Kristina DeFilippo

Observer
DISC Type : ic

Director of Sales, Commercial at Vanta

Madison, Wisconsin, United States

Overview

Kristina is a Go-to-Market leader and the Director of Sales, Commercial at Vanta, with a proven history of scaling sales teams at companies like 6sense and Zendesk. Colleagues describe her as a personable and driven leader. She holds a Bachelor of Arts from the University of Wisconsin-Madison.

While her public profile is focused on her professional achievements, her education at the University of Wisconsin-Madison suggests a connection to the Midwest. She maintains an interest in major American industries, including automotive companies like Ford.

Kristina experienced a rapid career progression at 6sense, advancing from Director to Head of Commercial Sales in under four years.

Personality Overview

Curious

Example Seeker

Assertive

They can sound friendly and charming but can quickly change gears to become inquisitive and probing.  They ask a lot of questions and rely heavily on information and collaterals. They are generally good communicators and can be hard to convince.

Topics They Care About

Commercial Sales Leadership
Her career has been dedicated to leading and scaling commercial sales segments at high-growth tech companies like Vanta, 6sense, and Zendesk.
Go-to-Market Strategy
She identifies as a "GTM Leader", indicating a core focus on building and executing strategies for bringing products to market successfully.
Revenue Growth
Her roles have consistently focused on overseeing entire revenue segments, including new business acquisition as well as customer upsell and expansion.

Media Appearances

Kristina has no verified media appearances

Work History

1-2026
Director of Sales, Commercial at Vanta
2-2025 - 2-2026
Head of Commercial Sales at 6sense
2-2023 - 3-2025
Sr. Director, Commercial Sales at 6sense
9-2021 - 2-2023
Director Of Commercial Sales at 6sense
7-2020 - 9-2021
Manager, Commercial Corporate Sales at Zendesk

Education

Bachelor of Arts (B.A.) from University of Wisconsin-Madison

More Information

Social Presence :

Prographics :

Exp : 13 Location : Madison, Wisconsin, United States Job Level : Mid-senior Designation : Director of Sales, Commercial at Vanta
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Insights For Selling To Kristina

During A Call Or A Meeting

DO's

  • Focus on immediate action-items rather than the larger goals
  • Help them realize that there is no personal risk in making this decision
  • Persuade objectively how your product will help them achieve their goals

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t rely excessively on your relationship with them to win the deal

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kristina is

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

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Kristina move?

  • They like to be detailed and take their time to arrive at decisions.
  • Can Kristina take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Kristina

Personality Compatibility


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