Nikhil Kaul

Swiss army knife

Technical fluency. I speak the language of different stakeholders: engineering, security, or operations. As a solution-focused seller for much of my career, I can earn credibility with a technical audience while also communicating real value to the business.

Compass

GTM strategy. My cross-functional background has uniquely positioned me to understand the pieces that need to come together to bring product and services to market. I rebuilt Medallia's mid-market motion from scratch — pricing, methodology, servicing — cutting time-to-close by 40% and growing the mid-market book of business by $1.5M ACV.

Climbing rope

Multi-stakeholder navigation. I connect people who often aren't talking to each other: IT, security, product, and operations. I'm extremely self-sufficient and can handle the full spectrum, from running business value workshops to security reviews.

Trail map

End-to-end sales ownership. I've operated under both team and individual quotas, and I know the nuances of early-stage versus late-stage sales cycles.

Headlamp

AI-native selling. My current specialization is selling ServiceNow's AI product suite — I lead AI transformation and strategy discussions with customers every day. I also use Claude to automate much of the product-build process involved in my role.

Two-way radio

VOC to product influence. I've designed, architected, and launched products in the past, and I have deep familiarity with the processes and stakeholders involved in doing so. My passion for people and my willingness to take ownership over outcomes ensures customer feedback helps shape the product roadmap.