Icertis

Company Background

Search Background

Requirements

Oakstone Solutions & Value Proposition

Results

Ongoing Relationship

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Company Background

Icertis is an enterprise contract management platform in the cloud that solves hard contract management problems on an easy-to-use platform. With Icertis, companies can accelerate business by increasing contract velocity, protect against risk by ensuring regulatory and policy compliance, and optimise commercial relationships by maximising revenue and reducing costs. Icertis was founded in 2009 and is headquartered in Bellevue, Washington.

Search Background

• Icertis, a pioneering contract lifecycle management (CLM) company, needed to establish a European presence as it expanded its go-to-market (GTM) strategy outside the US.

• Icertis had minimal existing GTM infrastructure in Europe, relying on a small, UK-based sales team.

• With no dedicated talent team and only HR support, Icertis faced the challenge of finding an external recruiter who understood their business needs and could quickly source talent for their relatively unknown company in a new industry space.

• We were recommended to Icertis’s HR VP by an existing US client around 2018, becoming their first external recruiting partner.

Requirements

• Icertis was looking for new logo salespeople for core markets such as the UK, Germany and Northern Europe.

• Although Icertis was a relatively well-known company in the space, they wanted to target people outside the education sector, which would require selling the company and the opportunity.

Oakstone Solution and Value Proposition

• Oakstone launched a targeted recruitment strategy, focusing on high-quality, new-logo sales professionals to help Icertis establish itself in Europe.

• Initially, Oakstone’s work in the UK and Europe was non-exclusive, working with multiple recruiters.

• Even after working with larger recruitment firms, Icertis favoured Oakstone as we consistently delivered stronger results with a smaller team, showcasing our expertise in the CLM sector. Subsequently, we became their exclusive external recruitment partner.

• Oakstone worked on a range of contingent and retained agreements depending on the seniority of the role.

Results

• Oakstone worked closely with Icertis over three years, placing approximately 30 to 40 candidates in both EMEA and the US.

• Average hiring time: 12 weeks

  • Account Executive (UK)

  • Business Development Director (UK)

  • Director of Customer Advocacy (France, UK, Netherlands, Sweden)

  • Director of Sales (UK, USA, Denmark, Germany, Benelux, France)

  • Enterprise Sales (Germany, Sweden)

  • Enterprise Sales Director (Germany)

  • GM Customer Advocacy (Germany)

  • GM Pre Sales (UK)

  • GM Pre Sales High Growth (UK)

  • Partner Pre Sales Director EMEA (Germany)

  • Pre Sales Director (Germany, UK, USA)

  • RVP DACH (Germany)

  • Sales Director (Germany, France)

  • Sales Director DACH (Germany)

  • Sales Director High Growth (France, Germany, Ireland, Sweden, UK)

  • Sales High Growth (UK)

  • Senior Director, Alliances (UK)

  • SVP Sales (UK)

  • VP Sales High Growth EMEA (UK)

Ongoing Relationship

• Icertis now has an internal recruitment team with whom we will work closely.

• Today, Icertis relies on Oakstone’s support to fill specialised roles while their internal team handles other immediate needs.