Chief Revenue Officer Search, Global FinTech Firm

A well known and respected FinTech SaaS provider serving the financial markets with offices in 12 global locations was on the lookout for a Chief Revenue Officer. This position was due to a huge rate of growth the company was undergoing, and they wanted a talented individual to scale their revenues to the next level.

We consulted with the client over meetings about what they need the successful candidate to do in order for the role to be a success. From these consultations, iopa formulated a person and job specification which detailed specific requirements such as managing large global sales teams, have a track record of building lasting strategic relationships amongst Fortune 500-1000 brands as well as have a specific understanding of SaaS based cross-channel marketing. In addition to this, the successful candidate required a strong technical understanding aligned to the company’s technical product offering and software platform. They needed to have a flawless track record of contract negotiation and be an evangelist for the brand. Strong financial analysis and at least 7 years previous direct sales experience was a must.

This role needed to be filled within 8-12 weeks to enable to company to remain on track with its growth goals.

The requirement was very technically niche so, iopa Solutions approached the search by mapping out the entire market and by utilising it’s FinTech network that has been built over the last 15 years to narrow down 35 individuals. Each individual was interviewed and screened against the job and person specification. We recognised that cultural fit was also going to be important due to the high level of this requirement. By knowing the personality of the CEO and other executives within the firm, we were able to identify people who would also ‘work well’ within that environment as well as fit the brief.

We hand picked 8 individuals to put forward to the client and each went through a thorough interview and screening process with the executives of the firm. This process took 3 weeks in total and from these, 2 candidates were selected for offers. iopa Solutions consulted the client to negotiate these offers including basic salary, benefits package and bonus scheme. The role was accepted by the first choice candidate and iopa negotiated their notice period and resignation with discretion and speed to enable them to join the client within 8 weeks.

Since hiring their new Chief Revenue Officer, the company’s revenues trebled within 18 months post-hire and they have expanded their sales teams by a further 60%. The candidate has remained at the organisation 4 years (until date) and is still very settled and still enjoying the challenges of the role.