Enterprise experience, start-up mindset. Scaling RecVue’s US go-to-market capability

With ambitious growth targets ahead of its next funding round, RecVue needed to expand its US go-to-market team and accelerate net-new business.

Wenham Carter helped build critical capability across enterprise sales, solutions engineering and alliances, securing hires with the specialist revenue management expertise and start-up mindset the business needed.

Published:

The Growth AmbitionScaling the US business ahead of the next funding round

RecVue provides revenue management software for complex global enterprises.

Following the appointment of a new CRO, the business set ambitious growth targets as it worked towards its next stage of funding. Expanding its US go-to-market capability was central to that plan, with a particular focus on generating net-new enterprise business.

RecVue needed to add senior capability across sales, solutions engineering and strategic alliances, creating a stronger commercial team around its growth strategy.

The Talent ChallengeEnterprise expertise with a start-up mindset

RecVue operates in a highly specialised area of enterprise software. Its sales team needs to understand complex billing and revenue management environments and engage some of the world’s largest organisations.

That significantly narrowed the talent pool.

Candidates needed proven experience selling sophisticated solutions into global enterprises, combined with the autonomy and entrepreneurial mindset required in a Series A business. They had to be comfortable working with ambiguity, creating opportunities and taking ownership beyond the boundaries of an established role.

RecVue needed people who understood complex enterprise revenue management and could still operate with the ownership of a start-up.

Our ApproachBuilding complementary capability across the GTM team

Drawing on our specialist network across revenue management software, Wenham Carter targeted individuals who combined relevant market experience with the behaviours RecVue needed as it scaled.

We secured five appointments: a Global Head of Alliances, two Enterprise Account Executives and two Principal Sales Engineers.

Together, the hires added capability across several parts of the commercial cycle: developing strategic partnerships, opening and winning enterprise opportunities, and bringing the technical depth needed to support complex customer conversations.

Business OutcomeNew commercial capability already contributing to growth

Early feedback from RecVue shows the new team is already contributing to the company’s sales strategy and wider business performance.

Former CRO Steve Moroski described Wenham Carter’s industry knowledge and network as “invaluable in helping us hire key GTM personnel”, adding that the people appointed are “already contributing to the success of our business.”

The five hires give RecVue additional commercial capacity to pursue net-new enterprise business and execute its growth strategy as the company works towards its next funding milestone.

Five strategic hires added the sales, technical and partnership capability RecVue needed to pursue its growth targets.

I can confidently recommend Ollie for recruitment needs in the Revenue Management software space. His deep industry knowledge and network have been invaluable in helping us hire key GTM personnel, consistently presenting candidates who not only have the right skills but also fit our company culture. His approach is both thoughtful and consultative, and he always goes the extra mile to ensure a long-term, successful fit, bringing in the right people who are already contributing to the success of our business

Steve Moroski, Chief Revenue Officer | RecVue

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