Andrew Johnston
Carlsbad,CA
Summary
Enterprise sales leader with a track record of exceeding quota, closing 10X+ ACV deals, and building pipeline well above target. Brings cross-functional sales leadership, C-suite engagement, and success opening new verticals in national and enterprise accounts.
Overview
12
12
years of professional experience
Work History
Strategic Account Executive
Revv
10.2025 - Current
- Secured largest MSO in Canada and forged agreements with national insurance and mechanical companies, generating pipelines exceeding 10x annual quota.
- Established new verticals in enterprise arena across MSOs, mechanical, referral partners, calibration companies, and insurance companies.
- Revv equips repair shops with AI-powered SaaS to stay ahead in the shift toward advanced vehicle technology. Utilizing an ADAS Identification platform that allows customers to identify, document, manage workflow and invoice all in one place.
Mid Market Account Executive
Samsara
03.2025 - 10.2025
- Generated pipeline at 300% of quota, driving significant growth in prospect engagement
- Achieved 100% to quota my first quarter and 101% to quota my 2nd quarter
- Samsara is the leading fleet management and safety platform offering cameras and video, fleet telematics, equipment management and workforce management.
Senior National Account Executive
Mad Mobile (formerly Sysco)
09.2019 - 01.2025
- Achieved an average of 122% of quota attainment during tenure (FY-24 128% FY-23: 130%, FY-22: 130%, FY-21:120%, FY-20: 105%)
- Rated as #1 or #2 salesperson (against % to quota) during all 16 quarters of tenure (against team of 13 members)
- Successfully closed multiple 10-15X ACV mid-market & enterprise flagship brand deals (including ONP, Buffalo Wild Wings, Texas Longhorn, Toastique, Ikes, Nicos and Primos)
- Promoted from Account Executive to Senior National Account Executive, transitioning to Mad Mobile alongside product line acquisition.
- Led team as Team Lead, providing sales coaching, developing strategies, and supporting procedural compliance for new and existing members.
- Mad Mobile is a software (SaaS) company offering solutions for POS, order management, customer engagement, and loyalty for the retail and restaurants industries. My responsibilities include leading cloud consultations, mentoring new hires and creating leads from prospecting to close.
Director, Enterprise Sales
SolSource Logistics
02.2018 - 06.2019
- Closed $8.5M in new revenue by creating, managing, and closing multiple key deals, resulting in a 300% increase in hospitality segment sales and a 200% increase in grocery segment sales.
- Achieved an average of 355% of quota attainment during tenure (FY-19: 507%, FY-18: 209%), via consistent & qualified pipeline creation, value selling, and developing strong, trusted client and industry relationships.
- Hired as founding Sales Director, built sales process from ground up, expanded client base into multiple new verticals, and grew team from 1 to 8 members, establishing a scalable foundation for future growth.
- Developed all client management, fulfillment, quoting, and servicing processes from scratch, enabling scalable sales and client operations while supporting overall growth.
- SolSource Logistics helps companies improve the movement of furniture, fixtures & equipment (FF&E) for new construction build-outs, remodels and other special capital budget projects. My responsibilities in this role included developing, implementing, and executing on formal account plans which included prospecting into, engaging, qualifying, managing, negotiating and successfully closing new, enterprise-level clients deals nationwide.
Territory Sales Executive
Mitchell International
03.2015 - 02.2018
- First Sales Executive to exceed $500k ACV won in company history (against a goal of $360k).
- Achieved an average of 138% of quota attainment during tenure (FY-2015: 130%, FY-2016: 155%, FY-2017: 130%).
- Ranked in top 15% of sales team (23 members) for quota achievement across all 12 quarters of tenure.
- Awarded Rookie of the Year (2015), NA Sales Executive of the Year (2016), & Elite Council Award (2016).
- Advanced from Level 1 to Level 3 Territory Sales Executive through demonstrated sales performance and leadership.
- Mitchell International provides software solutions to the automotive industry for managing collision and medical claims, parts and labor estimates, and vehicle part replacement quotes. My responsibilities included territory-based prospecting, creating and qualifying new deals, presenting to leaders and executives, along with successfully negotiating and closing new customer accounts.
- Presented insights and strategies at multiple industry tradeshows and conferences, including SEMA and NACE, and contributed to industry podcasts.
Education
Bachelors - Politics
University of California, Santa Cruz
01-2004
Skills
- Experience: 11 years sales and business development experience with a track record of strong quota attainment, consistently winning large & complex deals, managing detailed sales processes, and being a trusted top-performer
- Tools: Salesforce,(CRM), SalesLoft (Sales Engagement), Gong (Sales Coaching)
- Top Skills: New Logo Acquisition Pipeline management Strategic Account Management Executive Relationship Development Consultative Selling C-Suite Engagement Executive Presentation Business Development Client Account Expansion Value Selling Enterprise Sales Contract Negotiation Product Knowledge -
Previous Positions
- Operations Specialist | Caliber Collision | 2013-2015
- General Manager | AutoMasters Collision | 2006-2013
Timeline
Strategic Account Executive
Revv
10.2025 - Current
Mid Market Account Executive
Samsara
03.2025 - 10.2025
Senior National Account Executive
Mad Mobile (formerly Sysco)
09.2019 - 01.2025
Director, Enterprise Sales
SolSource Logistics
02.2018 - 06.2019
Territory Sales Executive
Mitchell International
03.2015 - 02.2018
Bachelors - Politics
University of California, Santa Cruz