Ricky Thakrar

Ricky Thakrar is the Head of Sales and Account Management at Zoho Corporation, where he has spent 14+ years building a long tenured sales organization in the software space. He leads a national team covering SMB, mid-market and enterprise accounts, and has been instrumental in shaping Zoho’s go-to-market strategy across the Americas. Ricky is a big proponent of value based and outcome focused selling. He challenges how sales teams think about approaching customer relationships with focus on continuous discovery, selling change not product, and focusing on time-to-value. He speaks directly to one of the most overlooked problems in sales: why deals that win at the working level still die at the executive table and why most software sales organizations confuse activity with momentum. When he’s not rethinking how sales and customer relationships should work, he’s studying the market through the lens of systems thinkers. Ricky lives in Austin, TX and enjoys retro gaming, hitting his garage gym daily, cooking up new recipes and spending time with his family.