Leading GTM at Scalar with 5 years experience building developer-first GTM engines for API tools. Previously drove enterprise growth at Gartner-recognized Tyk & SmartBear. Passionate about PLG and respecting how developers buy. Advising early-stage API companies.
shane@devtool-gtm.com
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+35386458904
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Experience
Founding GTM Lead
Scalar.com
Jan 2025 - Present
Remote/Cork City, Ireland
- Responsible for all go-to-market functions, including product marketing, demand generation, sales, and customer success.
- Helped deliver x10 ARR & 316% increase in monthly downloads
- Built out our Technical Advisory Board including members from OpenAI, FedEx, Sourcegraph & Axa Insurance
Account Executive
Tyk.io
July 2022 - Feb 2025
Remote/London, UK
- Closed €1M+ in new business across Tyk's largest territory (DACH, Benelux, Eastern Europe, Ireland, Middle East), helping elevate the company from Gartner 'Visionary' to 'Leader' status
- Consistently ranked as a top-performing AE worldwide for ARR generation and new logo wins (Achieved 138% quota attainment (top global AE) in Q4 '22, with 101% average across 5 post-ramp quarters)
Account Executive
SmartBear.com
March 2021 - June 2022
Remote/London, UK
- Drove new business acquisition across EMEA for SwaggerHub, leading complex enterprise deals with highly technical buyers. Partnered with customers to design and implement API management strategies, navigating technical evaluations and multi-stakeholder sales cycles
- Consistently ranked as a top-performing AE worldwide for ARR generation and new logo wins (Ranked #2 globally for new business and closed largest-ever EMEA deal in Q4 '21, maintaining 105% average attainment across first year)
Skills
Go-to-Market Strategy & Execution
- Currently advising two seed-stage developer tools companies on GTM strategy, including ICP definition, positioning, and sales process design
- Established foundational sales operations, CRM hygiene, and pipeline management processes as Founding GTM Lead at Scalar.
- Created and iterated on messaging frameworks, sales collateral, and discovery methodologies specifically calibrated for technical audiences
Cross-Functional GTM Leadership
- Collaborated with product, engineering, and marketing teams to translate technical capabilities into compelling business value propositions
- Provided market intelligence and customer feedback loops that directly influenced product roadmap prioritization and feature development
- Designed and delivered sales enablement content, competitive positioning, and social selling workshops
- Acted as voice-of-customer internally, bridging the gap between engineering-led product development and market demands
Developer-Focused Enterprise Sales
- Consistently closed 6-figure deals with technical buyers across API management, developer tools, and infrastructure categories
- Built and executed sales strategies specifically designed for engineering buyers who distrust traditional sales approaches
- Developed deep fluency in technical product categories (APIs, OpenAPI, microservices, developer workflows) enabling credible technical conversations
- Managed complex sales cycles involving multiple technical stakeholders (engineering leadership, architects, individual developers) across distributed teams
Side Projects
GTM Advisor for openstatus.dev / appear.sh
- Advising two early-stage developer tools companies on go-to-market strategy, including ICP definition, sales process design, and positioning for product-led growth motions. Supporting founder-led sales efforts and building scalable frameworks for transitioning from PLG to sales-assisted expansion.
Recommendations:
“Shane really helped us by asking us the right questions to market openstatus. He knows the dev-tool eco-system very well and helped us position the product to better fit the markets needs.”
Thibault Le Ouay - Ducasse, Co-Founder @ openstatus.dev
“Shane is a rare blend of execution power and empathy. He seems to know everyone — and more importantly, everyone trusts him. He deeply cares about the people around him and consistently helps them succeed. He’s the kind of Sales and GTM Swiss Army knife every early-stage startup dreams of.”
Hans Pagel, Director of Open-Source & Co-Founder @ Scalar
“Shane has been a great ally for myself and Appear over the last 6 months of working together. It's an isolating experience to be a founder, and having Shane bring his good natured candour, experience, humour and network to bear has been invaluable. He's helped connect us with industry heavyweights which has accelerated learning and building our network. He's great to work with, and I highly recommend anyone lucky enough to secure his tenacity, initiative and energy..”
Thomas Peterson, Co-Founder @ Appear API
“I worked with Shane over an 18 month period in his role as an Account Executive at Tyk. Shane operated as a highly creative, new business sales person who would successfully connect with multiple personas inside of his target companies, work tirelessly to build a meaningful point of interest for both parties, nurturing many to a successful close of business. In working with Shane, he challenged me as his manager to provide executive leadership coaching, he acted as a huge team motivator for his peers and represented the company brand in a professional manner at all times.”
Peter Clitheroe, VP of Sales @ Tyk