Series B MarTech Company to Establish US Presence

European based, High growth, Series B MarTech company.
Company had been performing well in the European market with revenues just under $4MM ARR.
Use of proceeds for their Series B included establishing US based Go To Market (GTM) capability.
Timeframe was spring 2018 to present.

In June of 2018 Sterling Point was engaged to help them build out their Go To Market capability at all levels.
This involves securing a Head of both US Sales and Customer Success and working with them to validate all of the roles, comp plans, KPI’s, career paths and employee value proposition.
The search assignments have been across several GTM functions and at all levels. Searches have included:
- Sales: Account Executives (SMB and Enterprise), Business Development Representatives
- Customer Success: Head of Customer Success, Customer Success Managers
- Sales Engineering: Pre and Rolex replica watch Post-Sale professionals in the form of Product Specialists, Data Engineers and Data Analysts
- Marketing: None, as all marketing efforts and operations are driven out of their European offices.

Since June of 2018 Sterling Point has successfully completed 24 search assignments
- Typically hired in small surges of 3-5 hires across GTM functions over a month or so, followed by an absorption period of 2-4 months and then another 3-5 hires over a month or so, and so on.
Highlights Include:
- Volume–These 24 hires represent roughly 80% of the hires made in the 30+ person Boston based office (their only US Office).
  - 2.5 years ago, they had 19 people in the company, all in Europe.
  - They’ve grown aggressively in both the US and overseas and signed multi-year leases for anticipated near term growth of 250 employees.

- Efficiency—The ratio of ‘candidates presented’ to ‘accepted offers’ is less than 3.3 to 1. Broken down by:
  - 1.2 : 1 ratio of ‘candidates presented’ to ‘initial phone screens’.
  - 2.5 : 1 ratio of ‘Candidates interviewed’ to ‘Accepted offers/hires”
  - This ratio also Rolex replica watch includes offers that were made but not accepted by the candidates for a variety of reasons. The % of candidates they wanted to hire is actually higher.

- Quality–The retention rate on the staff members hired through Sterling Point within their first year is 100%. (Zero voluntary or involuntary turnover in the first 12 months)
  - The retention rate with the company over an extended 18-month period is roughly 91% (22 out of 24 hires are still with the company as of November 2019).
  - Several of the folks have gotten various promotions in both CS, SE and Sales. (i.e. CS Team Lead, BDR Manager)

Our Work