Emburse SVP International Sales Case Study

Emburse engaged Oakstone International to appoint a Senior Vice President of International Sales to drive growth across EMEA and APAC. Through targeted market mapping of PE-backed SaaS leaders with proven $300M–$1B scaling experience, Oakstone shortlisted 12 candidates, progressed 5 to interview, and completed the search within 12 weeks, securing a culturally aligned leader with a strong track record in international expansion and enterprise revenue growth.

About Emburse

SVP International Sales Search Background

Search Requirements

Oakstone’s Approach & Solution

Search Challenges

Search Results

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About Emburse

Emburse is a provider of expense management and accounts payable automation solutions. They humanise work by empowering business travellers, approvers, and finance professionals and eliminating manual, time-consuming tasks so they can focus on what matters most.

SVP International Sales Search Background

• Emburse, a PE-backed SaaS company, sought a Senior Vice President to drive international growth across EMEA and APAC while maintaining their traditional market position.

• Oakstone had previously assisted Emburse to hire sales professionals in EMEA.

• Emurse’s CEO had prior experience working with Oakstone International and trusted their ability to deliver on senior management hires.

• This role was exclusively worked on by Oakstone International.

Search Requirements

The ideal candidate needed:

• A strong background in private equity (PE) invested growth and international expansion.

• Experience leading international teams, particularly across EMEA and APAC.

• Proven success in scaling companies and driving revenue expansion from mid-market to large enterprise.

Oakstone's Approach & Solution

Given the urgency of the hire, we conducted targeted market mapping. We focused on:

• PE-backed companies that had successfully scaled from $300M to $1B.

• Candidates with direct experience in the same growth trajectory and revenue expansion model.

• A shortlist of 12 candidates was created, with five progressing to interviews.

Search Challenges

• The market was highly diluted, making it difficult to find high-caliber individuals open to the role.

• Positioning the scope of the opportunity, the company, the future plans and the leadership team to the right caliber of candidates.

Search Results

• The process was completed within 12 weeks.

• Ian McVey was ultimately selected for his extensive experience in PE-backed venture growth and international scaling, as well as direct fit to the initial brief.

• His cultural fit and leadership style aligned perfectly with Emburse's existing team and future ambitions.

• Why use executive search for international sales leadership roles?

  Executive search provides access to senior, passive candidates with proven international scaling experience. For global sales roles, search ensures rigorous assessment of leadership capability, cultural alignment, and execution track record.

• How does Oakstone approach SVP International Sales searches differently?

  Oakstone International conducts SVP International Sales searches by mapping leaders who have successfully navigated similar growth stages, geographies, and PE environments. The focus is on real execution experience, not theoretical global exposure.