Sam Rosenthal

Commander
DISC Type : D

Account Executive - Strategic at Backbase

Greater Sydney Area, Australia

Overview

Sam Rosenthal is a strategic Account Executive at Backbase, specializing in helping banking leaders across Australia, New Zealand, and the Pacific move beyond fragmented systems. His background in global SaaS sales and go-to-market strategy at firms like Whatfix and Salesforce provides him with a sharp commercial perspective. He is certified in Advanced MEDDPICC.

He has represented his company on the main stage at major industry events, such as co-presenting a session on digital adoption success at the Gartner IT Symposium/Xpo on the Gold Coast.

Personality Overview

Decisive

Impact-Driven

Strong-Willed

They like to move fast and expect the same from others.  More than the product, they care about the impact of the product. They prefer to be the ones controlling the conversation or defining the terms.

Topics They Care About

Digital Banking Transformation
He focuses on helping financial institutions move past fragmented systems and "point-solution fatigue" to build modern, competitive banking platforms.
AI in Enterprise SaaS
His career includes roles centered on AI-powered platforms at Backbase (Banking), Whatfix (Digital Adoption), and Zendesk (Customer Experience).
Digital Adoption
Previously at Whatfix, he focused on ensuring employees and customers seamlessly adopt new enterprise applications, a topic he has presented on at Gartner events.

Media Appearances

Sam has no verified media appearances

Work History

1-2026
Account Executive - Strategic at Backbase
4-2024 - 12-2025
Account Executive - Strategic & Enterprise, ANZ at Whatfix
1-2023 - 7-2023
Account Executive - Strategic Accounts | APAC at Emarsys
6-2021 - 1-2023
Account Executive - Enterprise | CX & AI Products at Zendesk
5-2018 - 1-2021
Account Executive - Marketing Cloud at Salesforce at Salesforce

Education

Advanced MEDDPICC from MEDDIC Academy

More Information

Social Presence :

Prographics :

Exp : 6 Location : Greater Sydney Area, Australia Job Level : Middle Designation : Account Executive - Strategic at Backbase
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Insights For Selling To Sam

During A Call Or A Meeting

DO's

  • Objectively showcase the impact that your product creates
  • Be respectful but crisp
  • Speak about competitive differentiation that your product offers

DONT's

  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person
  • Avoid being too verbose
  • Do not hesitate from asking counter questions, just avoid challenging their authority

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sam is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Sam

  • If they decide not to go ahead, they will say no without hesitation.

Insights For Deal Planning

    How fast (or slow) will Sam move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Sam take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Sam

Personality Compatibility


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