Andrew Bourne Email & Phone Number

Narraweena, Nsw, Au

San Francisco, Ca, Us

San Francisco, California, Us

Led, trained, and coached 5 teams of sales development representatives across ANZ, India, ASEAN, Korea, and Japan. Built new processes and metrics for sales development to drive inbound and outbound pipeline for sales. Built a winning team culture for fully remote teams across multiple countries, cultures, and languages. Collaborated with Sales, Marketing, and Executive Leadership to drive success throughout the sales funnel.Key Contributions:• Promoted multiple top performing sales development representatives into AE roles.• Achieved and exceeded pipeline in Q1 and Q2 of FY23 by 119% and 111% respectively.• Spearheaded implementation of new KPIs and goals for SDRs, while hiring 10 salesdevelopment representatives and one Sales Development Representative Manager in FY23.• Targeted, attained, and surpassed qualified opportunities by 115% and generated $35M inPipeline in FY23 by managing cross-functional teams.

San Francisco, California, Us

Delivered 2nd-line leadership for 6 teams in sales development across Australia and New Zealand. Created programs and processes aimed at overachieving growth targets in pipeline and revenue. Liaised with recruiting to ensure achievement of hiring and headcount targets. On-boarded and trained 1st-line managers to support SDR and BDR career growth.Key Contributions:• Built and managed a world-class Sales Development organisation of 65+ people across 6 teams of managers, SDRs, and BDRs• Delivered >$50M in Pipeline annually and consistently achieved 20+% growth in Pipeline and Revenue YoY• Hired, coached and promoted 12+ managers into senior leadership positions in sales and sales development• Developed and built the Business Development Associate program in Australia, turning grads into strong sales people• Built successful new Sales Development team in New Zealand

San Francisco, California, Us

1st-line management of multiple teams of SDRs and BDRs in Australia. Established and monitored analytics to keep stakeholders updated on progress of sales pipeline and talent funnel.Key Contributions:• Recognised as MVP at Global Sales Development offsites in San Francisco and Toronto• Increased headcount of team from 6 SDRs to 22 in first three years.• Achieved year-over-year growth of 20%+ in pipeline and ACV.• Implemented new metrics and comp plans to drive successful sales foundations for the repsas well as revenue success for the team.

San Francisco, California, Us

- Hire, Train, and Manage team of elite Sales Representatives responsible for developing the necessary pipeline to fuel Salesforce.com's explosive growth targets in Australia and New Zealand.- Develop Reps into sales-ready candidates for future Account Executive positions.- Reporting on sales activity and forecast to senior sales management.- Motivate Individuals and the team to exceed objectives through coaching, regular broadcast of results, and creative incentives. - Identify and make recommendations for improvement in the areas of process, efficiency, and productivity.

San Francisco, California, Us

Onboarded and enabled new and existing Account Executives to improve productivity and performance. Developed and delivered sales training on Solution Selling, Sandler Sales Methodology, Objection Handling, Account Reviews, and delivering a winning sales presentation.• 44% increase in Average Deal Size• 35% decrease in deal life-cycle time• 14% increase in Average Win Rates

San Francisco, California, Us

• Cultivated and developed customer relationships to enable sustained revenue growth in SMB in Australia• Exceeded quota and led the SMB team in ACV for 2 of the first 3 months after transferring to a new role, new team, and new office in Australia• Exceeded annual quota across both roles in FY12• Developed ESMB learning group to help train new (and existing) Account Executives in ESMB in all areas of their role

San Francisco, California, Us

• Managed a large territory and sold Salesforce CRM products to new and existing customers in the Very Small Business segment in the eastern USA• Achieved over 110% of plan YTD for the first 3 quarters of Fiscal Year 2012• Closed a 56K ACV deal in June 2011 which was the all-time largest in VSB Toronto• Ranked 1st in all of VSB AMER for June 2011 with 128K ACV Ranked in the top 15 in ACV across all VSB Account Executives in North America• Lead VSB team for the first 3 quarters of FY12 in Jigsaw ACV closed YTD, Service Cloud ACV, and Wall-to-wall ACV

• Managed one of the largest portfolios of business customers for First Mobile New Zealand with an approximate annual gross profit of $100,000• Monthly targets of 60 units and $10,000 Gross Profit were achieved and exceeded consistently• Only person awarded quarterly bonus for hitting all of targets• Repeatedly recognized as the top salesperson in the company• Retained and grew my portfolio by 5%-10% annually• Portfolio growth achieved by cold calling and hunting new businesses (25%) as well as mining my existing accounts for new sales opportunities (75%)

St. Louis, Mo, Us

• Hired, Trained, and manage a team of Management Trainees, Management Assistants, and an Assistant Manager as Branch Manager.• An increase in the branch's net profit from $60,000/year to over $100,000/year by lowering costs/expenses and increasing revenue through sales and marketing strategies.• A Customer Service Index rating of 86% Completely Satisfied (YTD).• Recognized numerous times as being one of the highest in the company.• Successful marketing calls and presentations to all levels of management at both existing and potential corporate accounts that lead to a 44% increase in the branch's corporate revenue.• Continued relationship building with key decision makers in the automobile industry to establish trust and loyalty lead to a 25% increase in the volume of business from dealership and body shop referral sources.• Consistently awarded and recognized as one of the top 5% of all employees for sales.• This led to my rapid promotions as well as being invited to lead sales training classes.• Managed and developed teams of trainees and assistants in their careers and lead them to many promotions and awards.

Bachelor Of Arts, Psychology, Sociology

Leadership In Disruptive Times (Certificate)