Mark Burns

Collaborator
DISC Type : is

Partner at True.

Boston, Massachusetts, United States

Overview

Mark Burns is a Partner at True and a founding member of the firms Boston office, specializing in executive recruiting for hyper-growth technology and life science companies. His early career in accounting and audit at firms like Arthur Andersen earned him a CPA certification.

Based in the Boston area, Mark lives with his wife and three children. His professional interests include supporting companies backed by venture capital and private equity, drawing on his direct experience working within a VC firm.

He was employee #9 at True, playing a pivotal role in scaling the firm from $1 million to over $350 million in revenue.

Personality Overview

Example Driven

Fair-minded

Good Listener

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.  Win-win scenarios can appeal strongly to them. They are more likely to go for proven solutions.

Topics They Care About

Executive Recruiting
Focuses on human capital and retained searches for C-suite and board-level positions within venture capital and private equity-backed companies.
Scaling Startups
Helped grow True from 10 to over 800 employees and has a history of providing human capital solutions to assist startups with their growth plans.
Tech & Life Sciences
His personal focus is on recruiting for leadership roles within the software and biotechnology industries, a theme consistent throughout his career.

Media Appearances

Mark has no verified media appearances

Work History

5-2012
Partner at True.
6-2008 - 5-2012
Principal at Heidrick & Struggles
2-2008 - 6-2008
Vice President at IronHill Partners
2-2004 - 2-2008
VP Human Capital & Recruiting at St. Paul Venture Capital / Vesbridge Partners
Early Career at RSM and Arthur Andersen

Education

Bachelor of Science (BS) from Massachusetts College of Liberal Arts

More Information

Social Presence :

Prographics :

Exp : 21 Location : Boston, Massachusetts, United States Job Level : N/A Designation : Partner at True.
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Use testimonials, case studies to show them why it is a low-risk, high-value decision
  • Be visibly appreciative of their actions during your interactions
  • If possible, involve their colleagues in the sales process

DONT's

  • Don’t get into excessive details unless prompted
  • Don’t sound very transactional
  • Don’t push them to make decisions very fast, let them take their time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark 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 Mark

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

Insights For Deal Planning

    How fast (or slow) will Mark move?

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

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

You And Mark

Personality Compatibility


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