What I do for your Business

• ASSESSMENT of your current B2B SaaS Sales execution, skills, processes, tooling, methodologies, governance and content.   
• RECOMMEND and EXECUTE (either as interim or fractional) the Implementation of your B2B SaaS Sales and Marketing Infrastructure to support your Go-to-Market
  • Governance model, forecasting, pipeline, compensation plans, budgeting, processes, KPI based measurement, sales and CS methodologies (eg MEDDPICC, Challenger, Jolt, Customer Success), tooling. 
  • Assist and execute hiring of your B2B SaaS sales organisation in both your domestic market and Internationally. 
• BUILD and EXECUTE your requirements for International Expansion using my best practice playbook
  • Scope International expansion needs across Product, Legal, HR, Marketing, Operations, Sales, Rev Ops, Customer Success, Finance  
  • Hire your International Sales and Marketing Leadership, onboard and coach to productivity. 

RELEVANT Experience

• Launched and grown EMEA divisions of US HQ's Software/SaaS companies on four occasions, two times growing to over $100m annual revenues from very small beginnings (both of which IPO'd and were then acquired) at an average annnual growth of over 60%.    
• As CRO transformed an inbound SME based SaaS motion adding a B2B outbound into Mid Market and Enterprise and scaled to over $40m ARR
• Interim CCO working for the CEO to build and scale a new B2B Sales and Marketing motion, winning the first 15 lighthouse customers in new Category
• Interim VP EMEA to launch pre-IPO SaaS vendor, hiring initial team and representing them at key events.
• Led and launched new Sales and Marketing Operations for Software companies in Europe, Australia and the USA on over twenty separate occasions
• Holder of EU (Irish), UK and Australian citizenships with current US L1 work visa

HOW I WORK FOR YOUR BuSINESS 

• • 3 to 6 months Interim CRO/CCO/VP EMEA/VP Sales contracts.
  • Fractional CRO/CCO/VP EMEA/VP Sales  1-2 days per week. 
  • CRO, CCO, VP EMEA, Strategic Advisor on monthly retainer.

BUSINESSES I have worked for

ENDORSEMENTS

"Andrew Gilboy did a terrific job leading our EMEA Sales efforts at Demandware for a number of years. He built a European wide sales organization virtually from scratch, as we had previously distributed almost entirely through partners. He also led successful entries into a number of countries where we had never before done business - such as Italy, Spain, and the Nordic area."

Tom Ebling, CEO Demandware 

"I hired Andrew into Stellent when we had a very small operation in the UK, and during challenging times for the industry in 2001/2. Andrew immediately made decisive and positive changes to transform the UK operation, before progressing to lead the European team to great success always delivering on the revenue goals before Stellent was acquired by Oracle"  

Vern Hanzlik, CEO Stellent 

"Andrew grew our EMEA business from early stages into a sustainable business at scale through the IPO and eventually to the multi-billion dollar acquisition by Salesforce. He possesses the rare combination of leadership that can scale from smaller stage start-ups of a few people through critical mass operations with hundreds of people. Besides being a consummate professional, Andrew is a great family man, accomplished athlete, and world traveler."  

Steven Chung, President BigCommerce. (I worked with Steven at both Demandware and PagerDuty)

"Andrew manages to combine the rigour required in managing a near $100m business and yet maintain a strategic and long-sighted view of the future of social networking technologies."   

Andrew Sutherland SVP Oracle