July 18, 2019 – 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.
Recently, Greenwich Harbor Partners recruited Mark D’Andrea as the new chief revenue officer of SQAD, a software and data services company for advertisers, agencies and brands. The assignment was led by managing directors Carrie Pryor and Ted Pryor.
For more than two decades, Mr. D’Andrea has leveraged data and decisioning to make digital marketing more effective for brands and more relevant to consumers. He has worked most of his career supporting global agencies and major brands. Previously he was senior vice president of sales for Sizmek, the largest independent buy-side advertising platform providing integrated solutions to enable data, creative and media to work together for optimal campaign performance.
Prior to that, Mr. D’Andrea was vice president of sales for Rocket Fuel (now Sizmek), a provider of artificial intelligence advertising solutions that transform digital-media buys into self-optimizing engines that learn and adapt in real time. Earlier in his career, he was VP, new business initiatives for [x+1] (now Sizmek), SVP marketing and business development for Engage121. He also held positions with Simple Brands, Realogy, JDL Ventures and Elite Sports.
SQAD offers a dynamic software and data set for advertisers, agencies and brands empowering research, review, planning, management and reporting across all media strategies. These include network, local and cable television, radio, out of home and internet channels.
Ms. Pryor has over 20 years of senior executive search experience. She has recruited board directors, CEOs and their direct reports, as well as partners for private equity firms. In addition to her board seat with the New York Pops, she serves as an advisory board member for Constellation Ventures. A veteran of the internet space since the early ’90s, she has deep experience in digital media, entertainment and private equity.
Mr. Pryor focuses on senior-level assignments for general management, sales, marketing and digital transformation. He specializes in recruiting executives using his four years as CFO and CEO of a venture-backed start-up, 10 years at General Electric Capital and 20 years in international finance and investment banking. Mr. Pryor has served on public, private and non-profit boards and chaired the audit committee for the Boston Celtics. In executive recruiting, he has focused on business services, digital marketing, eCommerce, ad sales, place-based advertising, communications and customer service for growth companies and large national brands.
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:
Boston-headquartered Polachi placed Steve Cascio as chief revenue officer of Casco Development, a manufacturing software company in Portland, ME. Partner Charley Polachi spearheaded the assignment. With 18 years of enterprise software and consulting experience, Mr. Cascio is a proven sales leader focused on building and maintaining strategic client relationships and driving revenue growth.
Acertitude recently recruited Shaun Bossons as chief revenue officer for Bamboo Rose, the multi-enterprise platform connecting the retail community. The search was led by managing director Nate DaPore and partner Vicki Devlin, who recruited Mr. Bossons in only 74 days. Mr. Bossons joined Bamboo Rose from his prior role as chief revenue officer for Trace One.
Howard Fischer Associates recruited former ManpowerGroup executive Jim McCoy as chief revenue officer for Scout Exchange, a Boston-based platform for marketplace recruiting. Mr. McCoy brings over 15 years of experience in the talent acquisition industry, most recently as vice president and global practice leader of recruitment process outsourcing for ManpowerGroup.
Buffkin / Baker recently placed former ShoreTel executive David Petts as CRO at New York-based technology company Shutterstock. Mr. Petts has a record of revenue growth and profit improvements. Mr. Petts was senior vice president of worldwide sales and customer success at ShoreTel.
Contributed by Scott A. Scanlon, Editor-in-Chief; Dale M. Zupsansky, Managing Editor; Stephen Sawicki, Managing Editor; and Andrew W. Mitchell, Managing Editor – Hunt Scanlon Media