The revenue org was scaling fast enough that the definition of "the right hire" was different at every level — and different again from month to month. Some seats called for true VP leaders: people to own a function, build the org beneath them, and represent Flex externally. Others called for something rarer: operator-leaders willing to still be engineers of the plane while flying it — senior enough to set strategy, hands-on enough to run the play themselves in the first six months.
That distinction became the screen we ran every candidate through. Which of these two jobs is this hire, really? And is this person genuinely wired for it — or telling us what they think we want to hear?
From there, profiles moved as real market feedback came in. The Business Development search broadened from a utilities-leaning seller to a sales-minded strategic-partnerships leader. The Utilities search filled twice at Director level after live pricing data reshaped expectations. The VP of Business Development search was reset entirely in July as a pure hunter profile.
The revenue org was scaling fast enough that the definition of "the right hire" was different at every level — and different again from month to month. Some seats called for true VP leaders: people to own a function, build the org beneath them, and represent Flex externally. Others called for something rarer: operator-leaders willing to still be engineers of the plane while flying it — senior enough to set strategy, hands-on enough to run the play themselves in the first six months.
That distinction became the screen we ran every candidate through. Which of these two jobs is this hire, really? And is this person genuinely wired for it — or telling us what they think we want to hear?
From there, profiles moved as real market feedback came in. The Business Development search broadened from a utilities-leaning seller to a sales-minded strategic-partnerships leader. The Utilities search filled twice at Director level after live pricing data reshaped expectations. The VP of Business Development search was reset entirely in July as a pure hunter profile.
