Dor Shapir

Trailblazer
DISC Type : DI

Senior Principal Renewals Manager at Salesforce

New York City Metropolitan Area, United States

Overview

Dor Shapir is a Senior Principal Renewals Manager at Salesforce with a 20-year record in customer success and sales leadership, primarily in fast-growing SaaS companies. He holds an MBA from Baruch College and specializes in selling customized software solutions to C-level executives.

He is described by colleagues as patient, kind, and an innovative professional with a strong work ethic who consistently pushes to get what he needs for his customers.

In a previous role, he defined processes that successfully reduced enterprise customer churn to below 3%, exceeding company targets.

Personality Overview

Charismatic

Achievement-Oriented

Assertive

They are charming and have the ability to align others behind their decisions.  They will fight for you if they come to believe in you. They do not mind taking risks and can make hard decisions, if necessary.

Topics They Care About

Customer Retention
His experience at Zoomin and Kaltura focused on mitigating churn risk and building strategic growth plans that increased customer ARR and retention.
SaaS Renewals
His current role at Salesforce and previous leadership positions center on managing contract renewals, driving upsell efforts, and expanding the customer pipeline.
Financial Compliance
His background includes deep knowledge of the financial industry, as well as compliance and risk management, which are key areas for enterprise solutions.

Media Appearances

Dor has no verified media appearances

Work History

2-2025
Senior Principal Renewals Manager at Salesforce
1-2022 - 2-2025
Senior Director, Account Management at Zoomin
11-2019 - 12-2021
Director of Customer Success at Zoomin
12-2017 - 11-2019
Senior Customer Success Manager, Strategic Enterprise Accounts at Kaltura
4-2014 - 12-2017
Customer Success Manager, Enterprise at Kaltura

Education

2003 - 2006
MBA from Baruch College
9-1996 - 7-1999
Bachelor of Commerce - BCom from University of South Africa/Universiteit van Suid-Afrika

More Information

Social Presence :

Prographics :

Exp : 19 Location : New York City Metropolitan Area, United States Job Level : Mid-senior Designation : Senior Principal Renewals Manager at Salesforce
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Insights For Selling To Dor

During A Call Or A Meeting

DO's

  • Talk about yourself and some of your achievements at the start of the conversation
  • Use phrases like ‘your decision will’, ‘you will impact’ etc.
  • Display high self-confidence and expect them to have a strong personality.

DONT's

  • Avoid unnecessary negativity or slowness
  • Don’t force involvement of other stakeholders unless it is critical
  • Don’t hesitate from asking them how they truly feel about your product

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dor is

  • Relationship and product conviction matter equally, followed by a sense of achievement.
  • Will you ever get a clear answer from Dor

  • If they are not convinced, they will say no albeit in a friendly manner.


Insights For Deal Planning

    How fast (or slow) will Dor move?

  • They can reach decisions quickly if they develop trust and confidence in the product.
  • Can Dor take some risk or not?

  • They can take risks if necessary.

You And Dor

Personality Compatibility


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