Shawn Hensley, MBA

Questioner
DISC Type : c

Sales Director at Amplitude

New York, New York, United States

Overview

Shawn is a sales leader specializing in Go-to-Market strategy for high-growth tech companies. As a Sales Director at Amplitude, he draws on his experience helping scale Freshworks from $50M to $700M through its IPO. He holds an MBA from the University of Illinois Urbana-Champaign and is described by colleagues as a fantastic, friendly, and dedicated manager.

Outside of his professional life, Shawn is a dedicated husband and father who prioritizes his health and maintaining strong personal relationships.

He is a three-time recipient of the Freshworks Presidents Club award for exceeding sales targets.

Personality Overview

Value Seeker

Price-Sensitive

Cautious & Analytical

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

GTM Strategy
His profile highlights extensive experience in developing go-to-market strategies for both startups and scale-ups, focusing on product-market fit and organizational design.
AI in Sales
He recently shared content about Amplitude's new AI features and the impact of AI chatbots on buyer behavior, showing an interest in emerging sales technology.
Sales Leadership
His background is centered on building and developing top-performing enterprise sales teams, with a focus on hiring top talent and creating effective playbooks.

Media Appearances

Shawn has no verified media appearances

Work History

6-2025
Sales Director at Amplitude
9-2024 - 6-2025
Enterprise Sales Manager at Harvey
6-2017 - 9-2024
Regional Vice President, Enterprise at Freshworks
9-2016 - 5-2017
Sr Account Executive at RealtyShares
10-2014 - 9-2016
Sr Account Executive at Kiavi

Education

Master of Business Administration from Gies College of Business - University of Illinois Urbana-Champaign
Bachelor of Arts from San Francisco State University

More Information

Social Presence :

Prographics :

Exp : 11 Location : New York, New York, United States Job Level : Mid-senior Designation : Sales Director at Amplitude
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Insights For Selling To Shawn

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Shawn is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Shawn

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Shawn move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Shawn take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Shawn

Personality Compatibility


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