Rob Bernshteyn

Commander
DISC Type : D

General Partner at ICONIQ

San Francisco Bay Area, United States

Overview

Rob Bernshteyn is a General Partner at ICONIQ, focusing on AI-driven enterprise platforms with over 30 years of experience. He was formerly the Chairman and CEO of Coupa Software, where he led the company through its IPO and to nearly $1 billion in revenue. Colleagues describe him as an inspirational, strategic, and visionary leader.

He is the author of the book "Value as a Service, " which details his philosophy on building customer loyalty through subscription-based business models.

Personality Overview

Candid & Clear

Impact-Driven

Decisive

They respond better to strong and respectful interactions.  They are less concerned about the product and more about its potential impact. They prefer to move quickly, and expect the same from others.

Topics They Care About

AI in Enterprise
His current focus at ICONIQ is investing in and advancing AI-driven enterprise platforms that amplify human capability and business performance.
Value as a Service
He authored a book on this topic, promoting subscription-based business models as a way to ensure long-term customer success and loyalty.
Leadership Development
He actively invests in the next generation of leaders and hosts discussions with product executives to share insights on innovation and strategy.

Media Appearances

ICONIQ Growth Welcomes Rob Bernshteyn. Featured in ICONIQ Capital

See Now

Work History

2-2024
General Partner at ICONIQ
2-2009 - 5-2023
Chief Executive Officer & Chairman of the Board of Directors at Coupa Software
6-2004 - 2-2009
VP, Global Product Marketing & Management at SuccessFactors
6-2001 - 5-2004
Director, Product Management at Siebel Systems
4-1999 - 12-1999
Associate at McKinsey & Company

Education

2000 - 2001
MBA from Harvard Business School
1991 - 1995
BS from University at Albany

More Information

Social Presence :

Prographics :

Exp : 35 Location : San Francisco Bay Area, United States Job Level : N/A Designation : General Partner at ICONIQ
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Insights For Selling To Rob

During A Call Or A Meeting

DO's

  • Hold your ground without indulging in one-upmanship
  • Refer to testimonials from well-known industry leaders
  • Help them weigh the risks by sharing objective proof points without becoming too analytical

DONT's

  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person
  • Don’t take too much time in sending them information if they ask for any
  • Don’t be in a rush to invite them for a social meet and greet

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rob 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 Rob

  • If they are not convinced, they will say no without any hesitation.

Insights For Deal Planning

    How fast (or slow) will Rob move?

  • If convinced, they can reach decisions quite fast.
  • Can Rob take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And Rob

Personality Compatibility


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