From PhD in musicology to revenue enablement leadership

Mary Shea shares her journey from being a professional oboe player with a PhD in Musicology to becoming a co-CEO of Mediafly, driving innovation in sales technology and revenue enablement, and leading with a strong focus on LGBTQ leadership and empowering women in the workplace.

Sales is a great equalizer. If you’re good at it, you can make a real impact, both personally and professionally. For me, financial independence was important, not just for personal gain but for being able to support causes I care about—like LGBTQ leadership and empowering women.

Vince Chan welcomes Mary Shea, a highly accomplished leader in the revenue enablement space and the co-CEO of Mediafly.

Mary shares her fascinating transition from being a PhD in Musicology and professional oboe player in orchestras to working in sales technology and becoming a leading voice in LGBTQ leadership and women’s empowerment. Mary discusses the meaning and importance of sales enablement, how selling software as a service (SaaS) is transforming the industry, and how sales tech innovations are reshaping the B2B sales landscape. She offers insights into the revenue enablement model, emphasizing how technology and human interaction work hand-in-hand to deliver value to clients and organizations.

Full Transcript

[00:00:00] Vince Chan:

Welcome to the show. I’m excited to introduce today’s guest, Mary Shea, the co-CEO of Mediafly, a leading revenue enablement company. Mary has a fascinating background that I think you’ll find inspiring.

[00:00:32] Vince Chan:

Mary is not only a pro-LGBTQ advocate and champion of women’s empowerment, but she’s also someone who took an unconventional path to the C-suite. She went from being a professional oboe player with a PhD in Musicology to an entry-level sales job, and then rose to become a co-CEO of a successful company. I’d describe her journey in two words: beyond boundaries.

[00:01:10] Vince Chan:

Mary, instead of letting her background as a well-educated musician hold her back in the sales world, chose to reinvent herself and push forward. Her resilience is a powerful reminder that success comes when you truly embrace change and define your own path.

[00:03:11] Mary Shea:

Thank you, Vince. I’m thrilled to reconnect. It has indeed been quite some time! My journey is one that has been filled with change and risk-taking. I’ve always been intellectually curious, and that curiosity has led me down paths that were both rewarding and challenging.

[00:04:07] Mary Shea:

My career started in music. I was a professional oboist, playing in orchestras like the Mexico City Philharmonic. I also earned a PhD in Musicology, which is the study of Western art music and music traditions. After playing and teaching for some time, I felt the need for something bigger in my professional life. That’s when I met some folks from Forrester, and that serendipitous encounter changed the course of my career. I took a leap into sales and eventually landed in the world of sales technology.

[00:06:44] Vince Chan:

That’s quite a leap, Mary! From playing oboe to becoming a top executive. At Forrester, you were not only an analyst but also dove deep into sales enablement.

[00:07:23] Mary Shea:

Yes, I began as an entry-level sales rep, but eventually I became an analyst focused on sales tech and the sales enablement space. I looked at how the sales process was changing, especially with the rise of digital transformation. One of my big passions was diversity, equity, and inclusion—I wanted to see more women and LGBTQ folks in sales, as I believe high-level sales is one of the key pathways to the C-suite.

[00:09:16] Vince Chan:

Looking back at your career, what would you say are the common themes or motivations that have driven you?

[00:09:20] Mary Shea:

One key theme is that sales is a great equalizer. If you’re good at it, you can make a real impact, both personally and professionally. For me, financial independence was important, not just for personal gain but for being able to support causes I care about—like LGBTQ leadership and empowering women.

[00:12:04] Mary Shea:

I’m also intellectually curious. I love working with teams, and I’m passionate about enabling people to succeed. I want to be an enabler for others, helping them rise and achieve their potential.

[00:14:49] Vince Chan:

You’ve been a strong advocate for diversity in the workplace, particularly for women and the LGBTQ community. Can you tell us more about your work in this space?

[00:15:23] Mary Shea:

Absolutely. As a proud member of the LGBTQ community, I believe it’s important to amplify diverse voices in sales and technology. Right now, only about a third of B2B sales reps are women, and that’s something I want to change. I work hard to empower women and people from underrepresented groups to thrive in sales and sales leadership roles.

[00:16:41] Vince Chan:

Let’s talk about Mediafly. You’re the co-CEO of a company that specializes in revenue enablement. How does revenue enablement differ from sales enablement?

[00:17:09] Mary Shea:

Great question! Sales enablement traditionally focused on giving salespeople the right content at the right time. But revenue enablement is broader—it’s about enabling everyone who touches a customer, from sales to marketing to ecosystem partners. It also means enabling the buyers themselves through rich data insights and technology that helps sellers engage more effectively.

[00:18:50] Vince Chan:

It sounds like you’re blending sales tech and human services seamlessly. How does technology play into your strategy at Mediafly?

[00:19:02] Mary Shea:

Technology is a game-changer. We use sales technology to track and analyze buyer behavior, so we know how they’re engaging with content. This helps sales teams adjust their strategies and focus on the most promising leads. Our AI tools help us gather insights, score prospects, and measure the health of our sales pipeline in real time.