Shawn Basak
Head of GTM at Thorin
ex-WorkatoGTM Index
- THORINJOB
- VP / Head of GTM4M
VP / Head of GTM
Thorin
Thorin is building the coordination and observability layer for how organizations work, turning signal from the tools teams already use into visibility and action leaders actually need.
- BENEVITYJOB
- VP Sales, Expansion1Y 11M
VP Sales, Expansion
Benevity
ARR Quota (2026): 113% Manage 3 frontline managers overseeing 18 reps globally (NA, EMEA, ANZ); direct leadership of International team (EMEA and ANZ). Responsible for all cross-sell, upsell, and renewals of client base Drive strategic account expansion playbooks, performance management, compensation cycles, and sales coaching. Client book represents ~50% of company overall revenue, 66% of new bookings target, and $2.75B TPV payments revenue.
- VP, Head of Revenue Operat…2Y 11M
VP, Head of Revenue Operations
Benevity
Backed by Hg Capital, JMI Equity, TPG, and General Atlantic. Improved forecast accuracy from 20-30% variance to <6% in 2 quarters. Restructured team to smaller, upskilled group across systems/analytics/BI; formed first deal desk and commissions team, unified revenue intelligence platform across GTM tech stack and 10 standard KPIs. Lead for $X00M+ annual planning and capital allocation process with focus on standardizing pricing and contract terms; increased multi-year contract mix, reduced termination-for-convenience clauses, improved margins, lower discounting variance.
- Chief of Staff1Y 11M
Chief of Staff
Benevity
Recruited by board chair (Hg Capital) and incoming CEO to lead GTM turnaround of sales organization with decelerating growth. Owned board reporting/narrative development, value creation plan and cross-functional growth initiatives. Sourced, recruited, and hired: Chief Sales Officer, VP revenue operations, VP product marketing, VP new logo sales, director/head of enablement, deal desk manager, 6 AEs, and 1 SDR. Newly formed sales leadership team achieved 38% reduction in new logo sales cycle length, 68% increase in ASP, +3% win rate increase in partnership with product marketing and hit quarterly target for the first time in 5+ quarters; reduced margin erosion through improved qualificatio…
- WORKATOJOB
- VP Financial & GTM Operati…2Y 11M
VP Financial & GTM Operations
Workato
Enterprise MCP and automation/integration platform backed by Battery, Redpoint, Insight Partners, Tiger, Altimeter and Storm Ventures. Dual report to CFO and COO of GTM. Led forecasting cadence and beat-and-raise model, board reporting/narrative, investor relations, IPO readiness, analyst relations (Wall St. not industry), and internal reporting systems automation. Launched company's first vertical GTM (financial services); grew pipeline $0 to $2M in 10 months.
- VP Partner Operations1Y 11M
VP Partner Operations
Workato
Responsible for WW field ops for our indirect revenue team (25+ across NA, EMEA, APJ, ANZ) and reported to chief strategy officer/head of business development. Improved partner manager productivity, process automation, and outbound prospecting; grew top-line channel contribution from 10% to 30%. Recruited SVP channels, head of strategic alliances, commercial sales manager, director of OEM, and head of partner marketing, all of whom became top performers/revenue contributors. Rejoined after working as an intern in 2015.
- MBA Intern (GTM)7M
MBA Intern (GTM)
Workato
One of first 5 non-technical hires while company was <30 people and bootstrapped (now category leading enterprise MCP company). Did all things GTM to get our first customers: content, sales, case studies, partnerships, and anything the R&D team needed. Recruited my replacement who crushed it all the way to VP over 7 years at the firm.
- SONATYPEJOB
- VP Strategic Operations/Ch…1Y 11M
VP Strategic Operations/Chief of Staff to CEO
Sonatype
Acquired by Vista Equity in December 2019. Backed by TPG, Accel, NEA, Goldman Sachs Growth, Hummer Winblad. Built and developed value creation plan to achieve investment thesis. Launched inside sales program (8 reps) and owned various sales ops/field ops projects including pricing, capacity modeling, territory planning. Left to build a revops startup to automate the tasks I was doing manually (MVP of Excel backend and Bubble front end).
- BLACK DUCK SOFTWAREJOB
- General Mgr3Y 11M
General Manager
Black Duck Software
Acquired by Synopsys (Nasdaq: SNPS) for $565M in 2017. Backed by General Catalyst, Intel, Sapphire Ventures, Red Hat, and N47. ARR Quota: 106% (2018). Member of WW sales management team (30+ inside sales reps). Owned GTM, pipeline creation, and opportunity closing of emerging verticals and use cases. Led strategic revops projects for executive team.
