Matthew Glaser

Visionary
DISC Type : Ds

Senior Vice President, Commercial Transformation at Norstella

New York City Metropolitan Area, United States

Overview

Matthew is a transformation leader with over two decades of experience scaling SaaS and enterprise tech companies, often in PE-backed environments. He specializes in building and leading Revenue Operations to drive predictability and unify GTM execution. Colleagues describe him as strategic and results-driven, with a Masters from UNC Kenan-Flagler Business School.

Outside of his executive roles, Matthew has demonstrated intense personal dedication by taking a career break for the full-time pursuit of preparing for and studying for the CPA exam, showcasing his commitment to financial and operational discipline.

He was recognized as one of the "Top 100 Revenue Operations Leaders" by The Modern Sale.

Personality Overview

Direct & Assertive

Goal-Oriented

Early Adopter

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

Topics They Care About

Revenue Operations
He builds and leads RevOps functions to improve forecasting and unify go-to-market execution. He was named a Top 100 RevOps leader.
Business Transformation
His roles at Norstell and Sophos focus on high-impact transformations of business systems, sales operations, and data infrastructure to enable scale.
Finance and Sales Alignment
A core pillar of his work is creating a strong partnership between finance and revenue teams, leveraging his background in accounting.

Media Appearances

Matthew has no verified media appearances

Work History

12-2023
Senior Vice President, Commercial Transformation at Norstella
10-2022 - 11-2023
SVP, Revenue, Sales and Business Operations at Emplifi
5-2022 - 10-2022
Personal goal pursuit at Career Break
5-2020 - 4-2022
Vice President, Global Sales and Business Operations at Sophos
12-2019 - 5-2020
Vice President, Sales Operations (Interim) at Vimeo

Education

Master's degree from UNC Kenan-Flagler Business School
Master's degree from New York University

More Information

Social Presence :

Prographics :

Exp : 17 Location : New York City Metropolitan Area, United States Job Level : Leadership Designation : Senior Vice President, Commercial Transformation at Norstella
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Insights For Selling To Matthew

During A Call Or A Meeting

DO's

  • Let them know of potential risks but suggest mitigation methods alongside
  • Use phrases like 'your team deserves', 'best in class' etc.
  • Come across as a trustworthy professional and be respectful, they usually know their game

DONT's

  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't go over them unless you are left with no other option
  • Don't shy away from asking hard questions, but be extra polite

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matthew 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 Matthew

  • 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 Matthew move?

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

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

You And Matthew

Personality Compatibility


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