About Lareina

Lareina leads McKinsey’s global Tech Infrastructure & Services sector for the High Tech Practice, where she is an expert on digital sales transformations, sales excellence, and culture change.

Lareina’s recent work includes:

  • redesigning a digital first sales and marketing strategy, including an assessment of the operational requirements and transformation roadmap
  • developing a new digital customer experience and leading design teams to stand up an initial prototype
  • establishing the SaaS strategy and economic transition model for traditional software offers
  • developing the new talent and leadership model for a high-tech company

Lareina has been a keynote speaker at Dreamforce, DemandCom, and Sales Account Management Conference (SAMA). She leads McKinsey's Go-to-Market workshops, bringing together a variety of sales leaders across industries.

Determined to help win the war for talent and gender parity, Lareina is the head of McKinsey North American Women. She co-created McKinsey Academy for Women and counsels executive teams on improving diversity in their organizations. Lareina also leads McKinsey’s Women in the Workplace partnership with LeanIn.Org and The Wall Street Journal, and she frequently speaks about women’s issues, including at Fortune’s Most Powerful Women Summit, Makers Conference, Techonomy, Professional BusinessWomen of California Conference, and Women’s Forum for Economy & Society in France. She is on the board of the International Center for Research on Women (ICRW) in Washington D.C. and the San Francisco Child Abuse Prevention Center.

Videos

Everything You Want to Know About Sales Growth but are Afraid to Ask,” Dreamforce, October 2016

A continuing struggle for ‘Women in the Workplace,’” Bloomberg, September 30, 2016

Ending the gender gap in workplace promotions,” Fox Business, September 28, 2016

Why Do Women Keep Hitting the Glass Ceiling?” Bloomberg, September 30, 2015

Megatrends: What it means for sales,” McKinsey on Marketing & Sales, August 2015

Select Published Work

Technology and Sales:

Unlocking the power of data in sales,” McKinsey & Company, December 2016

What sales executives need to get right for digital success,” McKinsey & Company, August 2016

The sales secrets of high-growth companies,” McKinsey & Company, May 2016

Is Your Sales Organization Ready for the Digital Revolution?,” Quotable, May 2016

Salespeople need to improve their social media skills,” Forbes, April 2013

“Help your B2B salespeople improve their social media skills,” McKinsey on Marketing & Sales, April 2013

“The Social Enterprise: How your customers produce and consume in the social world,” McKinsey on Marketing & Sales, October 2012

Simplify big data or it'll be useless for sales,” Forbes, October 2012

Sales growth: Five proven strategies from the world's sales leaders,” McKinsey on Marketing & Sales, July 2012

Women in the Workplace:

Time for a new gender equality playbook,” McKinsey Quarterly, February 2017

Women in the Workplace 2016,” a study undertaken by McKinsey & Company and LeanIn.Org, September 2016

What It Will Take to Make the Tech Industry More Diverse,” Harvard Business Review, March 15, 2016

Breaking down the gender challenge,” McKinsey Quarterly, March 2016

Women in the Workplace,” a study undertaken by McKinsey and LeanIn.Org, September 2015

Fostering women leaders: A fitness test for your top team,” McKinsey Quarterly, January 2015

Women in the workplace: A research roundup,” Harvard Business Review, September 2013

Lessons from the leading edge of gender diversity,” McKinsey Quarterly, April 2013

Women in the Economy,” The Wall Street Journal, May 2012

Unlocking the full potential of women at work,” McKinsey & Company, May 2012

Education

Columbia University, School of International and Public Affairs
MA in Economic Policy

Columbia University (Barnard)
BA in History and Political Science