Technology Executive Team Build-Out

A Series B enterprise software company had found product-market fit and was ready to scale aggressively. But the founding team, strong on product and technology, lacked the go-to-market and operational expertise needed to grow from $20M to $100M ARR.

The CEO needed to build out a complete executive team: Chief Revenue Officer, Chief Marketing Officer, VP of Customer Success, and VP of People. The challenge was finding executives who could operate at scale while thriving in the scrappy, fast-moving culture of a growth-stage startup.

We approached this as a coordinated team build, not four separate searches:

Team Design: Worked with the CEO to design the leadership team structure: roles, responsibilities, and interfaces. Ensured clear accountability and minimal overlap.

Cultural Definition: Helped articulate the company's culture in ways that could be evaluated during hiring. Identified the specific cultural attributes that predicted success in this environment.

Parallel Execution: Ran all four searches in parallel with a dedicated team. Coordinated timelines to enable team cohesion from day one.

Stage-Appropriate Candidates: Specifically targeted executives with relevant stage experience, leaders who had scaled companies through the $20M-$100M journey, not just executives from large enterprises.

Reference Deep-Dives: Extensive reference checking focused on performance at similar company stages, not just overall career accomplishment.

All four positions were filled within six months, with start dates coordinated within a four-week window. The new executives joined as a cohort, enabling:

- Rapid relationship building and team cohesion - Aligned onboarding and cultural integration - Coordinated execution of go-to-market transformation

Within eighteen months, the company had grown ARR from $20M to $65M and successfully raised a Series C at a significant valuation increase.