Stephen Macfarlane

Observer
DISC Type : ci

Global Head of Sales at Pigment

Ontario, Canada

Overview

Stephen Macfarlane is the Global Head of Sales at Pigment, where he leads the global go-to-market team for its AI-native business planning platform. A B. Comm graduate from McMaster University, he previously scaled high-performing teams at MongoDB. Colleagues describe him as a gifted, results-driven, and natural leader.

Outside of his professional life, Stephen is an accomplished athlete and a former OUA Volleyball Champion. He stays current with the tech and venture capital landscape, following industry leaders like Sequoia Capital and TechCrunch to inform his forward-looking perspective.

Beyond his expertise in sales, he was a decorated university athlete, winning a championship in volleyball.

Personality Overview

Curious

Assertive

Value Driven

They can sound friendly and charming but can quickly change gears to become inquisitive and probing.  They are generally good communicators and can be hard to convince. They often ask many questions and rely heavily on information and documentation.

Topics They Care About

AI in Sales
Writes about leveraging AI to redefine sales leadership, particularly for strategic processes like quota-setting and territory planning to drive revenue and reduce attrition.
GTM Strategy
Leads Pigment's global go-to-market team and frequently shares insights on building and operating high-growth GTM organizations.
Partner Ecosystems
Actively builds out his team with leaders who have deep experience in partner motions, viewing a strong partner ecosystem as essential for winning the enterprise market.

Media Appearances

Stephen Macfarlane | Global Head of Sales, Pigment. Featured in Forbes Councils

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Work History

7-2025
Global Head of Sales at Pigment
7-2023 - 7-2025
Area Vice President at MongoDB
2-2022 - 7-2023
Regional Vice President at MongoDB
6-2020 - 2-2022
Regional Director, Enterprise Sales at MongoDB
1-2020 - 6-2020
Sr. Enterprise Account Executive at MongoDB

Education

B.Comm from McMaster University

More Information

Social Presence :

Prographics :

Exp : 15 Location : Ontario, Canada Job Level : Mid-senior Designation : Global Head of Sales at Pigment
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Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • Help them realize that there is no personal risk in making this decision
  • Help them understand the risk aspect fully while inspiring confidence
  • Ask them questions to understand their needs better while staying affable

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t rely excessively on your relationship with them to win the deal
  • Don’t try to rush them into a decision, provide all necessary information first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephen is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Stephen

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Stephen move?

  • They like to be detailed and take their time to arrive at decisions.
  • Can Stephen take some risk or not?

  • They systematically evaluate all decisions and are unlikely to take many risks.

You And Stephen

Personality Compatibility


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