Andrew Work Email & Phone Number

San Francisco, CA, US

Building a go-to-market and pricing consulting firm for B2B SaaS startups (series A to series C).www.esperantogrowth.comPrevious engagements:Developed a partner ecosystem go-to-market strategy from the ground-up for a Series A HR startup.Built partnerships that created a funnel of over 200,000 new prospects and customers and $900m in Total Addressable.

Developed the candidate’s platform on key campaign issues, like women’s health, climate change and cost of living.Organizing fundraising initiatives to drive contributions from both local and national sources.Driving efforts to gain endorsements from important political groups in Florida that will further the candidate’s name recognition in the.

San Francisco, California, US

Managed the day-to-day sales operations and go-to-market strategy for a $60m ARR Series B biometric identity company in the digital payments, financial technology and e-commerce space.Led a team of three that managed all sales operations functionality, including reporting & analytics, enablement & the tech stack.Built a robust forecasting methodology from.

Denver, CO, US

San Francisco, CA, US

Managed day-to-day operations and designed the yearly go-to-market strategy of the $230 million Annual Contract Value partner channel sales, marketing and product teams to hit KPIs, revenue and compensation targets.Designed and managed org-wide compensation plans for more than 100 contributors that aligned with sales and marketing growth targets, driving.

San Francisco, California, US

• Quantified the success of Trailhead marketing programs and influenced product roadmap by analyzing customer adoption and stickiness. These efforts helped increase Trailhead's MAU by ~40% over the last year.
• Determined return on investment (ROI) of Trailhead marketing programs and Trailhead product features by defining and measuring relevant usage metrics such as monthly average users (MAU) and usage by user demographics.
• Led analytics efforts to understand customer acquisition, engagement and retention patterns critical in supporting the growth of a young product addressing multiple customer personas; analysis used by leadership to.
• Identified most effective conversion paths (signup to trail completion) and popular content utilizing data from Google Analytics as well as transactional and user metadata from SQL database to strategize and target.

San Francisco, California, US

• Accelerated Trailhead sales growth through sales strategy recommendations and forecasting models to guide sales team focus areas leading to an average yearly AE attainment increase of 18%.
• Developed a go-to-market strategy for Trailhead sales leaders and account executives using Trailhead sales patterns correlated with Salesforce core product sales to indicate patches where there were opportunities to.
• Improved sales operations and forecasting abilities for the Trailhead sales team by creating the first channel specific (i.e. training methods) sales forecasting model, which allowed the team to more accurately predict.
• Built a new territory carving model based on training sales performance trends at the post-sales RVP level and supported the model implementation resulting in a more evenly distributed quota attainment relative to.
• Assisted in the development of new credential certification product offerings catered to the average end user Salesforce administrator skills, which remains an aspect of Trailhead, and defined quantitative success.

San Francisco, California, US

• Managed a team that improved sales enablement data quality to allow for more accurate and repeatable analysis of Salesforce’s AE training.
• Created a process to decipher keys to success for account executives leveraging sales data, which had not been executed successfully before at Salesforce; loaded sales performance data into Access database to prepare.
• Provided insights to accelerate onboarding progress and productivity ramp of new account executives across the company through the development and monthly delivery of the first internal sales enablement metrics pack on.
• Derived and recommended success measures based on top performer historical data for an account executive to exceed targets.

• Supported marketing and pricing teams of a virtual collaboration, whiteboard and project management tool.
• Managed paid search go-live strategy targeted to expand the customer base for Mindjet’s recently released cloud-based productivity tool
• Determined pricing structures by product based on user research tests and analysis on usage patterns

Plano, Texas, US

• Managed state and local level compliance and regulatory food and beverage issues for 350+ properties around the world
• Assisted the General Counsel in coordinating three major acquisitions that resulted in the doubling of the company’s property portfolio
• Reviewed contracts, subpoenas, confidentiality agreements and provided litigation support

My work at The Cohen Group included the following responsibilities:Performed research and assisted with marketing projects for clients to improve product visibility and profit marginsPrepared briefing books for the principals’ conferences with talking points and biographies for all meetings

Master Of Arts (M.A.), International Relations And Economics, Energy, Resources And The Environment; Emerging Markets

Bachelor Of Arts, Latin American And Iberian Studies

Diploma