Richard Bray

Questioner
DISC Type : c

CFO at PandaDoc

Lisbon, Lisbon, Portugal

Overview

Richard Bray is the Chief Financial Officer at PandaDoc, leveraging a background in investment banking at firms like Citigroup and Davidson Kempner. A Chartered Financial Analyst and Vanderbilt University alumnus, he also has entrepreneurial experience as the co-founder and CEO of ADSHIFT.


He successfully pivoted his own digital marketing agency into a venture-backed SaaS company before joining the corporate world.

Personality Overview

Systematic

Cautious & Analytical

Value Seeker

They prefer to do thorough analysis of any situation.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

SaaS Finance
As the CFO of a high-growth SaaS company, he focuses on scaling financial operations, FP&A, and leveraging data for strategic decisions.
Venture-Backed Growth
He raised venture capital for his own startup and was instrumental in PandaDoc's Series C financing, achieving a $1B valuation.
Building Teams
He has a stated focus on building high-performance teams and fostering a positive company culture, both as a founder and a CFO.

Media Appearances

Richard has no verified media appearances

Work History

2017
CFO at PandaDoc
10-2016 - 2-2017
Interim Director of Finance and Operations at PTB Ventures
2013 - 2017
Co-Founder and CEO at ADSHIFT
2009 - 2013
Investment Analyst at Castle Creek Arbitrage LLC
2008 - 2009
Special Situations and Distressed Debt Analyst at Davidson Kempner Capital Management

Education

Bachelor’s Degree from Vanderbilt University
Continuing Education from Stanford University
Continuing Education from New York University

More Information

Social Presence :

Prographics :

Exp : 21 Location : Lisbon, Lisbon, Portugal Job Level : Leadership Designation : CFO at PandaDoc
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasise more on facts and measurable benefits

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Richard

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Richard take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Richard

Personality Compatibility


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