Mark Kirkwood

Pioneer
DISC Type : ISD

Regional Director, Enterprise NEUR at Airtable

Greater Reading Area, United Kingdom

Overview

Mark is a sales leader with over 15 years of experience building high-achieving enterprise SaaS teams in the EMEA region for companies like Airtable and Udacity. He specializes in coaching teams using frameworks like MEDDPIC and Command of the Message. He holds a BSc from Anglia Ruskin University.


He is consistently described by colleagues as determined, energetic, hard-working, and possessing a natural aptitude for selling.

Personality Overview

Driven But Considerate

Friendly But Fast

Decisive But Friendly

If they are convinced, they can become very strong champions for your product  They have the unique ability to win both love and respect from their team (or outsiders) They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed

Topics They Care About

SaaS Sales Leadership
Focuses on building and coaching high-achieving enterprise sales teams by understanding individual motivations to deliver exceptional results.
Sales Methodologies
An expert in applying frameworks like MEDDIC and Command of the Message to navigate complex enterprise sales cycles.
EMEA Go-To-Market
Experienced in supporting EMEA growth strategy and expanding into new territories, including Northern Europe and DACH markets for enterprise SaaS companies.

Media Appearances

Mark has no verified media appearances

Work History

9-2023
Regional Director, Enterprise NEUR at Airtable
8-2021 - 9-2023
Regional Vice President UK&I at Udacity
3-2021 - 8-2021
Senior Enterprise Account Executive at Udacity
12-2018 - 3-2021
Senior Enterprise Account Executive at MongoDB
8-2017 - 12-2018
Product Account Manager at BMC Software

Education

2001 - 2005
BSc from Anglia Ruskin University

More Information

Social Presence :

Prographics :

Exp : 19 Location : Greater Reading Area, United Kingdom Job Level : Mid-senior Designation : Regional Director, Enterprise NEUR at Airtable
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Build a trustworthy relationship while keeping the product center-stage
  • Mostly stick to your standard pitch and qualifying script, but add some stories or anecdotes to it
  • Ask them for a lunch or coffee once some rapport has been established

DONT's

  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don't lean very heavily into providing too much information, sharing whitepapers etc.
  • Don’t be too verbose or overly friendly; a little bit, however, is fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Mark

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • They are generally fast movers and can take quick decisions
  • Can Mark take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Mark

Personality Compatibility


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