Michael Pinto

Doer
DISC Type : ds

Chief Revenue Officer (CRO) at Workiva

Greater Philadelphia, United States

Overview

Michael is the Chief Revenue Officer at Workiva, specializing in scaling global go-to-market engines for AI and cloud companies. He has a history of driving multi-billion dollar growth at firms like Databricks and AWS and holds an MBA from NYU Stern School of Business.

He is involved in his local business community, serving as a board member for the Philadelphia Chamber of Commerce. His educational background at Lafayette College and his civic engagement suggest strong ties to the Pennsylvania area.

Unique fact: Michael has personally forged over fifty distinct agreements that were each valued at more than $100 million.

Personality Overview

Risk-Accepting

Long-term Focused

Results Focused

Reading between the lines and seeing beyond your words comes naturally to them.  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

Data & AI Platforms
His recent professional focus is on the significant impact of Data & AI, including promoting partnerships around open-source models like Meta's Llama 3. 1.
Go-to-Market Strategy
His career centers on architecting commercial GTM engines, having scaled revenue from $300M to over $8B at previous companies.
Strategic Partnerships
He has extensive experience building value through transformative partnerships with cloud hyperscalers and Global Solution Integrators.

Media Appearances

Workiva Appoints Michael Pinto as Chief Revenue Officer. Featured in Workiva Investor Relations

See Now

Workiva CEO Touts Revenue Growth, Sustainability Software Partner Wins and Sales Hire Amid Activist Investor Question Marks. Featured in Sustainable Tech Partner

See Now

Michael Pinto – Contributor Profile. Featured in Workiva (AU) Contributors

See Now

Work History

11-2025
Chief Revenue Officer (CRO) at Workiva
2-2023 - 5-2025
SVP & General Manager, Americas at Databricks
2-2023
Vice President & Managing Director, Americas East at Amazon Web Services (AWS)
10-2017
Managing Director, Northeast Area at Amazon Web Services (AWS)
Executive Vice President and GM of Global Sales at Medidata Solutions

Education

1994 - 1997
Masters Of Business Administration from NYU Stern School of Business
1986 - 1990
Bachelor Arts from Lafayette College

More Information

Social Presence :

Prographics :

Exp : 7 Location : Greater Philadelphia, United States Job Level : Leadership Designation : Chief Revenue Officer (CRO) at Workiva
URL has been copied!

Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • Focus on the results that your product produces, expect some strategic questions in return
  • Stick to your standard pitch and qualifying script, don't try to wing it

DONT's

  • Avoid putting conscious effort into relationship-building
  • Don't get into pricing discussions early on, steer conversation towards proven results
  • 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 Michael 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 Michael

  • 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 Michael move?

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

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

You And Michael

Personality Compatibility


Other Workiva Employees

Explore more public profiles from related professionals at the same organization.

More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.