- Head of Strategic Alliances1Y 11M
Head of Strategic Alliances
Black Duck Software
Launched company's first indirect revenue program to scale global partnerships with appsec services partners (Accenture, Deloitte, GuidePoint, Optiv, Forsythe). Built partnerships 0 --> 1, grew pipeline from $0 to $500K in 6 months, and maintained win 25% win rate.
- Dir of BD2Y 11M
Director of Business Development
Black Duck Software
Quota: 273% (2016), 124% (2017) Member of WW sales management team of services and cross-sell business unit (8 sales reps). Grew revenue 65% in first FY through owning and launching team's first vertical GTM (private equity). Owned ICP and segmentation, omnichannel prospecting (cold calls, email cadences, direct mail, trade shows, referral programs), pipeline and closed won targets in matrix org.
- MISSION MEASUREMENTJOB
- Dir3Y 11M
Director
Mission Measurement
Strategy consulting and data products firm advising clients on growing business value and social impact. Clients included McDonald's, Coca-Cola, Walt Disney, Unilever, and USAID. Led teams of 3-6 for C-level clients, PM’ed firm’s first data product and sold first client, built econometric and consumer choice models, and mentored junior consultants. Promoted 3 times in 4 years: analyst --> consultant --> engagement manager --> director (faster than anyone in firm's history). Recruited senior and junior team.
- THE CAMBRIDGE GROUPJOB
- Business Analyst (acquired…1Y 9M
Business Analyst (acquired by Nielsen NYSE: NLSN)
The Cambridge Group
Built lots of econometric models and programmed in Excel/VBA, SAS, SPSS and STATA for CPG, retail, and technology clients to grow profitably through consumer demand analysis.
- TEACH FOR AMERICAJOB
- Campus Campaign Mgr1Y 11M
Campus Campaign Manager
Teach For America
Recruited high-potential seniors for national teaching corps. Increased applicant quantity (+11%) and quality (+17%) YoY.
- VARIOUSJOB
- Side hustles7Y 11M
Side hustles
Various
Grocery store cashier, sold repackaged sports cards and Beanie Babies, neighborhood snow-shoveling, door-to-door coin rolling and eBay listing service, and burning CDs/Dreamcast/PS1/PS2 games through Napster and IRC before broadband and CD burners were mainstream.
- Side hustles7Y 11M
Side hustles
Various
Grocery store cashier, sold repackaged sports cards and Beanie Babies, neighborhood snow-shoveling, door-to-door coin rolling and eBay listing service, and burning CDs/Dreamcast/PS1/PS2 games through Napster and IRC before broadband and CD burners were mainstream.
- Job: Various — Side hustles · 1997 – 2004 — Grocery store cashier, sold repackaged sports cards and Beanie Babies, neighborhood snow-shoveling, door-to-door coin rolling and eBay listing service, and burning CDs/Dreamcast/PS1/PS2 games through Napster and IRC before broadband and CD burners were mainstream.
- Job: Workato — MBA Intern (GTM) · 2015-01 – 2015-08 — One of first 5 non-technical hires while company was <30 people and bootstrapped (now category leading enterprise MCP company). Did all things GTM to get our first customers: content, sales, case studies, partnerships, and anything the R&D team needed. Recruited my replacement who crushed it all the way to VP over 7 years at the firm.
- Job: Black Duck Software — Director of Business Development · 2016 – 2018 — Quota: 273% (2016), 124% (2017) Member of WW sales management team of services and cross-sell business unit (8 sales reps). Grew revenue 65% in first FY through owning and launching team's first vertical GTM (private equity). Owned ICP and segmentation, omnichannel prospecting (cold calls, email cadences, direct mail, trade shows, referral programs), pipeline and closed won targets in matrix org.
- Job: Workato — VP Partner Operations · 2021 – 2022 — Responsible for WW field ops for our indirect revenue team (25+ across NA, EMEA, APJ, ANZ) and reported to chief strategy officer/head of business development. Improved partner manager productivity, process automation, and outbound prospecting; grew top-line channel contribution from 10% to 30%. Recruited SVP channels, head of strategic alliances, commercial sales manager, director of OEM, and head of partner marketing, all of whom became top performers/revenue contributors. Rejoined after working as an intern in 2015.
- Job: Workato — VP Financial & GTM Operations · 2022 – 2024 — Enterprise MCP and automation/integration platform backed by Battery, Redpoint, Insight Partners, Tiger, Altimeter and Storm Ventures. Dual report to CFO and COO of GTM. Led forecasting cadence and beat-and-raise model, board reporting/narrative, investor relations, IPO readiness, analyst relations (Wall St. not industry), and internal reporting systems automation. Launched company's first vertical GTM (financial services); grew pipeline $0 to $2M in 10 months.
