Nick Cousin

Commander
DISC Type : D

Global Director, Business Development (Managing SDRs & full-cycle sellers) at Billtrust

Seattle, Washington, United States

Overview

Nick is a global revenue leader with over a decade of experience scaling sales development and go-to-market engines for SaaS and fintech firms. He specializes in AI-driven growth, GTM strategy, and operational execution, holding a MEDDICC certification. Colleagues describe him as supportive, knowledgeable, and a genuine mentor.

Outside of his core responsibilities, Nick dedicates time to mentoring aspiring tech professionals. He serves as a sales coach for RE: WORK TRAINING, an organization focused on empowering untapped talent. He is also likely a supporter of the Arkansas Razorbacks, his alma maters team.

Unique fact: While at DocuSign, Nick authored the companys official Upsell, Cross-Sell, and New Business Prospecting Playbook.

Personality Overview

Risk-Taker

Impact-Driven

Candid & Clear

They are very proud of what they do.  More than the product, they care about the effectiveness of the product. They respond better to strong and respectful interactions.

Topics They Care About

AI in Fintech
His current role at Billtrust focuses on selling AI-integrated financial technology solutions, and he frequently shares content on using AI to improve Accounts Receivable processes.
Scaling Sales Orgs
His career has centered on building and scaling sales organizations, having led teams of over 130 people and consistently achieving triple-digit quota attainment.
Go-to-Market Strategy
He has extensive experience owning and executing GTM experimentation, including AI tooling pilots, ABM motions, and segmentation strategy at companies like DocuSign.

Media Appearances

Nick has no verified media appearances

Work History

2-2025
Global Director, Business Development (Managing SDRs & full-cycle sellers) at Billtrust
2-2023 - 2-2025
Director, Enterprise Market Development at DocuSign
1-2023
Sales Coaching & Mentorship at RE:WORK TRAINING
2-2021 - 1-2023
Senior Manager, Commercial Market Development at DocuSign
3-2019 - 2-2021
Manager, Commercial Market Development at DocuSign

Education

Bachelor of Science (B.S.) from University of Arkansas ­- Sam M. Walton College of Business
International Business & Economics from University College Dublin

More Information

Social Presence :

Prographics :

Exp : 11 Location : Seattle, Washington, United States Job Level : Mid-senior Designation : Global Director, Business Development (Managing SDRs & full-cycle sellers) at Billtrust
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Insights For Selling To Nick

During A Call Or A Meeting

DO's

  • Speak about competitive differentiation that your product offers
  • Get to the point quickly instead of spending time doing small talk
  • Hold your ground without indulging in one-upmanship

DONT's

  • Do not hesitate from asking counter questions, just avoid challenging their authority
  • Avoid being a storyteller and don’t try to oversell
  • Don't try too hard to forge relationships with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Nick is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Nick

  • If they decide not to use your product, they will say no clearly.

Insights For Deal Planning

    How fast (or slow) will Nick move?

  • They can take decisions very fast if you manage to convince them.
  • Can Nick take some risk or not?

  • The risks don’t matter much to them.

You And Nick

Personality Compatibility


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