Thomas Burkland

Evaluator
DISC Type : Csd

Member at RevOps Co-op

New York City Metropolitan Area, United States

Overview

Thomas Burkland is the Senior Director of Sales Operations at Braze, where he has risen through several leadership roles. A graduate of Northeastern University, he is certified in Braze AI Fundamentals and focuses on team growth and innovation to support the companys most prestigious customers.

Thomas has built his entire sales operations leadership career at Braze, advancing from Manager to Senior Director within the same company.

Personality Overview

Quality Focused

Thorough Evaluator

Hard To Convince

They are not very likely to become strong advocates of your product or service  They focus on the results, but can still be quite procedural and analytical about how to get there They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Revenue Operations
His career is focused on sales and revenue operations at Braze, and he is an active member of the RevOps Co-op.
Team Leadership
He posts about giving his team the space to create "transformational ideas" and hiring to support significant company growth.
Customer Enablement
Highlights customer success stories, such as Sephora's use of Braze, and focuses on serving clients at the "bleeding edge" of their industries.

Media Appearances

Thomas has no verified media appearances

Work History

10-2024
Member at RevOps Co-op
2-2024
Senior Director, Sales Operations at Braze
8-2021 - 2-2024
Director, Sales Operations at Braze
8-2020 - 7-2021
Senior Manager, Sales Operations at Braze
8-2019 - 8-2020
Manager, Sales Operations at Braze

Education

2008 - 2012
Bachelor of Science (BS) from Northeastern University
2016 - 2016
Graduate Certificate from Baruch College

More Information

Social Presence :

Prographics :

Exp : 11 Location : New York City Metropolitan Area, United States Job Level : Senior Designation : Member at RevOps Co-op
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Insights For Selling To Thomas

During A Call Or A Meeting

DO's

  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Be prepared for comments or questions that are critical of your product or your claims
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.

DONT's

  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Don’t nudge them to do something by using the logic that others have done the same
  • Avoid too much small talk, just a few formal pleasantries should be fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Thomas is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Thomas

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Thomas move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Thomas take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Thomas

Personality Compatibility


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