October 11, 2022 – 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, Paul Manning, Jordan Snyder, and Luc Benjamin of The Bowdoin Group, an executive search firm specializing in C-level search and strategic recruitment process outsourcing, have assisted in the recruitment of Jim Whelan as the new CRO of CodaMetrix, an artificial intelligence powered technology platform provider that aims to transform the healthcare revenue cycle.
Mr. Whelan brings over 20 years of executive leadership in mission-driven, early-stage healthcare organizations, building, strengthening, and leading high-performance sales and marketing teams. Most recently, as SVP of global sales for TriNetX including processes, systems, and hiring sales executives in the U.S., London, Sydney, and Sao Paulo. Prior to that, he managed a North America sales team of 22 for Imprivata, the leading software company focused on securing fast user access to electronic patient health information. Prior to Imprivata, Mr. Whelan led sales organizations that grew contract revenue to $10 million in 2.5 years for Institute for Health Metrics, from $15 million to $22 million in two years for THINQ, and from $1 million to $11 million in three years for Superior Consultant Co.
“We have assembled a fantastic leadership team to complement our incredible technology, product, and company,” said Michael Mercurio, EVP of strategic partnerships, a co-founder of CodaMetrix, and VP of physician revenue services at Mass General Brigham (MGB). “This executive team has extensive experience scaling and leading the commercialization of transformational healthcare solutions and will help execute CodaMetrix’s mission to use AI to make medical coding a largely autonomous function.”
CodaMetrix’s AI technology was initially developed at the Massachusetts General Physician Organization (MGPO), one of the largest specialty medical groups in the U.S. Today, CodaMetrix’s advanced AI platform is deployed at Mass General Brigham and several other prestigious health systems, representing over 20,000 providers, processing and autonomously coding millions of radiology and pathology encounters. The company is headquartered in Boston.
Founded in 1994, The Bowdoin Group specializes in leadership and strategic roles for a wide range of companies, from small firms building out their executive team to large firms sourcing talent for rapid market expansion as well as venture- and private equity-backed firms. With deep expertise in biopharma, digital health, fintech, and financial services, and software, the firm specializes in the Greater Boston area with the ability to source talent and service companies globally.
Mr. Manning works primarily with digital health, technology, and software companies to help with strategic leadership placements. As a firm partner, he will continue to oversee the executive search business and work with clients on financial leadership and key operational roles. Before joining The Bowdoin Group, Mr. Manning founded and served as managing director at Open Solutions, a boutique technology search firm where he led the firm from inception to acquisition.
Ms. Snyder joined The Bowdoin Group as a senior consultant in March 2021. In this role, she is responsible for developing and building relationships with clients and candidates across a variety of verticals. Ms. Snyder brings with her seven years of recruiting experience. Prior to joining The Bowdoin Group, she worked at Allied Universal as a talent acquisition manager.
Mr. Benjamin joined The Bowdoin Group as an intern in 2020, then became a full-time associate in 2021. He previously worked with search teams, performed research on target clients, and supported partnership development, while assisting in a variety of operations and client-related tasks. In his current role, Mr. Benjamin is responsible for providing detailed reporting for clients and performing candidate and client research.
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:
ON Partners has assisted in the recruitment of Dolly DeNyse as chief revenue officer of Arbolus, a London-based knowledge-sharing platform. Partner Seth Harris led the assignment. “Dolly is such an exciting hire for us at the perfect time,” said Sam Glasswell, CEO. “Arbolus has evolved from its roots of improving the user experience in the expert network industry, towards a full-scale insight and market data platform. Our customers today use the platform not just for gathering individual expert insights, but also to deliver surveys or gather customer sentiment analysis or as an improved way to carry out secondary research instead of using static industry reports.”
ZRG Partners, a leading search firm backed by private equity firm RFE Investment Partners, recently assisted in placing Brennen Carson as the new chief revenue officer for CalAmp, an Irvine, CA-based telematics company. Mr. Carson is charged with helping to accelerate the business’ penetration into the transportation and logistics marketplace and drive sustainable revenue streams. ZRG’s managing director and technology practice leader Lisa Hooker led the assignment along with Douglas Madden, managing director in the technology practice. Mr. Carson brings over 15 years of experience in enterprise software-as-a-service sales, directing cross-functional small-to-medium-sized business, mid-market, and enterprise teams to drive top-line revenue, said CalAmp.
Mercedes Chatfield-Taylor, co-founder of Artico Search, recruited Christopher Day as the new chief revenue/sales officer for nfinite, a New York-based visualization and E-commerce merchandizing company. Mr. Day most recently served as senior vice president, sales at Aurea Software. In this position, he was responsible for building the fastest growing part of the Aurea business, a sales team based on metrics, data and quality coaching / mentoring. Before that, he was divisional vice president sales at Bazaarvoice. nfinite leverages proprietary computer-generated imagery technology to create any kind of visual content for their products through virtual shooting, enabling retailers to replace photographic pictures to showcase their products online or in catalogs.
Contributed by Scott A. Scanlon, Editor-in-Chief; Dale M. Zupsansky, Managing Editor; and Stephen Sawicki, Managing Editor – Hunt Scanlon Media