Shay Shany

Hands on Tech Sales Leader. 5 x times scaling sales from $100k to 7 figures ARR.

• I excel at building effective processes and teams in chaotic and volatile environments.
• I never give up; every failure and setback is an opportunity to improve and overcome difficulties.
• My "secret sauce" is practical empathy and creating customer oriented sales playsI'm never satisfied and always aim to overachieve, I'm at my best when the expectations are high and the potential even higher...

Head of Global Sales at Permit.io (2025-11 – Present)

Head of Sales at Onfire AI (2024-02 – 2025-10)

Joined as Coach Player to take sales from haphazard sprints to repeatable success. With CRO focused on building the pipeline generation team I focused on building the sales motion.

• $250K to $1.5M ARR run rate
• Reduced average sales cycle from 12 weeks to 4 weeks
• Introduced the Try & Buy GTM play that facilitated explosive growth
• Working on seed budget with skeleton crew was personally responsible for +60% of ARR
• Contributed to a successful A round

Vice President of Global Sales @Rookout Acquired by Dynatrace at Rookout (2020-05 – 2024-01)

Built and managed the GTM team from the ground up:

• $100k to $5M ARR run rate
• 1 to 15 people Including AEs, SEs & BDRs
• Initiated the relationship with Dynatrace leading up to the corporate purchase

Sales Director @Testcraft acquired by Perforce at Perforce Perfecto (2019-04 – 2020-05)

Joined as founding AE to take sales to the next level from the Co-Founder CEO.

• Introduced Gap Selling methodology and relentless qualification
• $50K to $1M ARR run rate
• Sales Performance upped purchase value by +30% (Acquired in pre-seed stage)

Cyber Security Specialist and Territory Manager France & BENELUX at Incapsula at Imperva Incapsula (2017-02 – 2019-03)

Incapsula is a multi-function CDN that boosts performance, secures websites, mitigates DDoS attacks for any server and ensures high availability.

• Increased Territory sales by 50% YoY till the Thoma Bravo takeover

Territory & Alliances Director - South Europe at Panaya - an Infosys company (2015-05 – 2017-01)

I've been assigned with the task of maximizing and enhancing the business potential in the South - Europe region. I've been able to triplicate Panaya's revenue in South Europe over the last year compared to 2013 & 2014 and I anticipate further aggressive growth in 2016. Panaya is the world leader in ERP change acceleration and management.

As the Territory Director for Southern Europe I work closely with global & local partners to harness Panaya technology for assisting enterprises meet the challenges of the Digital age by becoming more agile, lean and flexible.

VP Global Sales at Firefly Migration (SW Modernization through SaaS technology) (2008-06 – 2015-04)

As Firefly's Chief Business Officer I am directly responsible for the growth and development of the company's worldwide business.

• Joined the founding team to assume complete responsibility for company's business activities.
• Initiated and introduced the SaaS execution Go-To-Market model that boosted sales dramatically.
• Brought the company to profitability and yearly revenues measured in multiple $M from 5 continents
• Built a sales team to quadruple company sales in 3 years
• Qualified, nurtured, negotiated and closed complex M$ deals with corporate customers in Finance, Insurance, Government, Software and Services industries across 16 countries

Magic Software - Country Sales Manager at Magic Software Enterprises (2005 – 2008)

Joined to boost sales for the Israeli branch of Magic.

• Managed to increase branch revenues by 60% by landing deals with: Banks (Discount, Leumi) High-Tech companies (Amdocs, Oridion) Industrial companies (Strauss-Elite group, Golan Dairies) and Utility companies (EL-AL, IEC)

Sales Manager at Oracle Israel (2002 – 2005)

Sector sales manager - Military & Chemical industries

Sales Manager at Integrity (1999 – 2002)

Sales manager - High tech & Telco

High School Diploma in Humanities/Humanistic Studies – Zeitlin (1979 – 1985)