Thomas Michael Cochrane

Judge
DISC Type : Dc

Renewal Manager - Named Enterprise West Region at Cloudflare

Los Angeles Metropolitan Area, United States

Overview

Thomas is a top-performing SaaS revenue leader at Cloudflare with a decade of experience in cybersecurity. A Harvard University alumnus, he specializes in enterprise retention and expansion. Colleagues often describe him as strategic, driven, proactive, and collaborative, underscoring his consistent Presidents Club-level achievements.

Outside of his professional role, Thomas is an Eagle Scout and a certified Open Water Diver, indicating a passion for community and adventure. He also cultivates a strong interest in finance and property, dedicating time to understanding the commercial real estate market.

He was recently recognized as a Trepp Future Commercial Real Estate Leader, an honor awarded to a select group of graduate students.

Personality Overview

Objective Thinker

Demanding

Quality Focused

They are very proud of what they do.  They respond better to strong and respectful interactions. More than the product, they care about the effectiveness of the product.

Topics They Care About

Enterprise Renewals
His roles at Cloudflare and SentinelOne are centered on leading enterprise renewals, focusing on retention, expansion, and long-term customer value in the cybersecurity sector.
Cybersecurity SaaS
He possesses deep expertise in the B2B cybersecurity space from his work at industry leaders Cloudflare and SentinelOne, driving revenue growth and strategy.
Customer-Centric Sales
Recommendations consistently praise his strategic, proactive, and customer-focused approach, highlighting his ability to build strong, collaborative vendor relationships.

Media Appearances

Thomas has no verified media appearances

Work History

3-2026
Renewal Manager - Named Enterprise West Region at Cloudflare
2-2025 - 3-2026
Strategic Renewals Manager - North America at SentinelOne
12-2022 - 1-2025
Senior Renewals Manager - North America at SentinelOne
11-2020 - 12-2022
Enterprise Renewals & Customer Success Manager (CSM) at LeadGenius
3-2019 - 10-2020
Revenue Strategy & Planning at Westmont College

Education

2019 - 2024
Master of Liberal Arts from Harvard University
Graduate Certificate (20 credits) from Harvard Extension School

More Information

Social Presence :

Prographics :

Exp : 11 Location : Los Angeles Metropolitan Area, United States Job Level : Middle Designation : Renewal Manager - Named Enterprise West Region at Cloudflare
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Insights For Selling To Thomas

During A Call Or A Meeting

DO's

  • Get to the point quickly instead of spending time doing small talk
  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.
  • Hold your ground without indulging in one-upmanship

DONT's

  • Avoid being a storyteller and don’t try to oversell
  • Don’t be in a rush to invite them for a social meet and greet
  • Don't try too hard to forge relationships with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Thomas 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 Thomas

  • If they decide not to use your product, they will say no clearly.

Insights For Deal Planning

    How fast (or slow) will Thomas move?

  • They can take decisions very fast if you manage to convince them.
  • Can Thomas take some risk or not?

  • The risks don’t matter much to them.

You And Thomas

Personality Compatibility


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