Andrew Bourne

As Director of Sales Development, I lead a high-performing team of 5 Managers and Senior Managers, overseeing a dynamic organization of 35+ Sales and Market Development Representatives (SDRs and MDRs). My focus is on building and scaling a best-in-class pipeline engine that fuels revenue growth and drives the success of the Sales teams in the region.

I’m passionate about developing leaders, empowering teams, and creating a culture of accountability, performance, and continuous learning. I work cross-functionally with Marketing, Sales, and Finance to align on strategy, optimize outreach, and maximize conversion across the funnel.

Key areas of focus include:
🔹 Scaling outbound and inbound pipeline strategies
🔹 Coaching and mentoring emerging leaders and reps
🔹 Driving efficiency through process, tooling, and data
🔹 Partnering with executive leadership on GTM strategy
🔹 Fostering a culture of inclusion, ambition, and results

Our team's mission is simple: deliver quality pipeline, develop great people, and make a measurable impact.

• 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.
• 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 sales development representatives and one Sales Development Representative Manager in FY23.
• Targeted, attained, and surpassed qualified opportunities by 115% and generated $35M in Pipeline in FY23 by managing cross-functional teams.

• 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.
• 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.

• First-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.
• 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 reps as well as revenue success for the team.

• 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.

• Account Executive selling Salesforce CRM products to new and existing customers in Small Business in Toronto, Canada (Aug 2010 to Oct 2011) and Sydney, Australia (Nov 2011 to Sep 2013).
• Achieved over 110% of plan YTD for the first 3 quarters of FY12.
• Ranked 1st in all of VSB AMER for June 2011 with 128K ACV.
• Exceeded quota and led the SMB team in ACV for 2 of the first 3 months after transferring to a new role and territory in Australia.
• Exceeded annual quota across both roles in FY12.