Built a 7-person EMEA team in under 12 months.

01 — The Challenge

The brief was deceptively simple: find a VP Sales EMEA. The reality was harder. They needed someone who had built a team from zero, understood the complexity of multi-country EMEA selling, and could operate as a player-coach in the early months. Most candidates at VP level had inherited teams. Very few had built them.

02 — Our Approach

We mapped every VP Sales EMEA hire made by comparable companies in the previous 24 months — who moved, where they went, what they were paid. We identified a cohort of 14 candidates who had genuinely built EMEA functions from scratch at Series B or C companies. We ran a structured process that included a 90-day plan presentation and a panel interview with the US CRO and two board members.

03 — The Outcome

We presented a shortlist of three candidates — all credible, all right for the stage. The client made an offer to their first choice. Within 12 months, the new VP had built a 7-person EMEA team and delivered 140% of their first-year revenue target.