Richie Lawson

Inquirer
DISC Type : dc

Sr. ISR | SME & Growth at Airwallex

Austin, Texas, United States

Overview

Richie is a Senior ISR at Airwallex focused on SME and growth markets. His background includes strategic account management at Dialpad and Accruen, where he honed skills in consultative, B2B, and SaaS sales. Described as genuine and intelligent, he holds a degree in Political Science and Government from the University of Oklahoma.

He is passionate about the impact his company has on "changing the game for global businesses, " a milestone he feels is bigger than he could have imagined.

Personality Overview

Upfront

Demanding

Judgemental

They care equally about the product and its potential impact.  They focus on objectivity in a pitch and pay little attention to bells and whistles. They can be nudged to make faster decisions by offering what they value.

Topics They Care About

Global Business Impact
Expressed pride and excitement about Airwallex's role in fundamentally changing how global businesses operate, indicating a passion for his company's mission.
Consultative Selling
This is a core skill listed across multiple past roles, suggesting he values a relationship-focused and advisory approach to sales rather than a purely transactional one.
SaaS Sales Methodology
His experience highlights specific frameworks like MEDDIC, showing an interest in structured, effective sales processes within the Software-as-a-Service industry.

Media Appearances

Richie has no verified media appearances

Work History

3-2025
Sr. ISR | SME & Growth at Airwallex
6-2024 - 3-2025
ISR | SME & Growth at Airwallex
6-2023 - 3-2024
Strategic Account Manager at Dialpad
11-2022 - 6-2023
Inside Sales Representative at Accruent
9-2021 - 11-2022
Business Development Representative at Accruent

Education

Political Science and Government from University of Oklahoma

More Information

Social Presence :

Prographics :

Exp : 4 Location : Austin, Texas, United States Job Level : N/A Designation : Sr. ISR | SME & Growth at Airwallex
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Insights For Selling To Richie

During A Call Or A Meeting

DO's

  • Tell them that you are there to help them create visible impact within their organization
  • Be crisp while making the pitch
  • Refer to testimonials from others in similar positions

DONT's

  • Don’t expect them to change their mind quickly if they say no once
  • Avoid repeating yourself or making generalizations
  • Don’t try to be an alpha salesperson, give them equal space

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richie is

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

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

Insights For Deal Planning

    How fast (or slow) will Richie move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Richie take some risk or not?

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

You And Richie

Personality Compatibility


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