Kirt Thomson

Captain
DISC Type : SD

Chief Revenue Officer (CRO) at Density

San Francisco Bay Area, United States

Overview

Kirt Thomson is the Chief Revenue Officer at Density, applying his extensive leadership experience from Oracle, StubHub, and Yubico to spearhead sales and partnerships. An alumnus of Stanford and UCLA, he excels in building world-class teams and consistently delivering significant revenue growth. Colleagues describe him as an entrepreneur with disciplined execution.

Deeply connected to his alma mater, Kirt has served multiple terms on the executive committee of the Stanford Buck Cardinal Athletic Board. He is also an active advisor and investor in emerging businesses, reflecting a strong passion for entrepreneurship and mentorship outside of his primary executive roles.

At StubHub, he launched an affiliate ecosystem of over 50 partners that drove $120 million in sales in a single year.

Personality Overview

Output-Driven

Planner & Achiever

Consummate Professional

Reading between the lines and seeing beyond your words comes naturally to them.  They are very professional in their approach and can weigh multiple perspectives together. They might take some time to make their mind up but once they do, they don't change it easily.

Topics They Care About

Workplace Optimization
As CRO of Density, he leads a team helping companies measure workspace performance and optimize their return-to-office strategies, a frequent topic in his recent posts.
Revenue Generation
His career is defined by leading teams that deliver substantial revenue, exceeding $150M in annual sales at Yubico and building profitable partner ecosystems at StubHub.
Strategic Partnerships
He has a proven history of executing highly profitable partnerships with major brands like Visa, T-Mobile, Google, and Microsoft.

Media Appearances

Kirt has no verified media appearances

Work History

1-2023
Chief Revenue Officer (CRO) at Density
2007
Member of Board of Directors - Stanford Buck Cardinal Athletic Board at Stanford University
5-2017 - 10-2022
Senior Vice President, Americas Sales and Partnerships at Yubico
11-2015 - 4-2017
GM, Business Development, Partnerships and Distribution at StubHub
12-2011 - 10-2015
General Manager, New Platforms Organization at StubHub

Education

1992 - 1994
MBA from UCLA Anderson School of Management
1982 - 1987
A.B. from Stanford University
1986 - 1986
Education details unavailable from University of Oxford

More Information

Social Presence :

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Exp : 34 Location : San Francisco Bay Area, United States Job Level : Leadership Designation : Chief Revenue Officer (CRO) at Density
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Insights For Selling To Kirt

During A Call Or A Meeting

DO's

  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • Use phrases like 'your team deserves', 'best in class' etc.
  • Stick to your standard pitch and qualifying script, don't try to wing it

DONT's

  • Don't shy away from asking hard questions, but be extra polite
  • Don't go over them unless you are left with no other option
  • Don't take their patience for granted, avoid long-winding sermons

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kirt 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 Kirt

  • 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 Kirt move?

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

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

You And Kirt

Personality Compatibility


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