September 27, 2021 – Top-drawer chief revenue officers are commonly found at start-ups and smaller businesses and tend to the bottom line while the rest of the C-level team expands key partnerships, seeks growth opportunities, or sources funding. That is changing. Larger businesses now view the CRO post as an essential, long-term role. In one recent search, global executive search and private equity advisory firm Renovata & Company placed Ian Baglow as chief revenue officer of Bitmovin, a B2B software as-a-service (SaaS) and infrastructure provider for companies building online video services.
“Ian has spent more than 15 years executing business strategies in scale-ups and new markets to meet challenging growth and financial plans,” said Thomas Jepsen, partner at Renovata & Company. “As executive vice president and general manager at SilverSky, he established the company as a standalone security SaaS business with 3,500 customers through carve-out and lead sales, marketing and delivery activities. Ian delivered YOY bookings improvement, reduced churn and increased annual revenue per customer.”
Prior to joining Bitmovin, Mr. Baglow was general manager, North America, financial services at BAE Systems Applied Intelligence. Before that, he was executive vice president and general manager at SilverSky. He joined SilverSky after a 13-year stint at BAE Systems Applied Intelligence, where he held various executive and director-level roles—primarily focused on telco and cyber security. He launched his career as a business consultant and program manager.
Bitmovin’s encoding, player and analytics products power its API-based infrastructure software and SaaS offerings. Customers include media and entertainment companies such as HBO, Warner Media, AT&T, Comcast and NBC—as well as mid-market and earlier-stage businesses that use video for online education, marketing and more.
Currently, Bitmovin has about 145 employees globally—in Klagenfurt, Austria; Vienna; Berlin; London; Denver; and San Francisco locations—as well as remote workers.
Private Equity Search & Advisory Firm
Renovata & Company is a global executive search and private equity advisory firm. The firm partners with financial sponsors, their portfolio companies and public corporations to deliver leaders and investment insights. The search firm’s executive recruiting activities are focused on search assignments covering board-level mandates, which include board directors, CEOs, CFOs and other C-suite executives, as well as investment professionals and operating partners. The firm provides strategic counsel to clients across the technology, digital, business services, industrial, consumer and retail sectors.
Renovata & Company has relationships with over 50 of the top 100 private and growth equity firms globally. Its private equity advisory services include diligence support, backable executive introductions and deal sourcing delivered by its affiliate, L Capital Advisors. The firm also makes equity co-investments alongside its private equity clients through its investment affiliate, L Capital. The search firm is privately held and operates from five offices across two continents: Boston, Hamburg, London, New York, and San Francisco.
Mr. Jepsen is a co-founder of Renovata & Company. He has over 20 years’ experience in executive search across the SaaS, marketplace and B2C online spectrum. His focus is on working with the boards (founders and investors) of high growth businesses to attract the leadership talent that enable their companies to scale. In over a decade leading Renovata, Mr. Jepsen has worked with many of the leading B2B and B2C businesses across Europe.
Mannie Gill is the other co-founder of Renovata & Company. His practice is focused on conducting board and C-level searches for private equity portfolio companies across internet, E-commerce, SaaS and ad/mar-tech. In addition, he works with public companies on their digital transformation projects.
Recruiting Chief Revenue Officers
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:
The Lapham Group placed Sean Rider as the new chief revenue officer of One Concern Inc. in Menlo Park, CA. CEO Craig Lapham led the assignment. “We’re thrilled to welcome Sean to the One Concern team,” said Ahmad Wani, co-founder and CEO of One Concern. “Sean’s established leadership and expertise across strategic risk finance and the alternative risk space will enable us to offer our clients unparalleled value in the resilience space. The Lapham Group is a leading boutique executive search firm headquartered in New York City.
Benchmark Executive Search, a boutique provider of cybersecurity talent, recently placed Ben Wenger as chief revenue officer of Dedrone in San Francisco. In his role, Mr. Wenger heads global sales to provide counter-drone technology to enterprise and government customers globally. “We are excited to follow Ben’s progress as he and the Dedrone team solve problems for new federal and commercial customers,” said Jeremy King, president of Benchmark.
Mercedes Chatfield-Taylor, managing partner of the private equity and venture capital practice at Caldwell, placed Melissa Feinstein Gordon as the new chief revenue officer of Rasa Technologies. Ms. Feinstein Gordon brings experience in leadership, general management, and sales. She excels in building out teams that execute at various stages of company growth, putting process in place to hire, train, motivate and close business. Most recently, Ms. Feinstein Gordon was senior vice president and GM marketplace at Tradeshift. In that role, she managed a cross-functional team of sales, business development, engineering, and operation functions.
Executive recruitment firm Buffkin / Baker has been selected to assist in the search for a new chief revenue officer for independent data cooperative Alliant. The search firm is seeking a dynamic sales leader and innovator in the data as a service (DaaS) arena as the company drives continued growth through multi-channel consumer marketing solutions. Candidate must be experienced executive with a proved track record of leading and developing high-performing sales and sales operations teams, said the search firm. They must also have hands-on experience selling consumer data solutions direct to mid-level to enterprise brands, understanding how data can impact direct and digital marketing initiatives.
Contributed by Scott A. Scanlon, Editor-in-Chief; Dale M. Zupsansky, Managing Editor; and Stephen Sawicki, Managing Editor – Hunt Scanlon Media