Lynne Riojas

Initiator
DISC Type : Di

Head of SaaS Sales & Interim Head of Client Success at Captiv8

Austin, Texas, United States

Overview

Lynne Riojas is an executive revenue leader at Captiv8, specializing in scaling SaaS sales divisions. With over 20 years of experience at companies like Bazaarvoice, she is adept at team building and strategic growth. Colleagues and reports describe her as a dynamic, savvy, and supportive "powerhouse in SaaS sales. " She holds a Bachelor of Science from James Madison University.

Lynne is deeply committed to professional community and development. She is an active member of Chief, a private network for women executives, and Pavilion, a community for GTM leaders. Her activities, such as co-hosting networking events, reflect her passion for fostering connections and continuous learning within her industry.

Interesting fact: Lynne considers her nearly 11-year tenure at Bazaarvoice to have been a "Master Class in SaaS. "

Personality Overview

Confident

Friendly Challenger

Conviction Driven

They don’t mind taking a stand if they believe in something.  They measure a product on its merit but can be influenced by strong testimonials. They respond well to objective pitches but also attach some value to relationships.

Topics They Care About

SaaS Sales Leadership
Her entire career is focused on scaling SaaS divisions. Recommendations consistently praise her as a "powerhouse" and "expert" in driving SaaS revenue growth.
Women in Leadership
She is a member of Chief, a private network specifically designed to support and elevate senior women leaders into positions of power.
GTM Community
As an Executive Member of Pavilion, she is highly engaged in the go-to-market leadership community, even co-hosting networking events at major conferences.

Media Appearances

Lynne Riojas Joins Captiv8 as Head of SaaS Sales. Featured in Captiv8 Blog

See Now

Work History

5-2023
Head of SaaS Sales & Interim Head of Client Success at Captiv8
12-2022
Executive Member at Pavilion
10-2022
Member at Chief
9-2021 - 5-2023
Sr. Divisional Vice President, Global and Strategic Enterprise at Bazaarvoice
11-2014 - 11-2021
Divisional Vice President, North America at Bazaarvoice

Education

Bachelor of Science from James Madison University

More Information

Social Presence :

Prographics :

Exp : 23 Location : Austin, Texas, United States Job Level : Mid-senior Designation : Head of SaaS Sales & Interim Head of Client Success at Captiv8
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Insights For Selling To Lynne

During A Call Or A Meeting

DO's

  • Clearly address the competitive aspects
  • Refer to testimonials from well known people to highlight the value of your product
  • Acknowledge their status and position during the conversation

DONT's

  • Don’t be very informal even if they are being so themselves
  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t keep repeating the same information, it could make them impatient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lynne is

  • Product value plays a big role, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Lynne

  • If they do not firmly believe in you, they will refuse without hesitation.

Insights For Deal Planning

    How fast (or slow) will Lynne move?

  • They can take fast decisions if they develop conviction in the product and find you trustworthy.
  • Can Lynne take some risk or not?

  • They have the capability of taking risky decisions if necessary.

You And Lynne

Personality Compatibility


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