Kejal Shah
Helping deep-tech startups scale from zero to one
ex-DigitalOceanA Zero to One sales leader with multi-country experience of over 22 years in the tech industry covering Quantum, XaaS, and Services. I have thoroughly enjoyed setting up sales functions in startups, scaleups and pre+post-IPO companies.
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I've setup global sales teams across APAC, EMEA and AMER selling into Enterprise, Mid-market & SMB segments. My professional career is backed by a strong academic foundation of an MBA & Computer Engineering from top universities. I love my work, and I love my family. I have a supportive partner and 2 lovely children. If I manage to find some spare time, I enjoy reading, playing squash and volunteering at the local chess club.
GTM Index
- KIUTRAJOB
- GTM Advisor1Y
GTM Advisor
kiutra
Advising kiutra on their GTM strategy and execution.
- 021PLAYBOOKJOB
- Founder1Y 5M
Founder
021Playbook
Helping startups scale from zero to one with a custom playbook
- QUANTWAREJOB
- Head of Revenue1Y 2M
Head of Revenue
QuantWare
• Established and led the Revenue team at QuantWare, overseeing Sales & Marketing functions. • Collaborated with COO and CFO to implement Lead-to-Cash process, optimizing revenue generation. • Successfully recruited and onboarded top talent for sales and marketing roles. • Crafted the Sales & Marketing strategy driving the transition from seed to Series-A
- DIGITALOCEANJOB
- Dir, Global Sales1Y 4M
Director, Global Sales
DigitalOcean
- GTM Lead, EMEA & APAC11M
GTM Lead, EMEA & APAC
DigitalOcean
• Undertook the responsibility to drive sales in APAC in addition to EMEA - led a team of AEs, AMs, and BDRs to drive Net New Sales and Account Management • Designed new GTM strategies & partnerships to generate additional revenue streams
- GTM Lead, EMEA7M
GTM Lead, EMEA
DigitalOcean
• As the first sales hire, started the EMEA sales team from scratch - hired an A-team of AEs & BDRs, setup the processes and sales tech-stack for the sales team • Developed and implemented strategic sales plans to drive revenue growth and market expansion specific to EMEA
- SALESFORCEJOB
- Sales Mgr, Enterprise - He…3Y 4M
Sales Manager, Enterprise - Heroku North EMEA
Salesforce
• Led the growth of Heroku platform, increasing revenue with key strategic customers through innovative sales plays. • Expanded team presence in BeNeLux & Nordics to drive business development and market penetration.
- PERSONALLIJOB
- Founder5M
Founder
Personalli
As the Founder of Personalli, I spearheaded the development of a platform aimed at managing identities for privacy and networking purposes. I envisioned a tool that would enable individuals to connect meaningfully in various networking circles while safeguarding their privacy.
- TECH MAHINDRAJOB
- Associate VP, Benelux3Y 11M
Associate Vice President, Benelux
Tech Mahindra
• Grew & managed a sales team of 5 AEs & global delivery team for Benelux territory • Grew enterprise business from $15mn/yr to $22mn/yr by delivering Apps & Infra Services
- INFOSYSJOB
- Account Mgr, Benelux3Y 11M
Account Manager, Benelux
Infosys
• Scaled the business from $2mn/yr to $7mn/yr by acquiring key customers in the Global 2000 club by delivering application & infrastructure services
- IBMJOB
- Systems Eng7Y 11M
Systems Engineer
IBM
• Responsible for acquiring customers for newly setup Application Innovation Services unit • Acquired 3 key customers to scale the unit from 0 to $2mn • Recognized as “IBM Top Talent” for 2 consecutive years • Led a strong team of 8 developers in IBM Websphere & Java technologies
- UNILEVERJOB
- MBA Intern3M
MBA Intern
Unilever
- Job: kiutra — GTM Advisor · 2025-10 – present · 10 mo — Advising kiutra on their GTM strategy and execution.
- Job: 021Playbook — Founder · 2025-05 – present · 1y 3mo — Helping startups scale from zero to one with a custom playbook
- Job: QuantWare — Head of Revenue · 2024-04 – 2025-06 · 1y 2mo — • Established and led the Revenue team at QuantWare, overseeing Sales & Marketing functions. • Collaborated with COO and CFO to implement Lead-to-Cash process, optimizing revenue generation. • Successfully recruited and onboarded top talent for sales and marketing roles. • Crafted the Sales & Marketing strategy driving the transition from seed to Series-A
- Job: DigitalOcean — GTM Lead, EMEA & APAC · 2022-01 – 2022-12 · 11 mo — • Undertook the responsibility to drive sales in APAC in addition to EMEA - led a team of AEs, AMs, and BDRs to drive Net New Sales and Account Management • Designed new GTM strategies & partnerships to generate additional revenue streams
- Job: DigitalOcean — GTM Lead, EMEA · 2021-05 – 2021-12 · 7 mo — • As the first sales hire, started the EMEA sales team from scratch - hired an A-team of AEs & BDRs, setup the processes and sales tech-stack for the sales team • Developed and implemented strategic sales plans to drive revenue growth and market expansion specific to EMEA
- Job: Salesforce — Sales Manager, Enterprise - Heroku North EMEA · 2018-01 – 2021-05 · 3y 4mo — • Led the growth of Heroku platform, increasing revenue with key strategic customers through innovative sales plays. • Expanded team presence in BeNeLux & Nordics to drive business development and market penetration.
- Job: Personalli — Founder · 2020-01 – 2020-06 · 5 mo — As the Founder of Personalli, I spearheaded the development of a platform aimed at managing identities for privacy and networking purposes. I envisioned a tool that would enable individuals to connect meaningfully in various networking circles while safeguarding their privacy.
- Job: Tech Mahindra — Associate Vice President, Benelux · 2015 – 2018 · 3y — • Grew & managed a sales team of 5 AEs & global delivery team for Benelux territory • Grew enterprise business from $15mn/yr to $22mn/yr by delivering Apps & Infra Services
- Job: Infosys — Account Manager, Benelux · 2011 – 2014 · 3y — • Scaled the business from $2mn/yr to $7mn/yr by acquiring key customers in the Global 2000 club by delivering application & infrastructure services
- Job: IBM — Systems Engineer · 2004 – 2011 · 7y — • Responsible for acquiring customers for newly setup Application Innovation Services unit • Acquired 3 key customers to scale the unit from 0 to $2mn • Recognized as “IBM Top Talent” for 2 consecutive years • Led a strong team of 8 developers in IBM Websphere & Java technologies
- Job: Unilever — MBA Intern · 2010-05 – 2010-08 · 3 mo
- Job: DigitalOcean — Director, Global Sales · 2022-12 – 2024-04 · 1y 4mo
- School: HEC Paris — MBA, Entrepreneurship & Innovation
- School: Maharaja Sayajirao University — Bachelor of Engineering, Computer Science
- School: Baroda High School Alkapuri — HSC, Science
- School: Baroda High School Alkapuri — HSC
- School: Bright High School
- School: Poorna Prajna High School
Skills
Playbooks
All playbooks →No playbooks indexed for this profile yet.
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