appsee, a Series A DataTech, needed a Revenue (Sales + Customer Success) leader who had led teams of 30+ppl and who had built a similar UX/UI oriented DataTech from $10M to $50M+ in ARR with a mix of Enterprise, Mid-Market and SMB clients. This VP Revenue would be building the New Logo and Upsales teams from 12 ppl to 30+ppl within the next 12-18 months. The impact that this VP Revenue will have on scaling the business and value of the company would be massive so it was paramount that we find the right balance of someone who has and can lead the charge through these next few inflection points.
Working with the founders we tackled this challenging search head-on and with complete transparency. We set the ultimate target to secure a remarkable Revenue leader with the experience of building similar B2B DataTech/MarTech SaaS companies from $10M to over $50M+ in ARR. Understanding the nuances of Appsee’s business model so that we can bring in a Revenue leader who understands how to simultaneously target Enterprise, Mid-Market and SMBs while building both the new logo and upsales teams required a special skillset and balance that significantly shrunk the candidate pool.
Within 2 weeks we had identified and engaged with three ideal prospects who not only had the right experience but who also perfectly fit Appsee’s mission and values. While we continued to network and build out a pipeline of potential prospects, the ideal candidate and hire was made from the people we identified and engaged within the first two weeks. The rest of the interview process and courtship would take another 30 days but we completed the search within 45 days, and Appsee was acquired 14 months later by ServiceNow.