SHAWN LANKTON
Experience
CoreView (SaaS Management for Microsoft-centric enterprise IT leaders, raised $30M from Insight Partners)
Chief Executive Officer
Nov 2020 - Present
Refocusing company on highest-value capabilities and re-tooling go-to-market for faster growth
Building amazing team to help IT leaders capture more efficiency, ROI, security, and governance
MacStadium (Cloud IaaS for iOS development - DevOps tools provider, raised $65M from Summit Partners)
Chief Revenue Officer - Sales, Marketing, Customer Success
Jun 2017 - November 2020
9x’d ARR from in 3 years: Built 20+ person revenue team; created structured, data-driven sales and marketing process; built tooling to enable new team; grew inbound while building outbound prospecting motion; closed multiple 7-figure deals
Reshaped product portfolio: Launched new products, updated pricing/positioning in partnership with customers and internal dev team to accelerate growth and grow margins
Co-led software acquisition: Acquired small software company that allowed us to integrate up the stack for improved customer experience and internal efficiency details
Diligent Corporation (Modern Governance SaaS - sold for $624M)
Chief Marketing Officer - Global leader for all commercial operations
Jun 2015 - Nov 2016
Successful Exit ($624M) with Insight Venture Partners; was retained post-sale to transition to new ownership and complete diligence for 3 pending acquisitions details
Quadrupled revenue growth from 10% to 40%, by improving sales process and execution, upgrading messaging, and boosting demand generation
Cut customer acquisition cost (CAC) in half by building an analytics capability to track ROI and relentlessly optimizing marketing channel and sales rep performance
Led a 30-person global team (up from 15 at joining) spanning Sales Ops, Sales Development, Analytics, Product Marketing, and Lead/Demand Generation
McKinsey & Company (New York - Preeminent Management Consulting Firm)
Associate Partner in the Technology and Software practice
Jan 2010 - Jun 2015
Co-founded McKinsey’s Growth Tech Practice, focused on creating rapid impact in growth-stage tech companies; led 20+ engagements with tech founders/CEOs while at McKinsey
Managed, developed, and mentored 50+ consultants and recruited dozens of PhD students as the leader for MIT recruiting and nation-wide PhD attraction programs
Selected projects in sales effectiveness, pricing, M&A, and new market entry (40+ total)
Tripled a storage startup’s valuation by rolling out “as a service” pricing that better fit market demand; company became a “unicorn” 9 months after rollout
Streamlined startup’s go to market leading to a $614M exit via 3 quick projects to: optimize pricing, shorten sales cycles, and boost new logo acquisition
Built post-acquisition integration plan for ecommerce startup including new comp plans, reporting structures, and product bundles to maximize sales effectiveness
Georgia Institute of Technology 2001 - 2009
Ph.D. in Electrical and Computer Engineering; August 2009 (highest honors)
Research Focus: computer vision, control theory, differential geometry
Funding: NSF fellowship (TI:GER); resulted in US Patent: 2,010,0091,104
Developed computer vision software capable of detecting brain tumors and arterial plaque formations; resulted in 13 publications, a PhD thesis, and US Patent 8,155,405
MS in Electrical Engineering, 2007; BS in Computer Engineering, 2005 (highest honors)
For Fun: guitar, gardening, building fires, podcasts, parenting