Tealium: SVP & GM EMEA

20 Sep

Company 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.

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.

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.

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.