Michael Lange

Inquirer
DISC Type : cd

Named Account Executive at Salesforce

Oakland, California, United States

Overview

Michael is a successful Named Account Executive at Salesforce with a background at notable tech companies like Okta and Navan. An alumnus of UC Santa Barbara, he has been consistently recognized for his performance, including winning Presidents Club twice. People often describe him as inquisitive, diligent, and dependable.

His work on a significant Data + AI opportunity at Salesforce was recently highlighted by CEO Marc Benioff during the companys Q3 FY26 earnings call.

Personality Overview

Demanding

Hard To Convince

Upfront

They focus on objectivity in a pitch and pay little attention to bells and whistles.  They don’t always try to control the conversation but neither do they like yielding it fully. They care equally about the product and its potential impact.

Topics They Care About

Data & AI Solutions
His current work on a major Data + AI opportunity at Salesforce was recently mentioned by the CEO on an earnings call, highlighting its significance.
Enterprise Identity Security
Achieved President's Club status twice during his tenure as an Enterprise Account Executive at identity security leader Okta, Inc.
User-Centric Software
He expressed excitement about Navan's mission to create "Business Software Designed for People, " indicating a passion for user-friendly enterprise tools.

Media Appearances

Michael has no verified media appearances

Work History

7-2024
Named Account Executive at Salesforce
10-2022 - 12-2023
Sr. Enterprise Account Executive at Navan
2-2022 - 10-2022
Regional Sales Manager at Veza
2-2021 - 1-2022
Enterprise Account Executive at Okta, Inc.
2-2019 - 1-2021
Field Account Executive at Okta, Inc.

Education

2008 - 2012
Bachelor's degree from UC Santa Barbara
2010 - 2011
Communication from Alma Mater Studiorum – Università di Bologna

More Information

Social Presence :

Prographics :

Exp : N/A Location : Oakland, California, United States Job Level : N/A Designation : Named Account Executive at Salesforce
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Highlight the competitive differentiation of your product
  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Refer to testimonials from others in similar positions

DONT's

  • Refrain from asking too many questions
  • Don't try too hard to get friendly, let it happen with time
  • Avoid long winding pitches, stay objective

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from Michael

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • Their decision making speed is somewhere in the middle.
  • Can Michael take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And Michael

Personality Compatibility


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