The Inside Job: September 2024

At Herringbone Search , we’ve spent over two decades helping companies find the right revenue and growth leaders in the tech sector.

When a company is navigating new investment or missing targets and requires a stronger go-to-market (GTM) function, bringing in the right revenue leader is essential to get things back on track and accelerate growth.

As we know, talent is the single largest lever for value creation. We specialise in working with investor-backed businesses in the tech sector. By tapping our talent channels, you gain a strategic edge with results-driven leadership at the helm.

That's why, in this and every future edition of The Inside Job, we will feature an exclusive and unique interview with a proven growth leader - sharing their experiences, advice and insight, alongside insightful articles on growth and sales leadership and an update on what were working on.

FEATURE INTERVIEW

How to Unlock Growth: Insights from Alex Curran, CEO of Aptitude Software

For our inaugural edition, Ryan Henshaw interviews the amazing Alex Curran of Aptitude Software Aptitude Software. Watch below as Alex shares her insights into unlocking growth at Aptitude and how she approaches the GTM function...

FEATURE ARTICLE

Chief Revenue Officer or Bust? An Introduction to the Herringbone Search Revenue Leadership Skills Framework

By Will Johnston

Maybe its a bit over-dramatic, but the reality behind it is far from overstated. B2B technology companies that have embraced the role of Chief Revenue Officer (CRO) are quickly realising the transformative impact it has on both business functionality and, crucially, the bottom line.

According to research by McKinsey, businesses with a CRO on their leadership team have experienced revenue growth 1.8 times higher than their peers.

However, assessing and selecting the right CRO for your company is no easy task. It can often feel like searching for a needle in a haystack. The key is to demystify the process and focus on what truly matters.

At Herringbone Search, we’ve spent nearly two decades perfecting our candidate assessment methods. Through our Revenue Leadership Assessment Framework (RLAF), we’ve developed a system to score candidates based on core skills and behaviours. We’ve learned that the difference between success and failure often lies in the detail.

It’s not just about technical abilities or experience on paper. A great CRO must excel in leading diverse teams, using data to drive strategic decisions, and consistently meeting revenue targets, even in tough markets. It’s the combination of quantitative results and those invaluable leadership qualities that make the perfect candidate stand out.

Over the years, we’ve observed a significant shift in what companies prioritise when selecting top revenue leaders. Increasingly, it’s about behaviours and mindsets rather than simply ticking boxes on skills and experience.

But why this shift? It’s because the right attitude is often more important than experience when it comes to adaptability, collaboration, and innovation.

In fact, recent UK data reveals that 67% of HR leaders now prioritise behavioural traits over traditional experience during the hiring process (CIPD, 2024). Candidates who demonstrate resilience, adaptability, and a growth mindset are more likely to succeed in fast-paced and evolving environments, outperforming those with impressive resumes but without the right mindset. The goal isn’t just to find candidates with potential but to find those who can grow and thrive with your organisation.

Through our extensive research and testing, we’ve identified common traits among the most successful CROs in B2B software, especially those scaling rapidly. We’ve used our RLAF, validated for its independence and integrity by a global psychometric testing firm, to scientifically assess and score candidates’ behaviours. This data-driven approach helps us pinpoint the right mix of skills and mindsets for our clients.

In upcoming newsletters, we will explore what experience is required for an easy landing and hitting the ground running, what core skills are needed to achieve the short- to medium-term commercial objectives and which behaviours are desirable for long-term sustainable success.

Please ensure you subscribe to receive future editions and further insight.

INSIGHT

The Key to Accelerating Growth: “It’s About the People in the Room”

Since our inception, two decades ago, we’ve built a deep understanding of what works. At Herringbone Search we know the pace of growth, the challenges companies face, and how to move quickly when it’s needed most. Thanks to our extensive and growing network, we’ve seen almost every challenge the industry can throw at us, and we know the people who can turn a slow burn into rapid growth - and we get them in place fast.

Our approach has always been about outcomes. Ensuring the person in the role can truly drive a company forward - whether it’s revitalising growth or boosting a go-to-market strategy.

Curious About What We Can Do for You?

If your growth has slowed or you’re looking for fresh leadership to navigate the next phase, we’d love to chat. Sometimes, the difference between stagnation and success is simply having the revenue leader to take your company to the next level.

Looking to accelerate growth and take your business to the next level? Let’s connect today and explore how Herringbone Search can help you find the revenue leader who will drive your business forward.

NEWS UPDATE

Herringbone Search Update: Recent Successes and What’s Next

As summer ends, we’re pleased to report that we’ve been busier than usual here at Herringbone Search. While the tech, investment and labour market has been slowing, we’ve continued to deliver the personalised service our clients expect and have seen tremendous year-on-year growth.?

Recently we’ve been making some fantastic progress on behalf of our clients, including:

• Finding the U.S. Head of Sales for a European-based technology enabled health and fitness business, already valued at well over €1 billion, to lead their U.S. market expansion.
• Successfully closing the CRO search for a phenomenal founding team, who’ve created a market leading business in the risk and compliance digitisation space.?
• When time was of the essence, speedily facilitating the placement a Chief Revenue Officer for a high-growth aviation and travel software startup, marking their first revenue leadership hire.?
• Successfully closing a senior commercial role with a digital publisher based in Boston, helping to drive their international growth.

Along with us, the investors, founders and CEOs of these businesses are extremely excited to see the value these individuals will bring going forward.

In addition, we’re gearing up to start some noteworthy searches, with the spotlight on a distinctive and unique technology business in the intellectual property space and another for a long-established European professional services pioneer looking to digitise and scale globally.?

With 122 new revenue leadership candidate connections made in the last two months, we’re always extremely proud to let our clients know that the cogs don’t stop turning at Herringbone Search… even when the sun comes out!

A Final Thank You

Thank you for reading - please remember to like, comment and share this newsletter with your colleagues.

Ryan and Will, Herringbone Search