May 1, 2018 – The role of chief revenue officer has changed dramatically over the last several years. CROs are quickly becoming mission-critical innovators for companies that look to dominate a market first and fastest, according to recruiters. The demand for these financial leaders is growing and executive search firms have been busy filling these roles.
Mr. Petts has a record of revenue growth and profit improvements. He also has multiple years of experience building and leading high-performing teams around the world in addition to diverse “go-to-market” operations that align with geographically-specific dynamics.
Mr. Petts was senior vice president of worldwide sales and customer success at ShoreTel, where he was responsible for the global customer-facing organizations, managing all aspects of the customer lifecycle. Prior to ShoreTel, he held various leadership roles including SVP sales, marketing & services-enterprise solutions at Nokia; VP software, Americas at HP; and VP industry standard servers, Americas at HP.
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Buffkin / Baker is a retained, specialty boutique search firm composed of industry leaders. Each partner in the firm has been a leader in their respective fields and each has over a decade of retained search experience. Combined, its partners have over 175 years of search experience and 210 years of industry experience. Its job as search professionals is to recruit leaders in Digital Marketing/Advertising, Technology, Healthcare, Media/Entertainment, Finance, Higher Education, and Non Profit. The firm serves public, private, venture and priequity-backedacked companies. Its office locations include Nashville, New York, Washington, D.C., and Winston Salem, with affiliate offices in London. The company is a member of Panorama Search, an international federation of retained firms with 18 firms and over 30 offices globally. Buffkin / Baker formed last year with the merger of the Buffkin Group and Baker and Associates, LLC.
Recruiting Chief Revenue Officers
Top-drawer CROs are commonly found at start-ups and smaller businesses and tend to the bottom line while the rest of the C-level team expand key partnerships, look for growth opportunities or source funding. That is changing, however, as larger businesses now view the CRO post as an essential, long-term role.
Hunt Scanlon Media has reported on a number of search firms finding chief revenue officers for their clients. Here’s a look at searches either underway or recently completed:
Imperva, a NASDAQ-traded cybersecurity company, recently announced that its chief revenue officer, Mike Mooney, resigned to pursue other interests. The Redwood Shores, CA-based organization has turned to Heidrick & Struggles to find his replacement.
Acertitude placed Reza Ghorieshi as CRO of Indigo Energy, a wholesale provider of petroleum products and renewable-fuel solutions based in Gainesville, GA. Rick DeRose, Acertitude founder and managing partner, led the search along with partner Tom Dougherty.
McDermott & Bull recruited Mollie Hunter as chief revenue officer with Ease, a leading provider of process performance solutions. The search was led by partner Craig Lipus, principal consultant Garrett Lipus, senior recruiting associate Tara Steven, and recruiting associate Chris Pring. Ms. Hunter has over thirty years of software sales experience.
Ross & Company has placed Tom McNamara as chief revenue officer of Apixio, a data science company focused on healthcare. Managing partner Jim O’Sullivan led the assignment. Mr. McNamara has 25 years of experience building successful sales organizations for healthcare technology and analytics companies. This expansion came after the close of $19.3 million in Series D funding led by SSM Partners.
Contributed by Scott A. Scanlon, Editor-in-Chief; Dale M. Zupsansky, Managing Editor; Stephen Sawicki, Managing Editor; and Will Schatz, Managing Editor – Hunt Scanlon Media