Matthew Johndrow

Captain
DISC Type : SD

Enterprise Account Executive at Sware

Detroit, Michigan, United States

Overview

Matthew is an Enterprise Account Executive at Sware, specializing in AI-enabled validation for the life sciences industry. A proven sales leader with a background at DocuSign, he holds an MBA from the University of Michigan and is a Certified Public Accountant. Colleagues describe him as an impactful, amazing, and incredible leader.

Based on his education, Matthew likely follows University of Michigan athletics. His time at the University of San Diego for his undergraduate degree suggests a possible interest in local sports teams there as well.

Unique fact: He is a seasoned technology sales leader who is also a Certified Public Accountant (CPA).

Personality Overview

Output-Driven

Consummate Professional

Planner & Achiever

Reading between the lines and seeing beyond your words comes naturally to them.  They are very professional in their approach and can weigh multiple perspectives together. They might take some time to make their mind up but once they do, they don't change it easily.

Topics They Care About

AI in Life Sciences
His current role at Sware and recent activity focus on modernizing validation with AI-powered workflows for pharma, MedTech, and life sciences companies.
Sales Team Leadership
His career highlights building, coaching, and scaling high-performing sales teams, with a people-first philosophy that consistently drives revenue growth.
Modernizing Validation
He is focused on helping companies move from traditional Computer System Validation (CSV) to more efficient, automated, and intelligent workflows.

Media Appearances

Matthew has no verified media appearances

Work History

11-2024
Enterprise Account Executive at Sware
4-2023 - 10-2024
Senior Director of Sales at RIVET Work
2022 - 2023
Regional Vice President, Mid-Market/Majors, Healthcare & LifeSciences at DocuSign
2020 - 2022
Regional Vice President, Commercial Sales at DocuSign
2019 - 2020
Manager, Commercial Sales at DocuSign

Education

2009 - 2011
Masters of Business Administration (MBA) from University of Michigan
1994 - 1998
BA from University of San Diego

More Information

Social Presence :

Prographics :

Exp : 25 Location : Detroit, Michigan, United States Job Level : Mid-senior Designation : Enterprise Account Executive at Sware
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Insights For Selling To Matthew

During A Call Or A Meeting

DO's

  • Focus on the results that your product produces, expect some strategic questions in return
  • Use phrases like 'your team deserves', 'best in class' etc.
  • Stick to your standard pitch and qualifying script, don't try to wing it

DONT's

  • Don't shy away from asking hard questions, but be extra polite
  • Don't take their patience for granted, avoid long-winding sermons
  • Don't go over them unless you are left with no other option

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matthew is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Matthew

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Matthew move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Matthew take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Matthew

Personality Compatibility


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