Matthew Kay

Wildcard
DISC Type : ics

Commercial Account Executive at Vertice

London, England, United Kingdom

Overview

Matthew is a Commercial Account Executive at Vertice, specializing in intelligent procurement platforms for enterprises. With a background in Go-To-Market strategy and sales enablement at companies like Highspot, he focuses on helping finance teams optimize their software spend. He holds an SDR-to-AE Skills Bootcamp certification.

He recently celebrated his promotion to the Account Executive team, publicly thanking his mentor for their coaching and support over the past year.

Personality Overview

Curious But Skeptical

Requires Proof

ROI Driven

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell

Topics They Care About

SaaS Spend Optimization
Shares content on the high rate of SaaS inflation and the financial waste from underused software licenses, which is a core focus of his company, Vertice.
Sales Career Growth
Recently completed an SDR-to-AE bootcamp and announced his promotion, showing a clear focus on his personal development path within the sales profession.
Go-To-Market Strategy
His experience includes Go-To-Market roles at both Vertice and Privasee, indicating an interest in how companies introduce their products to the market.

Media Appearances

Matthew has no verified media appearances

Work History

1-2026
Commercial Account Executive at Vertice
12-2024 - 1-2026
Enterprise GTM at Vertice
5-2024 - 12-2024
GTM at Privasee
4-2022 - 5-2024
Senior Sales Development Representative at Highspot
6-2021 - 4-2022
Sales Enablement Specialist at Highspot

Education

2007 - 2014
Education details unavailable from Hardenhuish

More Information

Social Presence :

Prographics :

Exp : 6 Location : London, England, United Kingdom Job Level : Middle Designation : Commercial Account Executive at Vertice
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Insights For Selling To Matthew

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Focus on immediate action-items rather than the larger goals
  • Invite them for a social do but don’t rely solely on the relationship

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matthew is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Matthew

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Matthew move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Matthew take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Matthew

Personality Compatibility


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