICC Framework
Serves as an executive sponsor for MEDDPICC, using it to improve win rates, increase deal velocity, and tactically engage with economic buyers in complex sales cycles.
Sales Leadership
Focuses on coaching and developing talent to build elite-performing teams. He has a track record of doubling team size and achieving #1 global performance rankings.

Media Appearances

Kevin has no verified media appearances

Work History

8-2024
VP Sales (Fractional) & Industry Advisor at Freshworks
12-2023 - 8-2024
Personal goal pursuit at Career Break
1-2023 - 12-2023
VP NA Sales, Acquisition at Zendesk
10-2021 - 1-2023
AVP Mid-Market, AMER Sales at Zendesk
6-2019 - 7-2020
Sr. Group Director | Central, Mountain, & South US at NetSuite

Education

12-2021 - 8-2024
Business Administration and Management from The Wharton School
Bachelor of Science - BS from Binghamton University School of Management

More Information

Social Presence :

Prographics :

Exp : 6 Location : New York, New York, United States Job Level : Senior Designation : VP Sales (Fractional) & Industry Advisor at Freshworks
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Insights For Selling To Kevin

During A Call Or A Meeting

DO's

  • Come across as a trustworthy professional and be respectful, they usually know their game
  • During followups, use phone or text if needed, they should be fine
  • Focus on the results that your product produces, expect some strategic questions in return

DONT's

  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't go over them unless you are left with no other option
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kevin is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Kevin

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Kevin move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Kevin take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Kevin

Personality Compatibility


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