Kathryn H., MBA
Kathryn H., MBA, is an accomplished Global Business Practices Manager at Salesforce with extensive experience in enterprise cloud licensing, contract negotiation, and commercial deal structuring. Over her 15+ year career, she has developed expertise across on-premise, perpetual, SaaS, and consumption models, as well as conversions from SaaS to public cloud and perpetual to subscription agreements. Kathryn is known for her strategic approach to deal pricing, revenue recognition, and process improvement, combining a deep understanding of sales operations with a proven ability to optimize complex business transactions.
Prior to Salesforce, Kathryn held leadership roles at NetBrain Technologies and Cloudera, where she focused on deal desk management, subscription conversions, and customer retention strategies. Her colleagues consistently praise her as a creative problem-solver and trusted partner in high-value enterprise deals, noting her ability to structure win-win solutions and provide reliable guidance across cross-functional teams. Alongside her professional work, Kathryn contributes to her community as a volunteer assistant swimming coach, mentoring student-athletes and helping rebuild high school swimming programs.
Kathryn holds an MBA from the University of Southern Indiana and a Contracts Management Certificate from UC Irvine. Her dedication to continuous learning and professional development is reflected in her certifications and Six Sigma Green Belt project experience. Outside of work, she actively engages in sports coaching and volunteering, demonstrating the same commitment to excellence and mentorship that she brings to her professional life.
• GDPR Compliance: Essential Training
• Leading Productive Meetings
• Strategic Negotiation
• NFHS Level 1 Coach
• Sharepoint End User Trainer Certification
• University of Southern Indiana- M.B.A.
• UC Irvine
• University of Indianapolis- B.A.
• United States Sports University- M.S.
• Indiana University Indianapolis
What do you attribute your success to?
I attribute my success to a combination of deep expertise in contract management, a commitment to ethical decision-making, and the ability to navigate complex, ambiguous situations while collaborating effectively with teams to drive results.
What’s the best career advice you’ve ever received?
Don't give up.
What advice would you give to young women entering your industry?
My advice to young women entering the tech and business operations industry is to keep learning, ask questions fearlessly, and never let self-doubt hold you back—confidence and clear communication will make you stand out and be heard.
What are the biggest challenges or opportunities in your field right now?
The biggest challenges in my field include navigating male-dominated spaces and proving capability, but these are also opportunities to leverage emotional intelligence, mentorship, and continuous learning. Companies like Salesforce, with their focus on equality, allyship, and belonging, provide a supportive environment to grow and make an impact.
What values are most important to you in your work and personal life?
The values most important to me are trust, clarity, and effective communication, both in my work and personal life, as they help me balance business goals with strong relationships.