Kunal Pathak

Collaborator
DISC Type : si

Advisory Board Member - Strategic AI Program at University of San Francisco School of Management

San Francisco, California, United States

Overview

Kunal Pathak is a Director of Deal Strategy at ServiceNow and an Advisory Board Member for the Strategic AI Program at the University of San Francisco. His expertise lies in go-to-market strategy, deal structuring, and revenue operations. People who have worked with him describe him as intelligent, diligent, and a smooth negotiator with positive energy.

Beyond his core professional roles, Kunal has demonstrated a keen interest in the intersection of business and technology. While at university, he served as President of the Net Impact club, where he took the initiative to organize events focused on emerging business models like electric car charging stations.

Unique Fact: Kunal is a frequent speaker at industry events, sharing his insights on Deal Strategy and Revenue Operations at summits and on podcasts.

Personality Overview

Appreciative

Consensus Builder

Fair-minded

They are more likely to go for proven solutions.  Win-win scenarios can appeal strongly to them. Unlike D or C types, they are calm as well as friendly and can give the impression of being more receptive than they actually are.

Topics They Care About

Deal Strategy
This is his core area of expertise, as reflected in his job titles and his frequent speaking engagements at events like Pricing Week 2025.
Revenue Operations
He is a recognized leader in RevOps, speaking at summits and holding an advanced certification in the field, focusing on unifying teams to accelerate decisions.
Go-to-Market Strategy
His roles and speaking topics often revolve around shaping GTM narratives and commercial operations, indicating a deep focus on bringing products to market effectively.

Media Appearances

Kunal has no verified media appearances

Work History

11-2025
Advisory Board Member - Strategic AI Program at University of San Francisco School of Management
7-2024
Director, Deal Strategy & Commercial Operations at ServiceNow
9-2022 - 6-2024
Regional Director, GTM Pricing Strategy at ServiceNow
11-2022 - 7-2024
Executive at Pavilion
6-2022 - 9-2022
Senior Director, Deal Strategy & Operations at Guild Education

Education

2009 - 2011
Masters from Santa Clara University Leavey School of Business
2020 - 2020
Building and Scaling Subscription Businesses from Stanford Continuing Studies

More Information

Social Presence :

Prographics :

Exp : 6 Location : San Francisco, California, United States Job Level : Mid-senior Designation : Advisory Board Member - Strategic AI Program at University of San Francisco School of Management
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Insights For Selling To Kunal

During A Call Or A Meeting

DO's

  • Take time to make them feel comfortable before getting to the main pitch
  • Be visibly appreciative of their actions during your interactions
  • Show genuine interest in solving their problems

DONT's

  • Avoid unnecessary confrontation if it arises incidentally
  • Don’t ask too many questions that sound too dry and objective
  • Don’t sound very transactional

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kunal is

  • Relationships can sway their decisions, followed by the low risk and the presence of good evidence.
  • Will you ever get a clear answer from Kunal

  • They are diplomatic when needed and rarely say no directly.

Insights For Deal Planning

    How fast (or slow) will Kunal move?

  • Even if they are engaged and friendly, they can take their time to make decisions.
  • Can Kunal take some risk or not?

  • They probably won’t put a lot at risk.

You And Kunal

Personality Compatibility


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