- Job: The Cambridge Group — Business Analyst (acquired by Nielsen NYSE: NLSN) · 2008-08 – 2010-05 — Built lots of econometric models and programmed in Excel/VBA, SAS, SPSS and STATA for CPG, retail, and technology clients to grow profitably through consumer demand analysis.
- Job: Sonatype — VP Strategic Operations/Chief of Staff to CEO · 2020 – 2021 — Acquired by Vista Equity in December 2019. Backed by TPG, Accel, NEA, Goldman Sachs Growth, Hummer Winblad. Built and developed value creation plan to achieve investment thesis. Launched inside sales program (8 reps) and owned various sales ops/field ops projects including pricing, capacity modeling, territory planning. Left to build a revops startup to automate the tasks I was doing manually (MVP of Excel backend and Bubble front end).
- Job: Black Duck Software — Head of Strategic Alliances · 2017 – 2018 — Launched company's first indirect revenue program to scale global partnerships with appsec services partners (Accenture, Deloitte, GuidePoint, Optiv, Forsythe). Built partnerships 0 --> 1, grew pipeline from $0 to $500K in 6 months, and maintained win 25% win rate.
- Job: Various — Side hustles · 1997 – 2004 — Grocery store cashier, sold repackaged sports cards and Beanie Babies, neighborhood snow-shoveling, door-to-door coin rolling and eBay listing service, and burning CDs/Dreamcast/PS1/PS2 games through Napster and IRC before broadband and CD burners were mainstream.
- Job: Benevity — VP, Head of Revenue Operations · 2024 – 2026 — Backed by Hg Capital, JMI Equity, TPG, and General Atlantic. Improved forecast accuracy from 20-30% variance to <6% in 2 quarters. Restructured team to smaller, upskilled group across systems/analytics/BI; formed first deal desk and commissions team, unified revenue intelligence platform across GTM tech stack and 10 standard KPIs. Lead for $X00M+ annual planning and capital allocation process with focus on standardizing pricing and contract terms; increased multi-year contract mix, reduced termination-for-convenience clauses, improved margins, lower discounting variance.
- Job: Benevity — Chief of Staff · 2024 – 2025 — Recruited by board chair (Hg Capital) and incoming CEO to lead GTM turnaround of sales organization with decelerating growth. Owned board reporting/narrative development, value creation plan and cross-functional growth initiatives. Sourced, recruited, and hired: Chief Sales Officer, VP revenue operations, VP product marketing, VP new logo sales, director/head of enablement, deal desk manager, 6 AEs, and 1 SDR. Newly formed sales leadership team achieved 38% reduction in new logo sales cycle length, 68% increase in ASP, +3% win rate increase in partnership with product marketing and hit quarterly target for the first time in 5+ quarters; reduced margin erosion through improved qualificatio…
- Job: Thorin — VP / Head of GTM · 2026-04 – present — Thorin is building the coordination and observability layer for how organizations work, turning signal from the tools teams already use into visibility and action leaders actually need.
- Job: Teach For America — Campus Campaign Manager · 2005 – 2006 — Recruited high-potential seniors for national teaching corps. Increased applicant quantity (+11%) and quality (+17%) YoY.
- Job: Mission Measurement — Director · 2010-06 – 2014-05 — Strategy consulting and data products firm advising clients on growing business value and social impact. Clients included McDonald's, Coca-Cola, Walt Disney, Unilever, and USAID. Led teams of 3-6 for C-level clients, PM’ed firm’s first data product and sold first client, built econometric and consumer choice models, and mentored junior consultants. Promoted 3 times in 4 years: analyst --> consultant --> engagement manager --> director (faster than anyone in firm's history). Recruited senior and junior team.
- Job: Black Duck Software — General Manager · 2016 – 2019 — Acquired by Synopsys (Nasdaq: SNPS) for $565M in 2017. Backed by General Catalyst, Intel, Sapphire Ventures, Red Hat, and N47. ARR Quota: 106% (2018). Member of WW sales management team (30+ inside sales reps). Owned GTM, pipeline creation, and opportunity closing of emerging verticals and use cases. Led strategic revops projects for executive team.
- Job: Benevity — VP Sales, Expansion · 2025 – 2026 — ARR Quota (2026): 113% Manage 3 frontline managers overseeing 18 reps globally (NA, EMEA, ANZ); direct leadership of International team (EMEA and ANZ). Responsible for all cross-sell, upsell, and renewals of client base Drive strategic account expansion playbooks, performance management, compensation cycles, and sales coaching. Client book represents ~50% of company overall revenue, 66% of new bookings target, and $2.75B TPV payments revenue.
- School: Massachusetts Institute of Technology — Master of Business Administration
- School: Northwestern University — BS, Public Policy, Political Science
- School: MIT Sloan School of Management — MBA
Skills
Playbooks
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