Andrew Bourne

Inspirer
DISC Type : di

Director, ANZ Sales Development at DocuSign

Cromer, New South Wales, Australia

Overview

Andrew is a tech sales leader with over 20 years of experience building and coaching high-performing teams at Salesforce, Elastic, and DocuSign. A graduate of the University of Guelph, he is described by peers as an "over-achiever, coach at heart, and strategic mind. "

Outside of his professional life, Andrew is deeply passionate about ice hockey and has been an active part of a club for over a decade. He values the community around the sport, including the players, sponsors, and dedicated fans.

He has recently been open and transparent about his career journey after his role was made redundant, viewing it as an opportunity for a new chapter.

Personality Overview

Decisive

Achievment Oriented

Generous

They don’t mind taking a stand if they believe in something.  They measure a product on its merit but can be influenced by strong testimonials. They respond well to objective pitches but also attach some value to relationships.

Topics They Care About

Sales Development Leadership
Has a two-decade track record of building and leading high-performing sales development teams for major tech companies like DocuSign, Elastic, and Salesforce.
Coaching Sales Talent
Focuses on developing SDRs into future Account Executives and training first-line managers to support their team's career growth and success.
Ice Hockey Community
Has been passionately involved with an ice hockey club for over 10 years, showing a deep appreciation for the players, sponsors, and fans.

Media Appearances

Andrew has no verified media appearances

Work History

5-2023
Director, ANZ Sales Development at DocuSign
1-2022 - 12-2022
Director, APJ Sales Development at Elastic
2-2017 - 12-2021
Director, Sales Development at Salesforce
8-2015 - 2-2017
Senior Manager, Sales Development Representatives at Salesforce
8-2013 - 7-2015
Manager, Sales Development Representatives at Salesforce

Education

1997 - 2000
Bachelor of Arts from University of Guelph
Leadership in Disruptive Times (certificate) from California State University - East Bay

More Information

Social Presence :

Prographics :

Exp : 21 Location : Cromer, New South Wales, Australia Job Level : Mid-senior Designation : Director, ANZ Sales Development at DocuSign
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Insights For Selling To Andrew

During A Call Or A Meeting

DO's

  • Refer to testimonials from well known people to highlight the value of your product
  • Focus on the big picture and the strategic value of your product
  • Keep your pitch focused on the impact but insert some anecdotes into it

DONT's

  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don't be unorganized, be prepared for the pitch
  • Don’t keep repeating the same information, it could make them impatient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Andrew is

  • Product value plays a big role, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Andrew

  • If they do not firmly believe in you, they will refuse without hesitation.

Insights For Deal Planning

    How fast (or slow) will Andrew move?

  • If they develop confidence in your product and you, then they can make fast decisions.
  • Can Andrew take some risk or not?

  • If necessary, they have the ability to take risky decisions.

You And Andrew

Personality Compatibility


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