If the role moves the topline, we run it. If it doesn't, we won't.
The full commercial owner. Sales, marketing alignment, customer success, RevOps. Most often a founder's first sales leadership hire.
The sales-only leader. Right when marketing and CS already have leadership, or when the founder isn't ready to hand off the full revenue function.
The strategic commercial leader. Often includes BD, partnerships, and long-cycle enterprise motion. Common in PE-backed and PLG-transitioning companies.
Full-funnel growth leader. PLG-led companies, marketplaces, consumer-adjacent B2B. Owns acquisition, activation, and expansion as one motion.
Retention and expansion. We run CS searches when the role carries a number — gross retention, net retention, expansion ARR. Not as a support function.
Demand-gen and pipeline-owning marketing leaders. We run this when marketing carries a pipeline number alongside or in lieu of a CRO. Not brand-only.
Quota-carrying enterprise and mid-market sellers. The first three sales hires after a VP Sales is in seat — sourced and vetted by operators.
The technical counterweight to your AEs. Critical for technical sales motions where the SE often carries more deal influence than the rep.
Senior CSMs who own retention numbers and run expansion plays. We run named-account CS — not pooled support roles.
The hire who builds the system underneath the sellers. Forecasting, comp, tooling, pipeline analytics. Often the third or fourth sales hire.
Build the outbound function from scratch. Hire 3–6 BDRs, build the playbook, set comp and quotas, run the first 90 days of ramp. Hand back a working function.
Stand up CS as a function. Hire the CSMs, build the segmentation, set retention and expansion targets, install the tooling. Often run alongside a VPCS search.