Andrew Sinclair

Questioner
DISC Type : c

Account Executive | Enterprise at Salesforce

Toronto, Ontario, Canada

Overview

Andrew Sinclair is an Enterprise Account Executive at Salesforce with a history of exceeding quotas at tech firms like Digital. ai and Okta. His career demonstrates strong expertise in enterprise software sales, focusing on identity management, digital operations, and value stream management solutions for large organizations.

He holds an Honours Bachelor of Arts from McMaster University and has completed extensive sales training, including John Barrows and Sandler, along with a certification in Command of the Message. He follows publications like the Harvard Business Review, indicating an interest in business strategy and leadership insights.

Andrew was a Presidents Club winner at PagerDuty after achieving an impressive 180% of his quota.

Personality Overview

Value Seeker

Cautious & Analytical

Systematic

It is quite likely of them to ask for pricing or other concessions.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to do thorough analysis of any situation.

Topics They Care About

Enterprise Sales Performance
He consistently exceeded sales quotas, achieving 130% at Okta, 106% at Digital. ai, and winning President's Club at PagerDuty by hitting 180% of his target.
Value Stream Management
Stems from his experience as an Enterprise Account Executive at Digital. ai, an intelligent value stream management company.
Identity & Access
Based on his successful tenure at Okta, the leading independent identity provider, where he worked in commercial sales.

Media Appearances

Andrew has no verified media appearances

Work History

10-2023
Account Executive | Enterprise at Salesforce
4-2022 - 10-2023
Account Executive | Enterprise at Digital.ai
5-2021 - 4-2022
Account Executive | Commercial at Okta, Inc.
10-2020 - 5-2021
Enterprise Corporate Sales at PagerDuty
12-2018 - 2-2021
Enterprise Business Development - Team Lead at PagerDuty

Education

Honours Bachelor of Arts from McMaster University

More Information

Social Presence :

Prographics :

Exp : 8 Location : Toronto, Ontario, Canada Job Level : Middle Designation : Account Executive | Enterprise at Salesforce
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Insights For Selling To Andrew

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • If you have a lower priced product compared to the competition, call out the same
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Andrew is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Andrew

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Andrew move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Andrew take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Andrew

Personality Compatibility


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