Tealium SVP & GM EMEA

Company Background

Search Background

Requirements

The Challenge

The Results

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Company Background

• Tealium was founded in 2008 by Ali Behnam and Mike Anderson

• HQ in San Diego, US

• Total Funding $263.9M

• Specialising in Customer Data Platforms (Martech SaaS)

Search Background

• Oakstone had previously worked closely with the existing SVP and GM EMEA to hire 49 people within EMEA. This individual was leaving the organisation and needed replacing.

• Oakstone worked with Tealium’s Chief Revenue Officer, Chief People Officer, and Senior Internal Recruiter to find the right person for the role.

• A retained agreement saw the Oakstone team work alongside the internal recruitment team to evaluate all candidates, working closely together to shortlist the right people.

Requirements

• Tealium sought a focused sales leader who understood an Ideal Customer Profile GTM.

• The ideal candidate still needed to focus on winning net new logos but place greater emphasis on expanding existing key accounts that fit the ICP.

• This hire would need experience leading a sales team and having influenced multiple functions in a matrix environment.

• This hire would need to shift the strategy from accelerated start-up growth to more stable growth and profitability.

The Challenge

• Target companies were limited as few MarTech SaaS vendors have reached Tealium’s existing size in EMEA.

• Finding someone who could run sales and be a GM with an increased focus on profitability was a requirement that presented a minimal group of candidates.

The Results

• 5 weeks from the search to the signing of contracts.

• Interviewed nine people.

• Tealium hired Rob Coyne, previous EMEA lead for Hootsuite and Kenshoo and CRO at Thunderhead.