Rusty Gunther

Captain
DISC Type : DS

Director of Growth and Innovation at Aterra Designs

Scottsdale, Arizona, United States

Overview

Rusty Gunther is the Director of Growth and Innovation at Aterra Designs, specializing in simplifying complex systems for homebuilders. He focuses on builder technology, design workflows, and scalable options systems. Colleagues describe him as reliable, trustworthy, and a skilled leader with a BFA from Pace University.

He is motivated by growth in all its forms, including building people, systems, and a fulfilling life. His approach is rooted in practical, real-world application, believing the best ideas come from being in the field with clients and teams rather than from a boardroom.

Unique fact: Rusty is passionate about turning design, options, and documentation into a competitive advantage for homebuilders.

Personality Overview

Long-Term Thinker

Dynamic But Sincere

Decisive But Calm

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

Builder Technology
His current role focuses on driving technology innovations that transform how homebuilders design, offer, and document options for buyers.
Scalable Systems
A core part of his professional philosophy is building real-world systems that scale, reduce errors, and provide clarity as complexity increases.
Sales Coaching
As a former Professional Sales and Leadership Coach, he has a proven track record of helping teams achieve significant growth in production.

Media Appearances

Rusty has no verified media appearances

Work History

8-2025
Director of Growth and Innovation at Aterra Designs
6-2024 - 9-2025
National Sales Manager at Aterra Designs
10-2022 - 6-2024
Professional Sales and Leadership Coach at Southwestern Consulting
6-2021 - 1-2023
Regional Sales Coordinator at Aflac
7-2017 - 6-2021
Regional Sales Coordinator at Aflac

Education

1999 - 2003
BFA from Pace University
1991 - 1999
Education details unavailable from Mary Institute and St. Louis County Day School

More Information

Social Presence :

Prographics :

Exp : 20 Location : Scottsdale, Arizona, United States Job Level : Mid-senior Designation : Director of Growth and Innovation at Aterra Designs
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Insights For Selling To Rusty

During A Call Or A Meeting

DO's

  • During followups, use phone or text if needed, they should be fine
  • Stick to your standard pitch and qualifying script, don't try to wing it
  • You can spend time on BANT (or other qualification methodology) but keep it to the point

DONT's

  • Avoid putting conscious effort into relationship-building
  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rusty 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 Rusty

  • 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 Rusty move?

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

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

You And Rusty

Personality Compatibility


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