ON Partners, over the last few years, has collaborated with Niche and its CEO to grow its executive leadership team.
SmartBear
CASE STUDY.
Melissa Campbell
Chief Revenue Officer
SmartBear Appoints Top Sales Talent Melissa Campbell as Chief Revenue Officer
THE STAGE
SmartBear, a leading provider of software development and visibility tools and backed by Francisco Partners and Vista Equity, needed a new Chief Revenue Officer to drive growth and scale revenues across the organization. SmartBear outlined the “must haves” for this role and the ON Partners team began determining the non-negotiables and areas to flex in the background.
Key Client Contacts
Frank Roe
CEO, SmartBear
Veronica Curran
Chief People & Culture Officer, SmartBear
THE TEAM LEADS
Tindall Hein
Partner, ON Partners
Aaron Clark
Partner, ON Partners
“Great experience with ON Partners. Really appreciate how you worked with me through the entire process. Thank you team!!”
– Melissa Campbell, Chief Revenue Officer at SmartBear
THE EXECUTION
SmartBear outlined the “must haves” for this role and the ON Partners team began determining the non-negotiables and areas to flex in the background.
With over 200 sales and revenue search appointments completed over the last 3 years, our partners were able to craft the ideal candidate profile. The search was highly targeted on exceptional SaaS leaders in the Boston market, where SmartBear is headquartered. The team mapped out the talent landscape in concentric circles tied to distance from the office.
SmartBear was an efficient partner to work with, providing real-time feedback and flexibility to meet with candidates quickly. Frank and Veronica were very transparent with their feedback allowing ON Partners to hone in on the right type of candidates ultimately leading to a great outcome.
THE RESULT
ON Partners is proud to have collaborated with Smartbear in finding the organization’s CRO. Melissa Campbell, the company’s next Chief Revenue Officer brings 30 years of experience in enterprise software sales for companies ranging from early-stage venture-backed to large public organizations to lead SmartBear’s global sales team.
Closing Word
“Melissa believes that high-performing sales teams demonstrate key qualities like high energy, data-driven decision making, results focused, and customer obsession, so I’m certain she will fit right into the culture at SmartBear.”
– Frank Roe, CEO at SmartBear
Executive search for the way you work.
Our approach is untraditional – by choice. We got rid of what wasn’t working (unnecessary layers, outdated practices, cookie-cutter solutions) and envisioned a firm made up of partners without limits.
Our partners are less limited in what types of companies and candidates they can work with or how they grow their practices. Each of our partners brings specialized expertise across industries and functions at the C-level and board.