Lance Ryba

Visionary
DISC Type : Ds

Account Executive at Salesforce

Atlanta, Georgia, United States

Overview

Lance Ryba is an Account Executive and Team Lead at Salesforce, specializing in SMB software sales by nurturing strategic partnerships. A College of Charleston graduate, his previous achievements include securing a record-breaking $5. 7 million in revenue at Drata. Colleagues describe him as personable, dedicated, and professional.

He serves on Salesforce’s VP Council, collaborating with senior leadership to shape strategic initiatives across the Central/South SMB organization.

Personality Overview

Goal-Oriented

Big Vision Person

Direct & Assertive

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

Topics They Care About

Strategic Partnerships
His professional focus is on driving sales success through strategic relationships, and he is praised for his ability to build connections that transcend transactions.
AI in Sales
He holds a Salesforce AI Associate certification and publicly advocates for businesses to integrate AI to increase win rates and accelerate sales velocity.
Challenger Mindset
Authored a post on the key traits of a strong Account Executive, highlighting the "Challenger Mindset" as the most crucial for creating impact.

Media Appearances

Lance has no verified media appearances

Work History

4-2024
Account Executive at Salesforce
8-2023 - 4-2024
Sales Consultant at Freelance
7-2022 - 8-2023
Account Manager at Drata
6-2021 - 7-2022
Sales Development Representative at Drata
8-2020 - 3-2021
Major Market Sales Executive at AAP

Education

2015 - 2019
Bachelor of Business Administration (B.B.A.) from College of Charleston

More Information

Social Presence :

Prographics :

Exp : 5 Location : Atlanta, Georgia, United States Job Level : N/A Designation : Account Executive at Salesforce
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Insights For Selling To Lance

During A Call Or A Meeting

DO's

  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • Come across as a trustworthy professional and be respectful, they usually know their game
  • Stick to your standard pitch and qualifying script, don't try to wing it

DONT's

  • Don't take their patience for granted, avoid long-winding sermons
  • Don't go over them unless you are left with no other option
  • Don't get into pricing discussions early on, steer conversation towards proven results

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lance 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 Lance

  • 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 Lance move?

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

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

You And Lance

Personality Compatibility


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