Todd Klopfenstein

Captain
DISC Type : SD

VP, New Member Onboarding at USAA

San Antonio, Texas, United States

Overview

Todd Klopfenstein is the VP of New Member Onboarding at USAA, with deep expertise in sales, service, and underwriting. He holds an MBA and a Lean Six Sigma certification. Colleagues describe him as highly driven, intelligent, and results-focused, often referring to him as a servant leader.

He is an alumnus of Arizona State University and has spent a significant portion of his career based in San Antonio, Texas, where USAA is headquartered. His interests seem to lie in leadership principles and operational excellence, reflecting a commitment to professional development and team success.

Unique fact: Todd started his career in insurance as an underwriter at State Farm, giving him foundational industry knowledge.

Personality Overview

Decisive But Calm

Output-Driven

Consummate Professional

They exhibit a rare combination of being result-oriented but patient at the same time.  They might take some time to make their mind up but once they do, they don't change it easily. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

Member Onboarding
As the executive in charge of new member onboarding at USAA, he is directly focused on creating a seamless and positive initial experience.
Servant Leadership
He is explicitly called a "servant leader" in recommendations and shares posts about authentic leadership and appreciating employees' work.
Process Optimization
He is certified in Lean Six Sigma Foundations and previously led a Portfolio Management Office (PMO) to maximize value and align resources.

Media Appearances

Todd has no verified media appearances

Work History

11-2025
VP, New Member Onboarding at USAA
10-2024 - 11-2025
AVP, Sales and Service at USAA
11-2023 - 10-2024
AVP, Sales & Service Performance and Portfolio at USAA
8-1998 - 5-2001
Associate Underwriter, Underwriter, Senior Underwriter at State Farm ®
7-1997 - 6-1998
Credit Manager/Intern at Norwest Financial

Education

Bachelor's degree from Arizona State University
Master of Business Administration (MBA) from Grand Canyon University

More Information

Social Presence :

Prographics :

Exp : 5 Location : San Antonio, Texas, United States Job Level : Senior Designation : VP, New Member Onboarding at USAA
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Insights For Selling To Todd

During A Call Or A Meeting

DO's

  • Use phrases like 'your team deserves', 'best in class' etc.
  • Focus on the results that your product produces, expect some strategic questions in return
  • You can spend time on BANT (or other qualification methodology) but keep it to the point

DONT's

  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't shy away from asking hard questions, but be extra polite
  • Don't take their patience for granted, avoid long-winding sermons

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Todd 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 Todd

  • 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 Todd move?

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

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

You And Todd

Personality Compatibility


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