Operator background
Andrew Kurau is the founder of Material Impact Group and a former Vice President of Sales and Revenue Operations with a proven track record of consistently delivering and exceeding aggressive and ambitious growth targets. Over more than 15 years, he has built the teams, systems, and operating disciplines required to turn go-to-market strategy into measurable growth.
His leadership experience spans Sales, Business Development, Customer Success, Account Management, Sales Engineering, Revenue Operations, B2B Marketing, and GTM Enablement. That full-scope perspective informs how he designs revenue organizations: as coordinated systems rather than disconnected departments.
A first-principles thinker with a technical background in physics and mathematics, Andrew combines analytical rigor with the practical work of selling, coaching leaders, building teams, and operating against a plan.
Operating experience
Dashlane
18× ARR growth from $3M to $55M+
In leadership roles at Dashlane, Andrew helped scale ARR from $3M to $55M+ and played a key role in the company’s B2B pivot. He built international revenue teams and implemented Salesforce CRM, Marketo marketing automation, Outreach sales engagement, custom API integrations, and funnel measurement to support self-service and direct-sales motions.
His work connected revenue-team development with the systems and measurement needed to operate two different routes to market. The ARR figures describe company growth during that experience, not growth attributed to one tool or to his work alone.
eLocal
Led a revenue organization through 5× growth in 3 years
As Vice President of Sales and Revenue Operations reporting to the CEO, Andrew built and led an 80-person revenue organization and its first RevOps function. He established a Challenger sales culture and led a cross-functional modernization of GTM systems, processes, reporting, organizational structure, and operating cadence.
Over three years, the organization grew from a $25M to $125M+ revenue run rate, alongside 7× net-profit growth. New-business revenue grew 800%, new-business revenue per seller increased 7×, and an inbound program scaled at 10×+ ROAS. Most new-business revenue came through outbound prospecting.
Andrew has operated in venture-capital- and private-equity-backed environments where aggressive growth, efficiency, and enterprise value creation were central priorities. The companies he has helped scale have been backed by tier-1 investors including Sequoia Capital, Bessemer Venture Partners, FirstMark, and Rho.
These figures describe different business measures: ARR at Dashlane, revenue run rate at eLocal, and separate changes in new-business revenue, seller productivity, and net profit. They should not be added together or interpreted as results caused by RevOps alone. View Andrew’s professional background on LinkedIn.
Andrew’s Revenue Operations perspective
Revenue Operations should connect strategy, Product & Engineering, Marketing, Sales, Customer Success, Finance, data, and systems around one measurable customer and revenue lifecycle.
Andrew’s approach comes from owning and being held accountable to revenue outcomes, not observing them from the sidelines. He has hired and led Revenue Operations teams, built revenue systems and analytics, defined operating cadences, and managed the organizational tradeoffs that surface when a company scales.
His work through Material Impact Group helps B2B leaders diagnose constraints, design a practical revenue operating model, and build the capabilities required to execute it.
Revenue Operations guides by Andrew Kurau
Connect with Andrew
Bring a proven and experienced operator’s perspective to your revenue challenge
Learn more about Andrew’s professional background on LinkedIn, or request an assessment to discuss the highest-leverage constraint in your revenue system.