Tom M.

Questioner
DISC Type : c

Account Executive at Salesforce

Greater Chicago Area, United States

Overview

Tom is an Account Executive at Salesforce, where he has built his career after progressing from sales development roles. A graduate of Indiana University Bloomington, he brings a diverse background that includes both sales and information technology to his current position.

Before starting his career in software sales, Tom worked as an Information Technology Intern for a major construction company, managing network integration and user systems.

Personality Overview

Price-Sensitive

Value Seeker

Systematic

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. They prefer to fully evaluate every situation.

Topics They Care About

Enterprise Sales
He has advanced from a business development role into an Account Executive position at Salesforce, indicating a focus on acquiring and managing large customer accounts.
Salesforce Ecosystem
His entire recent career has been at Salesforce and he actively participates in company events like Connections, showing deep engagement with the community.
Indiana Hoosiers
[Predicted] As a graduate of Indiana University Bloomington, he likely follows the university's sports teams, a common point of connection for alumni.

Media Appearances

Tom has no verified media appearances

Work History

7-2025
Account Executive at Salesforce
2-2024 - 8-2025
Enterprise Business Development Representative at Salesforce
3-2023 - 2-2024
Sales Development Representative at Salesforce
1-2023 - 3-2023
Sales & Purchasing Associate at Sage-Popovich inc. at sage-popovich, inc.
3-2019 - 7-2020
Information Technology Intern at James McHugh Construction Co.

Education

2018 - 2022
Bachelor's degree from Indiana University Bloomington
2015 - 2018
Core 40 with Academic Honors from Munster High School

More Information

Social Presence :

Prographics :

Exp : 7 Location : Greater Chicago Area, United States Job Level : Middle Designation : Account Executive at Salesforce
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • If you have a lower priced product compared to the competition, call out the same
  • Share as much information as possible regarding your product

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Tom

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Tom take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Tom

Personality Compatibility


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