Shawn Allaway

• Delivering exceptional outcomes with the #1 enterprise experience platform for mission-critical insights and action. Medallia empowers the world’s largest and most prominent brands to make smarter, value-driven decisions by unleashing the power of experience data.
• Leading a successful sales team through major market and organizational disruption, transformed a transactional sales model into a true enterprise sales model. Achieved President’s Club in FY25, while mentoring teams that produced the company’s top sales rep and RD of the Year. Built a reputation as a collaborative and transparent leader, that broke down silos and improved customer and team outcomes.

Leadership Milestones

• Tasked to lead both central and Named Accounts teams initially, then all the Americas, with nearly 100 sellers and sales leaders, tasked with the most challenging accounts while carrying 85% of the company’s growth quota globally, with over $300M in annual renewals, services, and software growth targets.
• Championed an enterprise account planning framework overhaul, refining GTM segmentation to target >$1B markets aligned with our core strengths. Collaborated with sales enablement to develop training for a more strategic approach to account planning, prioritizing ARR protection, reducing competitive risks, and expanding cross-platform ARR. Unified forecasting across software, renewals, and services by positioning sellers as accountable for overall account strategy and revenue.

Dynatrace (NYSE: DT) exists to make the world’s software work perfectly. Dynatrace’s unified platform combines broad and deep observability, continuous runtime application security, and Davis hypermodal AI to provide answers and intelligent automation from data at an enormous scale. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences.

• Led sales teams to exceed 125% of plan for five consecutive years, achieving President’s Club every year. Chosen by senior leadership to design, launch, and scale a $100M ARR Global Accounts program with 20%+ growth, created the reporting, governance, and business systems to enable a 24-36 month plan to double ARR. Consistently outperformed corporate growth targets, including closing the largest global frame agreement in company history.

Leadership Milestones

• Developed and executed a Global Accounts strategy that expanded multinational adoption, safeguarded ARR, and reduced competitive risk. Led the “Fix the Foundation” initiative for designated global accounts, producing double-digit quota outperformance and the largest company ARR transactions two years running.
• Tasked to lead the Strategic Accounts team (forerunner to the Global Accounts program), which was unique across all field teams, comprised of only major account executives. Carrying the largest quota of any sales region globally, exceeding sales targets by more than 25% each year, and achieving the Most ARR bookings by any region globally in fiscal 2022. Created a strategic account planning vision that ingrained a discipline of long-term planning supported by tactical near-term actions. Helped lead a multi-year expansion strategy with a large global financial services company, growing from $500K ARR to over $8M in less than 2 years.
• Served as an executive advisor, mentor, and deal strategist to various field sales teams globally. Worked extensively with senior leadership, corporate finance, and Deal Desk to help shape foundational deal structures that became normalized throughout the field sales team. Mentored and successfully nominated two account executives for sales management promotion.

CTI has provided critical analytics, data management, and cybersecurity solutions essential for the complex business of leveraging IT innovation while reducing risk.

Leadership Milestones

• Effectively guided the transition from a traditional Value-Added Reseller model to an enterprise services-led consultancy model while minimizing revenue disruption. 100% responsible for all business development, marketing, and revenue goals development for CTI, including partner strategy and sales execution. CTI became a strategic go-to partner for Qlik, Tableau, and Informatica in key verticals and use cases. Developed and executed a complete brand overhaul, including go-to-market strategy, product marketing, and lead generation to pipeline build efforts for four new solution offerings. Exceeded new logo target goals in the last 2 years.

Leadership Milestones

• Successfully developed and executed a go-to-market strategy to organically build a sales team in under 6 months to penetrate Expedient’s largest addressable but previously untapped market. Grew managed services by 45% in 15 months.

• Grew revenues 10X globally with organic cash flows targeting Fortune 1000 and other enterprise accounts such as Bank of America, GlaxoSmithKline, Volkswagen, Citibank, CapitalOne, BNP Paribas, and Target.
• CPS Group Investments Portfolio – working for an Australian specialty private equity firm for three globally expanding technology companies

• As sister companies in the CPS Group portfolio, Azure-based cold chain management (Cooltrax) and voice biometrics (Auraya Systems)

• (Acquired from Navisite)