Dan O'Shaughnessy

Pioneer
DISC Type : DIS

Sr Director, Account Management at Icertis

United Kingdom

Overview

Dan OShaughnessy is a Senior Director at Icertis, specializing in driving growth and efficiency through contract intelligence. With a history of delivering significant results, such as over 150% YoY growth in previous roles, he is a proven sales leader. Colleagues describe him as exceptional, supportive, coaching, and empathetic.

He recently appeared as a guest on the "Tech Sales Coach" podcast to discuss hiring successful SDRs.

Personality Overview

Decisive But Friendly

Friendly But Fast

Driven But Considerate

They have the unique ability to win both love and respect from their team (or outsiders)  If they are convinced, they can become very strong champions for your product They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed

Topics They Care About

Contract Intelligence
His current role and professional headline are focused on driving value and adoption of the Icertis Contract Intelligence platform to reduce risk and improve efficiency.
Strategic Selling
He shares content on advanced sales tactics, like differentiating between a "Champion" and a "Coach, " and tailoring business cases to different stakeholders like the CFO.
SDR Hiring
He was a guest on the "Tech Sales Coach" podcast, where he discussed his core questions for hiring SDRs who can succeed, not just interview well.

Media Appearances

Dan has no verified media appearances

Work History

10-2025
Sr Director, Account Management at Icertis
8-2024 - 9-2025
Fractional Sales Leader & GTM Advisor at 29Seven
4-2023 - 7-2024
Vice President of Global Business Development at Allbound
1-2021 - 3-2023
VP, Business Development - EMEA at Automation Anywhere
1-2018 - 12-2020
Founder & Director at 29Seven

Education

1992 - 1996
Education details unavailable from St Peter's Catholic Comprehensive School

More Information

Social Presence :

Prographics :

Exp : 7 Location : United Kingdom Job Level : Senior Designation : Sr Director, Account Management at Icertis
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Insights For Selling To Dan

During A Call Or A Meeting

DO's

  • Mostly stick to your standard pitch and qualifying script, but add some stories or anecdotes to it
  • During followups, use calls or text if needed, they should be fine
  • Showcase existing customers and use case-studies to grab their attention

DONT's

  • Don't lean very heavily into providing too much information, sharing whitepapers etc.
  • Don’t hesitate from asking questions or pushing them, but take a formal approach
  • Don’t be too verbose or overly friendly; a little bit, however, is fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dan is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Dan

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Dan move?

  • They are generally fast movers and can take quick decisions
  • Can Dan take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Dan

Personality Compatibility


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