Tom Connolly

Judge
DISC Type : Dc

Director of Strategic Sales - Midwest at Airtable

Greater Chicago Area, United States

Overview

Tom is the Director of Strategic Sales for the Midwest at Airtable, specializing in helping enterprise teams streamline execution with AI-powered, no-code solutions. With a background at ServiceNow and Salesforce, he has a history of driving growth in competitive markets. He holds degrees from DePaul University and Northwestern University.

Outside of work, Tom is a husband and father. He is an active investor in securities and real estate. His hobbies include playing the guitar, singing, and golf, where he humorously compares his swing to Happy Gilmores.

Based on recommendations, colleagues consistently describe him as enthusiastic, creative, engaging, and dependable.

Personality Overview

Quality Focused

Demanding

Fast But Wary

More than the product, they care about the impact of the product.  They respond well to strong and respectful communication. They are not always relationship oriented.

Topics They Care About

AI-Powered Automation
He focuses on helping teams build AI-powered apps to replace manual work and fragmented systems, a central theme in his recent social media posts.
No-Code Platforms
His work revolves around enabling teams to build and scale solutions with no-code tools like Airtable, eliminating reliance on engineering or IT.
Enterprise Sales Leadership
He leads strategic sales teams for the Midwest and has a background in managing enterprise teams at ServiceNow and Salesforce, often highlighting team achievements.

Media Appearances

Tom has no verified media appearances

Work History

2-2026
Director of Strategic Sales - Midwest at Airtable
12-2024 - 2-2026
Sr. Strategic Account Executive at Airtable
1-2024 - 12-2024
Sr. Solutions Executive - Strategic Financial Services at ServiceNow
2-2021 - 1-2024
Director of Enterprise Sales, Source to Pay, CX, and Field Service Management at ServiceNow
2-2020 - 2-2021
Vice President Sales - Service Cloud for Manufacturing, America at Salesforce

Education

2003 - 2005
BS from DePaul University
2014 - 2015
Organizational Leadership from Northwestern University

More Information

Social Presence :

Prographics :

Exp : 20 Location : Greater Chicago Area, United States Job Level : Mid-senior Designation : Director of Strategic Sales - Midwest at Airtable
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Speak about competitive differentiation that your product offers
  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.
  • When negotiating terms, help them build an impression that they are the ones calling the shots

DONT's

  • Do not hesitate from asking counter questions, just avoid challenging their authority
  • Do not spend too much time focusing on product tech or features
  • Don’t be in a rush to invite them for a social meet and greet

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

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

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

Insights For Deal Planning

    How fast (or slow) will Tom move?

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

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

You And Tom

Personality Compatibility


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