Luke Polcari

Trailblazer
DISC Type : ID

Business Development Manager at Ketryx

Boston, Massachusetts, United States

Overview

Luke Polcari is a Business Development Manager at Ketryx, where he builds and scales a BDR team focused on AI in regulated software. He has a proven track record of growth, having advanced from a BDR to a management role at Toast. He holds a Sandler Essentials Certification.

An energetic entrepreneur, Luke built his own business preparing and crewing boats for offshore trips on Cape Cod. This venture required extensive networking, contract negotiation, and client relationship management, showcasing his sales and leadership skills outside of a traditional corporate environment.

Unique fact: He successfully managed his own boat maintenance and crewing business while also working a full-time salaried job.

Personality Overview

Assertive

Persuasive

Achievement-Oriented

They do not mind taking risks and can make hard decisions, if necessary.  They like to keep things under control. They will fight for you if they come to believe in you.

Topics They Care About

AI in MedTech
His work at Ketryx is centered on helping medical companies use AI to develop software faster while maintaining compliance, driven by a mission to impact patient lives.
Scaling BDR Teams
He is responsible for recruiting, coaching, and scaling a high-performing enterprise BDR team at Ketryx, a focus he carried over from his experience at Toast.
Mission-Driven Sales
A personal family medical emergency motivated him to join Ketryx, highlighting his connection to selling a product that has a tangible, positive impact on people's lives.

Media Appearances

Luke has no verified media appearances

Work History

7-2025
Business Development Manager at Ketryx
10-2024 - 8-2025
Senior Business Development Manager, Enterprise and Emerging Markets at Toast
10-2023 - 10-2024
Business Devolpment Manager II at Toast
1-2022 - 10-2023
Outbound BDR Manager at Toast
7-2020 - 12-2020
Inside Sales Representative at Amazon Key for Business

Education

2015 - 2019
Bachelor’s degree from Denison University

More Information

Social Presence :

Prographics :

Exp : 6 Location : Boston, Massachusetts, United States Job Level : Middle Designation : Business Development Manager at Ketryx
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Insights For Selling To Luke

During A Call Or A Meeting

DO's

  • Use phrases like ‘your decision will’, ‘you will impact’ etc.
  • Ask them for a lunch or coffee once some rapport has been established
  • Help them visualize the impact of their decision

DONT's

  • Don’t hesitate from asking them how they truly feel about your product
  • Do not look like someone who doesn’t know what they are talking about
  • Don’t force involvement of other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Luke is

  • Relationship and product conviction matter equally, followed by a sense of achievement.
  • Will you ever get a clear answer from Luke

  • If they are not convinced, they will say no albeit in a friendly manner.


Insights For Deal Planning

    How fast (or slow) will Luke move?

  • They can reach decisions quickly if they develop trust and confidence in the product.
  • Can Luke take some risk or not?

  • They can take risks if necessary.

You And Luke

Personality Compatibility


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