The commercial and delivery organization built in step with three rounds
Rounds raised against a US growth plan that had no people in it yet. Twenty-six hires across sales and delivery in little more than a year after the Series A, then a General Manager, Americas re-scoped from a Head of Sales brief the month after its largest round closed.
- Situation
- A venture-backed AI company entering the Americas, with a global industrial group, a corporate venture arm and, later, a global technology fund behind it. Enterprise and public-sector buyers, and no US organization to sell to them.
- Mandate
- Board and executive leadership through to the teams beneath them, across sales and delivery.
- Result
- 27 hires, ending with a General Manager and VP Sales, Americas re-scoped from a Head of Sales brief.
- Pace
- Twenty-six hires in little more than a year after the Series A. The General Manager the month after its largest round closed.
Each round was raised against a US growth plan that did not yet have people in it. Brian built the organization the plan required at the pace the funding set, sales and delivery together. The brief ran from board and executive leadership to the teams beneath them. He worked exclusively, for a period from inside the company at the CEO's request, while standing up Bennett Search Group.
One search shows the method: opened as a US Head of Sales, it returned what the market was saying, that the role had to own North and Latin America as a business with a line to the CEO. It was re-scoped as General Manager and VP Sales, Americas, and filled the month after the company's largest round closed. Leaders placed here have since retained Brian at their next companies.