CASE STUDY

General Manager, North America search for Hailo Technologies

THE CHALLENGE

Calibre One was retained by Hailo Technologies to recruit its first North American sales executive, a General Manager located in Silicon Valley. This executive would be responsible for laying the foundation to establish and lead Hailo's business, including all revenue generating activities plus building its presence in the United States and Canada. The senior level sales executive would have excellent technical skills and deep domain knowledge of edge computing, selling into target industries such as industrial, automotive, robotics, smart retail, and smart cities. He/she would also be capable of building, leading and growing a world-class North American sales team to greater levels of success, thereby setting the gold standard in this hyper-growth sector.

THE CLIENT

Hailo, an edge AI, Israel-based chipmaker, has developed a specialized deep learning processor that delivers the performance of a data center-class computer to edge devices. Hailo’s AI processor is the product of a rethinking of traditional computer architecture, enabling smart devices to perform sophisticated deep learning tasks such as object detection and semantic segmentation in real time with minimal power consumption, size and cost. The deep learning processor is designed to fit into a multitude of smart machines and devices, impacting a variety of sectors including automotive, industry 4.0, smart cities, smart homes and retail. The company was founded in 2017 by members of the Israel Defense Forces’ elite technology unit.

THE STRATEGY

Having worked for countless founder-led startups both in the US and abroad over the years, Calibre One was eager to kick off this exciting search in a hyper-competitive sector (semiconductor and edge computing) knowing the hunt for talent would be fierce amid a pandemic and entering the 2020 holiday season.

As standard operating procedure at Calibre One, David Madden and Aanand Varanasi used a two-partner approach, doubling the bandwidth to reach the right contacts. They narrowed down the target company list to those with similar offerings such as NVIDIA, Intel, NXP, Renesas and Xilinx, focusing specifically on individuals with a background in similar products to Hailo’s. After the initial outreach, 25 candidates were interviewed virtually, and the team presented a short list of eight qualified and interested candidates to Hailo within one month. They utilized Calibre One’s broad HR knowledge, extensive professional network and technical expertise to pinpoint and execute exactly what Hailo was looking to achieve.

THE RESULT

Calibre One’s exhaustive research and deep relationships at Xilinx ultimately led them to identify, recruit and place Dean Westman within 100 days. He is a veteran sales and business development leader with a proven track record of scaling businesses in both complex chip companies and more recently in edge computing startups.

“We emphasize working with professionals who are not afraid to voice their opinions, and we seek good guidance from people who have seen it and know how to do it right. This was a key hire for our company; we had very high standards not knowing if Calibre One would find candidates who reach the bar, but the team managed to do it. We enjoyed the process and the result.”
“The search was conducted efficiently in a highly professional manner from beginning to end. It was a smooth process managed by an experienced team, and they were able to capture our thoughts to better define the range of profiles we were looking for. The team’s focused efforts, different points of view, and invaluable advice were instrumental in achieving profound results in a quick timeline.”
“It was a quick, clean, and clear process from the candidate viewpoint. The Calibre team was very helpful and clear on the process and expectations. I went from ‘would you be interested?’ to ‘the offer is ready’ in about 45 days.”

OUR TEAM

PARTNER LEAD. PARTNER EXECUTED.

David Madden

Partner, San Jose

David is one of the search industry’s leading technology recruiters, known for his tenacity and relentless pursuit for finding the right candidates for clients. David is passionate about client service and spends significant time educating himself on his client’s business, management team, unique culture, and competitive landscape, helping to drive profitable growth and improve overall company performance.

David’s primary focus is General Management and Go To Market (Sales & Marketing) roles, reporting directly to the CEO (or Board of Directors) within the technology market place. He has specific expertise in Enterprise Software, Big Data & Analytics, Artificial Intelligence, and FinTech. At Calibre One, he partners with Board of Directors, CEO’s and their management teams of growth-stage technology companies both public and privately held, ranging in size from working with founders and ventures investors on new business concepts to helping provide the leadership and gravitas necessary to attract senior executives to private equity-owned companies. A few notable clients include Adaptive Insights, Automation Anywhere, Avetta, Forcepoint, JDA, MariaDB, Mercury Payment Systems, and QuanticMind.

Born and raised in Silicon Valley with 20 plus years of work experience, David’s deep-rooted network dates back to his childhood. Having enjoyed the beautiful topography growing up, he is an avid outdoor enthusiast whose hobbies include skiing, hiking, golf, tennis and running. He is a graduate of Tulane University and lives in Los Gatos, CA with his three sons.

Aanand Varanasi

Partner, San Jose

Aanand has been helping industry-leading icons in technology grow and build for more than 20 years. He has been practicing from Silicon Valley but filling key roles in key locations all over the world. Aanand leads assignments across the software, internet, and technology sectors. Starting his career in executive search working for a Korn Ferry acquisition, Aanand brings an inside perspective to executive search.

He spent 14 years as the head of HR and head of Talent for corporations including Medallia, Palm, Palantir, and VMware. Early at VMware in 2002, Aanand was responsible for finding leaders across all functions and locations, organically growing the teams from 150 people, through a successful acquisition by EMC, then IPO, to more than 13,000 in headcount globally and $3B+ in revenue in 2009. Aanand is a programmer and techy since high school, and at Calibre One today, he leads our practice for enterprise technical leadership with an adept understanding of the tech stacks, data sciences, and Dev best practices. Aanand spent his undergraduate education studying Biology at the University of California San Diego and is currently studying business at Notre Dame de Namur University.

Our Track Record Speaks For Itself