May 16, 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, Boston-headquartered executive search firm Polachi Inc. placed Steve Cascio as the new chief revenue officer of Casco Development, a manufacturing software company in Portland, ME. Partner Charley Polachi spearheaded the assignment.
“Steve Cascio’s experience as a sales leader, VP of sales and global account representative, as well as leadership in digital supply chain at leading SaaS businesses gives him excellent insight into portfolio management for software-based sales teams,” said Mr. Polachi. “We expect to see him excel in his new role and help Casco Development grow sales both in the United States and abroad.”
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. Previously, he served as VP of sales at SAP’s digital supply chain. Before that, he was a strategic account executive with Syclo. During his career he also gained experience with IBM, Strategic Maintenance Solutions and MRO Software.
Casco Development collects data and automatic machine polling to provide real-time, deeply customizable software for mid-sized to large manufacturers. The company’s platform covers everything from inventory, scheduling, labor tracking, machine tracking and more in as few touches as possible. Casco was recently acquired by Rhode Island-based CAi Software, a leader in enterprise resource planning and management systems, software, network integration and business consulting.
Polachi Inc. provides recruiting services for technology, clean technology, private equity and venture capital concerns. The firm recruits leaders for a client roster that includes Aspen Technology, Bottomline Technologies, Attunity, Cognizant Technologies, MAM Software, Trillium Software/Harte Hanks, FleetMatics, Lionbridge, Sparta Systems, Sevcon, Epsilon, Cognex, Plug Power, Mediamorph, Witricity, BlueConic, Perkins School, Knoa and Visual IQ.
Mr. Polachi recruits CEOs, board members and other officer-level executives for public and private technology companies. He also oversees Polachi Inc.’s venture capital and private equity specialty practice, which is dedicated to recruiting partners for leading venture capital and private equity firms around the world. Among his honors, Mr. Polachi was previously named among BusinessWeek’s Top 100 Most Influential Headhunters in the world.
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:
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