Case Study: Building a highly successful commercial team for a leading Global E-Invoicing Network Provider

Client Overview

This E‑invoicing and AP Automation provider operates a global business network that connects buyers and sellers for secure, compliant, and automated exchange of multi-format business documents—orders, invoices, payment instructions, and more.

Their open, centralised platform supports a wide range of value‑added applications, empowering businesses worldwide to optimise Order‑to‑Cash (O2C) and Procure‑to‑Pay (P2P) processes. The network is industry-, system-, location-, and scale‑agnostic, and fully compliant with global e‑invoicing mandates, including Continuous Transaction Controls (CTC).

The Challenge

In line with its ambitious growth strategy, the Managing Director for Western Europe & Benelux needed to rapidly scale Sales, Alliances, Implementation, Product, and Marketing teams — with only the most specialised talent in the niche e‑document sector.

This meant:

  • Salespeople with proven hunter mentality, enterprise SaaS experience in O2C/P2P, and ability to own full-cycle deals.

  • Partner Sales & Global Partner Managers capable of building ERP, Advisory, ISV, GSI, and systems integrator alliances across regions and globally.

  • Product Managers experienced in e‑invoicing SaaS development, CTC mandates, and GTM strategies.

  • Senior Project Managers with Fortune 500 delivery experience, ERP-agnostic consulting skills, and deep process integration expertise.

  • Marketing Specialists in B2B SaaS with e‑invoicing focus, aligned to a global marketing roadmap.

  • Leadership roles from VP to SVP with proven track records in the sector.

Client Quote:
“Our business is incredibly niche. Large, established players in e‑documenting are rare, so finding talented commercial people with the right industry expertise is extremely challenging.”
– Managing Director, Western Europe & Benelux

Our Approach

Recommend partnered closely with the MD to define exact role requirements, market parameters, and candidate profiles—and conducted targeted market mapping to uncover hidden talent pools. Key selection factors included:

  • Market knowledge in O2C/P2P SaaS.

  • Proven sales, alliance, product, and delivery expertise.

  • Cultural fit and adaptability to dynamic structures.

The Results

1. Sales Excellence

  • Team Transformation: 10 of 17 MD-team members sourced by Recommend.

  • Sales Impact: Annual target hit in first 3 months of 2023.

  • Big Wins: Record €4.2M deal (over 2 years + one-time costs) by a placed Senior Sales Executive.

  • Market Expansion: Company moved from Nordic-focused to UK & EU market leader; jumped from **#8 to1 globally among 130 direct sellers.

2. Strategic Alliances

  • Built and strengthened Big 4 partnerships locally and globally.

  • Partner-generated leads became a key engine for sustained growth.

  • