BERTRAND PITHIOUD
Sydney
Summary
Resilient leader in aligning GTM strategies with customer needs and sales priorities, resulting in accelerated growth and expanded market presence. Proven ability to build high-performing teams, coaching talent into future leaders, while fostering a culture of accountability and relentless improvement. Skilled in generating pipelines at scale, winning new clients, and enhancing collaboration across Sales, Marketing, and SDR teams to drive measurable impact. Committed to promoting transparency, diversity, and inclusion in fast-paced environments, ensuring teams not only meet but exceed targets through shared learning and innovation.
Overview
18
18
years of professional experience
Work History
Director, Sales and Business Development APJ
Dynatrace
Sydney
11.2022 - Current
- Lead and scale Sales and Business Development teams (4 Managers, 25+ SDRs/BDRs) across APJ, driving a scalable GTM system for enterprise accounts.
- Established new teams in the Mumbai, Singapore, and Tokyo offices.
- Achieved 44% YoY revenue and pipeline growth contribution, making APJ the company's fastest-growing region.
- Launched targeted outbound enablement programs, combined with inbound campaigns, resulting in a 50% YoY SDR productivity increase and improved new logo acquisition.
- Pilot and optimize the new BD Strategics Team within the IAT (Integrated Account Team) to align our GTM strategy for large enterprise customer accounts across four hubs (ANZ, India, Singapore, and Japan). The key measures across all lines of business are SaaS First, NRR, and Customer Value, to drive 100% renewals with growth.
- Developed and mentored future AEs and sales leaders, fostering a high-performance, inclusive culture.
- Expanded regional market presence, driving co-sell with hyperscalers, and upsell/cross-sell opportunities with local partners.
- Led QBRs with data analytics to enhance collaboration and improve customer engagement.
Director, Global Business Development Operations
Automation Anywhere
Sydney
01.2019 - 01.2022
- Earlier role: Head of Digital Marketing and SDR APJ - Inbound team
- Owned Global SDR enablement & operations across US, EMEA, and APJ.
- Implemented outbound playbooks & inbound SLA alignment, driving 25% YoY increase in pipeline sourced by SDRs.
- Partnered with Marketing to develop account-based programs that improved SDR engagement in strategic accounts by 40%.
- Built dashboards in Salesforce/Tableau for global visibility, enabling faster course correction on underperforming campaigns.
- Hired, onboarded, coached, and promoted SDR teams globally; ramped in 2 months.
Senior Marketing Manager, APJ
Adobe
Sydney
01.2017 - 01.2019
- Led public sector marketing to deliver double-digit ARR growth in the pipeline.
- Designed and executed the APAC Partner Marketing strategy with Microsoft and global partners, driving record pipeline contribution.
- Executive Marketing Programs with the SDR team to accelerate conversion by speeding up the lead-to-opportunity funnel.
- Improved SDR-Sales collaboration, increasing lead follow-up rates by 35%.
- Managed cross-functional teams for successful campaign execution and alignment.
- Collaborated with sales teams to ensure cohesive messaging and customer experience.
- Monitored performance metrics such as website traffic and conversions from digital campaigns.
Marketing Leadership Roles (APJ)
Dassault Systèmes
Singapore
01.2011 - 01.2017
- Head of Marketing, APAC: Built digital strategy, ABM programs, and SDR collaboration, driving 25% pipeline growth year over year.
- Earlier role: Field and Partner Marketing Manager - awarded Highest Pipeline Contributor (2015) and Most Innovative Marketing Project (2016) globally.
- Contributed innovative ideas and solutions to enhance team performance and outcomes for every super region in APAC.
- Work with cross-functional leadership teams to execute integrated marketing campaigns across multiple channels.
- Oversaw budget allocation for marketing projects to ensure optimal resource utilization.
- Mentored junior staff on best practices in digital marketing and campaign execution.
- Managed relationships with external vendors including advertising agencies, media outlets and design firms.
Data Analyst (Europe)
Royal Dutch Shell
Paris
01.2008 - 01.2010
- Early career in finance and market intelligence, delivering insights on pricing models, ROI projections, and competitive positioning across Retail Shell Stations in Europe.
- Collaborated with cross-functional teams to understand data requirements and deliver actionable insights.
- Analyzed data trends to support project decision-making processes.
- Developed reports summarizing key findings from data analyses.
- Presented insights to stakeholders during team meetings.
- Extracted data to build metrics or create dashboards, tracking success toward KPIs.
Education
Master's - Customer Relationship Management
Toulouse Business School
Diploma - Mechanical, Aeronautical & Computer Systems Engineering
University of Sciences & Technologies Toulouse
Skills
- GTM strategy and optimization
- Sales development and pipeline growth
- Cross-functional leadership
- Talent development and coaching
- Demand generation and ABM
- Data-driven sales operations
- Stakeholder engagement
- Team scaling across APJ
- Field marketing strategy
- Sales enablement and funnel management
- Data analytics and KPIs
- Customer engagement
- Account planning
Websites
Languages
French
English
Spanish
Bahasa
Leadership Experience
Former President, Humanitarian Association 4L Trophy in Africa with UNESCO, 2005-01-01, 2007-01-01
Timeline
Director, Sales and Business Development APJ
Dynatrace
11.2022 - Current
Director, Global Business Development Operations
Automation Anywhere
01.2019 - 01.2022
Senior Marketing Manager, APJ
Adobe
01.2017 - 01.2019
Marketing Leadership Roles (APJ)
Dassault Systèmes
01.2011 - 01.2017
Data Analyst (Europe)
Royal Dutch Shell
01.2008 - 01.2010
Master's - Customer Relationship Management
Toulouse Business School
Diploma - Mechanical, Aeronautical & Computer Systems Engineering
University of Sciences & Technologies Toulouse