Matt Andrews · Enterprise Sales

Track record

Every stage of the curve, from IPO scale to zero-to-one.

2013 – 2020 Tableau CSM → Enterprise AE →
Manager, SLED & Healthcare

Joined the original customer team for Tableau Online when the SaaS product operated like a startup inside the company. Built a territory from the ground up into one of the top-performing books, was the top rep on a West Coast named-account team, and got promoted into enterprise and then into leadership.

Seven years, one lesson that stuck: the reps who win long-term are the ones whose customers actually deploy. I only sold rollouts I believed would succeed, and my references section is the receipt.

3× President's Club Top rep, West Coast named accounts Multiple $1M+ multi-year accounts Promoted 4 times

2020 – 2023 Alation Enterprise Account Executive,
Pacific Northwest

Enterprise AE for the Pacific Northwest at the data-catalog category leader. Managed a $3.4M ARR book across accounts including Boeing, Expedia, T‑Mobile, and F5, with a flagship account north of $1M ARR, and closed over $1.5M in net-new business.

Long-cycle, multi-stakeholder platform sales: data governance, security review, procurement, and a committee of technical and executive buyers on every deal. This is where the MEDDIC muscle got hard-won. Earn the technical champion, build the business case with the economic buyer, and multi-thread until the deal doesn't depend on any one person.

$3.4M ARR book $1.5M+ net new closed 1× President's Club

2023 – 2025 Caliper / Millworks Head of Sales & Alliances

First sales hire and sales leader for a cloud cost-optimization product. No pipeline, no playbook, no brand. Sold the first 18 customers personally, doubled average sale price inside two years, and closed the company's first enterprise license agreement.

Zero-to-one selling is a different sport: you're selling a company, not just a product, and every early deal doubles as market research. It's also where I started building my own tooling, because a team of one can't afford manual pipeline work.

18 first customers, sold personally 2× ASP First ELA closed

2025 – Now Fractional GTM Enterprise seller for
early-stage AI companies

Running full-cycle enterprise sales for early-stage AI and infrastructure companies: building outbound motions from scratch, sourcing and qualifying strategic accounts, and getting founders their first enterprise customers. Recent work spans predictive infrastructure AI, FinOps, and social intelligence platforms.

It's a working lab for the modern sales craft: every engagement runs on the pipeline system I built, and every playbook gets pressure-tested against a new market.

Full-cycle, founder-adjacent AI & infrastructure focus

The reference check

A peer wrote my reference as a fact check. Kept it.

Verbatim from a LinkedIn recommendation by a colleague who competed against me on the same leaderboard.

Fact

"He outperforms his peers in quota attainment quarter after quarter."

Fact

"By encouraging customers to take ownership of their evaluation and adoption plans, he only sells successful deployments."

Fiction

"Matt Andrews is purely reactive and writes long, me-focused emails." Her verdict: "FICTION! He comes up with the cleverest ways to engage executives and senior leadership, building customers for life."

Rachel Griffin Peer at Tableau · now Snowflake Alliances Lead, Omni

References

What customers and managers say, in their words.

One of the best and brightest account executives I have ever worked with. Matt goes beyond trusted advisor status. He is the model account executive.

William Webber

Client · Data Governance Leader

He was the top-performing rep on my team and quickly got promoted to a higher-level Enterprise Account Executive role. The most creative and ambitious prospector I worked with at Tableau, and his customers LOVED him.

Ryan Janoff

Former manager · VP of Sales, Snowflake

He has a natural ability to navigate complex negotiations with grace, always re-centering our needs. Our collaborations transcended typical business interactions.

CT Ansted

Client · Product Builder, DevRev

He went above and beyond, connecting us with others across the industry. Working with Matt was more than a professional engagement. Matt embodies excellence in every aspect of customer engagement.

Melissa Brandsmeier

Client · Project Specialist, Boeing

He built a territory from the ground up and in time became one of the top performing territories. He has a unique way of quickly building trust that expedites the sales cycle.

Adam Putter

Former manager · Tableau

His willingness to connect us to others we could learn from, and pulling in colleagues with the right expertise, always focused on business value delivery.

Joshua Ghanooni

Client · Senior PM, Boeing

I truly appreciate Matt's integrity, work ethic, product knowledge, and his ability to stay calm and focused on solving any problem that came up.

William Webber

Client · Data Governance Leader

How I sell

MEDDIC is the spine. The rest is craft.

01 / Qualify hard, early

Only sell deployments that will succeed

Customers own their evaluation and adoption plans from day one. It slows some deals down and kills a few, and that's the point. Every reference on this page came from a deal that deployed.

02 / Multi-thread everything

No deal should depend on one person

Champion, economic buyer, technical evaluator, procurement: mapped, engaged, and each getting something specific from the deal. Committee sales into Boeing-class accounts taught me deals die single-threaded.

03 / Prospect like a researcher

Signal-driven sourcing, not spray and pray

Incumbent vendors publish their unhappy customers if you know where to look: testimonial pages, reviewer trails, alumni moves. I build target lists from evidence of pain, then write outreach that reads like a peer sharing something useful.

04 / Connect the ecosystem

Customers for life, not for quarters

The pattern in my references isn't an accident: I connect customers to each other, to experts, to user groups. It compounds. A network you've built honestly is the only pipeline source that never dries up.

The toolkit

I build my own tooling, so selling time goes to selling.

Most reps answered "how do you use AI?" with a paragraph about ChatGPT. I answer it with working software.

Pipeline OS is a system I designed and built to run my own GTM motion end to end. It scores accounts against an ICP, enriches contacts and signals from the open web, drafts sequenced outreach in my voice, and keeps the CRM honest without me touching it.

The result: I show up to a new territory with a scored account list and a prospecting plan on day one, and I spend my hours on conversations instead of data entry.

ScoringAccounts ranked against a defined ICP, refreshed as signals change
EnrichmentContacts, funding, tech-stack, and intent signals from open sources
SignalsMonitors role changes, reviews, and vendor moves that open doors
SequencesOutreach drafted in my voice, personalized per account, human-reviewed
CRM hygieneEvery touch logged automatically. The forecast stays honest

Enterprise seller.
Sales leader.

Every stage of the curve, from IPO scale to zero-to-one.

A peer wrote my reference as a fact check. Kept it.

What customers and managers say, in their words.

MEDDIC is the spine. The rest is craft.

Only sell deployments that will succeed

No deal should depend on one person

Signal-driven sourcing, not spray and pray

Customers for life, not for quarters

I build my own tooling, so selling time goes to selling.

Building an enterprise team?
Let's talk.

Every stage of the curve, from IPO scale to zero-to-one.

A peer wrote my reference as a fact check. Kept it.

What customers and managers say, in their words.

MEDDIC is the spine. The rest is craft.

Only sell deployments that will succeed

No deal should depend on one person

Signal-driven sourcing, not spray and pray

Customers for life, not for quarters

I build my own tooling, so selling time goes to selling.

Building an enterprise team?Let's talk.

Building an enterprise team?
Let's talk.