Mid-Market AE recruitment · BI & FP&A software · ANZ
Phocas | Mid-Market Account Executive
The best candidate wasn’t looking.The results spoke for themselves.
CherryPeople headhunted a passive Mid-Market Account Executive for Phocas, a Business Intelligence (BI) and Financial Planning & Analysis (FP&A) software company. The successful candidate subsequently earned Rookie of the Year, 100 Club and President’s Club recognition.
Joe had worked with Steve Cornwell, Head of Sales, ANZ at Phocas, since 2018, building teams for him and, at one point, placing Steve himself into a sales leadership role.
The brief: A good search starts with a good brief.
When Steve needed to add to Phocas’ Mid-Market team in Sydney, the brief was specific: ANZ territory, pure new-logo acquisition, selling into the Office of the CFO, with relevant ERP or FP&A experience.
It was an urgent hire in a candidate-short market, with enough trust in the relationship to run the search properly rather than chase volume.
Steve knew exactly what he was looking for, and just as importantly, knew how to articulate the opportunity, the team and why someone should join Phocas.
That gave CherryPeople a clear market to map and a compelling story to take to candidates.
- Sydney
- Mid-Market team
- ANZ
- Territory
- New logo
- Pure acquisition
- Office of the CFO
- Buyer
- ERP / FP&A
- Relevant background
The search: Going to the market, not waiting for it.
Matt wasn’t advertising himself as open to work. He wasn’t applying for jobs. He wasn’t even thinking about making a move.
CherryPeople proactively headhunted him from the relevant market.
His background matched the technical brief, but it was the first proper conversation that made the fit obvious. Technically, he ticked the boxes. Culturally, it clicked too.
Matt was introduced as the second or third candidate in a shortlist of five and quickly became the front-runner.
- 5
- Shortlisted
- 3
- Progressed
- 2
- Finalists
From there, the process was refreshingly straightforward. Phocas and Matt gave each other the time required, communication stayed transparent and the process kept moving.
The result: Making the placement got the search over the line. What happened afterwards showed why the match mattered.
Matt ChapmanMid-Market Account Executive
- Rookie of the Year
- 100 Club
- President’s Club
Within his first year, Matt had already made a strong impression: performing during ramp, closing business and contributing beyond his individual number.
He went on to earn Rookie of the Year, 100 Club and President’s Club recognition at Phocas.
