Matthew Pugh

Enigma
DISC Type : dci

VP EMEA - GTM at LangChain

London Area, United Kingdom

Overview

Matthew is a Go-To-Market leader specializing in scaling Data and AI businesses across the EMEA region. His career features senior leadership roles at high-growth tech firms including LangChain, Securiti, Grafana Labs, and Databricks. He holds a Bachelor of Laws from the University of Nottingham. Colleagues describe him as enthusiastic, diligent, positive, and driven.

Based on a recent team celebration, Matthew appears to enjoy cricket. This activity suggests an appreciation for team-based sports and friendly competition outside of the corporate environment, providing a way to build camaraderie with his colleagues.

Uniquely, he has a formal education in law but has built his career as a sales and GTM expert in the highly technical AI and data sectors.

Personality Overview

Friendly Yet Blunt

Persuasive & Assertive

Hard To Convince

They are likely to ask many questions and look heavily for supporting proof as well as information.  They are generally strong communicators and are not easy to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

Scaling AI Companies
His entire career focus and self-described headline is on building and scaling Go-To-Market functions for Data & AI businesses like LangChain and Databricks.
GTM Strategy
He identifies as a "GTM Builder" and holds the title of VP EMEA - GTM, making this his primary professional focus and area of expertise.
Data & AI Governance
He recently shared updates about enabling safe AI adoption and maintaining robust data governance, showing its importance to him and his customers.

Media Appearances

Matthew has no verified media appearances

Work History

2-2026
VP EMEA - GTM at LangChain
7-2024 - 2-2026
EMEA VP at Securiti
7-2023 - 7-2024
Regional Vice President, Northern Europe at Grafana Labs
1-2022 - 7-2023
Regional Vice President, Strategic - Northern Europe at Databricks
10-2019 - 1-2022
Regional Sales Director UKI & Benelux at Databricks

Education

2005 - 2009
Bachelor of Laws (LL.B.) from University of Nottingham
1996 - 2002
Education details unavailable from Queen Elizabeth School (Barnet)

More Information

Social Presence :

Prographics :

Exp : 17 Location : London Area, United Kingdom Job Level : Senior Designation : VP EMEA - GTM at LangChain
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Insights For Selling To Matthew

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Avoid making offhand commitments, understand the root of their concerns first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matthew is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Matthew

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Matthew move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Matthew take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Matthew

Personality Compatibility


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