Andrew Donato
VP Sales
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The Narrative
My journey in sales has always centered on understanding core customer pain points and crafting tailored solutions that drive growth. This is where I discovered the power of operational discipline—centralizing data and remaining organized are the backbone of success in a fast-paced sales environment.
I have consistently scaled revenue across various roles. At Schoology, I managed a team that achieved $3M in closed business in just one year. My leadership at Emburse saw us grow from $12M to $30M in annual recurring revenue. Steering a 12-person team to hit back-to-back targets reinforced my belief that clarity of strategy and individual empowerment lead to extraordinary results. Then, as the General Manager of a $25M P&L, I developed a mindset of thinking like an operator, blending strategic oversight with frontline execution.
My most significant achievement came at Blumira, where I joined a lean team and doubled revenue from $6M to $13M within 15 months, achieving triple-digit year-over-year bookings growth. I pioneered new go-to-market strategies, including a channel program that tripled deal registrations, ultimately shaping our path to sustained growth.
However, the greatest joy in my career has been coaching emerging talent. Witnessing my team members transition into leadership roles or reach peak performance is a testament to the individualized frameworks I’ve cultivated. They are not just metrics on a board; they are future leaders carrying forward the legacy we built together.
Currently, at Trackforce, I'm excited to leverage AI to enhance sales processes and operational rigor, achieving a consistent 100%+ monthly quota attainment. Looking ahead, I’m eager to tackle problems in cutting-edge sectors like AI and emerging technologies where I can lead sales teams to build something impactful from the ground up.
Experience
VP of North American Commercial Sales
CurrentTrackforce
New York
Leads the Commercial Sales team in North America, with a specific focus on bringing process, operational rigor, and structure to the team.
- Delivers consistent monthly achievement of 100%+ to ARR quota MoM.
- Introduced force multiplied processes via AI in key areas such as prospecting, account penetration, territory planning, ROI analysis, and coaching and development.
- Partners with CRO on commercial sales strategy in North America.
- Average Deal size is $50,000/ARR and Average Sales Cycle is 45-60 days.
- Team of 10 Account Executives that manage new business and existing accounts (50/50 mix).
- Built tools to assist in deal creation using AI.
Director, U.S. Sales (Contract)
Board Intelligence, Inc.
Remote
Hired on a contract basis to help Board Intelligence penetrate the U.S. market.
- Delivers insights and recommendations to product, marketing, and sales to help bolster strategy in the U.S. and North America.
- Engages directly with U.S. prospects, working with supporting functions in the U.K. to secure new client relationships.
- Responsible for working with key accounts in the U.S. which include J.P. Morgan, Blackrock, Chicago Network, Syracuse University and others.
SVP of Sales
Blumira, Inc.
Lead the GTM organization, overseeing Direct Sales, MSP Sales, Channel Sales, Sales Engineering, Operations, and BDR teams using tools like HubSpot to optimize performance.
- Delivered triple-digit YoY bookings growth in first full year, fueling company-wide expansion.
- Pioneered three new GTM functions, including a VAR/Channel program with deep MSP focus, tripling deal registration in H2 2024 and unlocking untapped markets.
- Accelerated MSP sales with tailored strategies, achieving a seven-figure MSP quarter and shattering records with the largest deals in company history (3x in 12 months).
- Scaled sales headcount 50% and boosted ADS 50% while cutting close times 30% via process optimization.
- Shape product-market fit as a key executive advisor and lead VC roundtables with investors.
SVP of Sales (Contract)
ExpenseAnywhere, Inc.
Engaged as a short-term fractional leader to revitalize the company’s sales motion, driving rapid GTM realignment across North America and Asia for direct and partner channels in a nine-month turnaround mandate, successfully completed.
- Restarted stagnant sales pipeline, exceeding new revenue targets within nine months.
- Accelerated ARR and NRR growth by repositioning offerings and optimizing team execution.
- Collaborated with leadership to launch an enterprise-grade product, enhancing market traction.
SVP of Sales
Emburse, Inc.
Oversaw GTM execution and product deployment for mid-market and enterprise segments, accelerating revenue and market share.
- Launched Emburse Spend, driving a surge in new business and interchange revenue across all segments.
- Influenced company-wide sales initiatives as a trusted executive collaborator.
SVP & General Manager
Emburse, Inc.
Led the Growth segment, managing P&L, services, and product innovation with a focus on scalable outcomes.
- Grew ARR from $12M to $30M with consecutive years of 100%+ sales performance through pandemic-driven pivots.
- Earned Presidents Club honors (2020, 2021) for exceptional leadership and results.
Head of Sales
Emburse, Inc.
Built and led a 12-person team to back-to-back years of 100%+ target attainment.
- Secured Presidents Club recognition (2019) for sustained revenue excellence.
Director, Sales Productivity & Excellence
Greenhouse Software
- Cut AE ramp time 40% by revamping onboarding programs.
Sales Manager
Schoology
- Scaled team to drive $3M in closed business within 12 months.
Key metrics
12+
Team Size
$15,000-$500,000
Average Deal Size
$25mm
P+L Managed
17
Years Experience
A-D
Stage
What others say
Andrew is a pleasure to work with, he quickly jumped in when we brought him on board as a consultant to our inbound sales channel and immediately helped to shift the teams thinking and culture. Andrews ability to relate to anyone and provide concrete, actionable items that will improve sales productivity and drive revenue is second to none. Andrew separates himself from all of the other consultants and sales leadership that I have worked with throughout my career with his ability to think through problems at a high level but also get into the weeds and execute. Outside of the value he provides, Andrew is just fun to be around - his passion for sales and thinking creatively is evident from the moment you meet him. If anyone is looking for a fresh perspective on their sales function, reach out and have a conversation with Andrew. You won't regret it. I look forward to working with Andrew again.
Andrew is a top tier Sales Leader and coach. I worked with Andrew at Greenhouse and he focused on best practices and process while keeping the sales team top of mind. There is no success in forcing reps to adopt or leave, so Andrew took an approach on showing value of new process while incorporating into each rep's individual style to make them better - a tough task for any sales leaders. He coached on their individual strengths and weaknesses while maintaining proven processes...He was not a one-size-fits-all leader and coach. He coached reps in the manner that would benefit them. Andrew was a great team member.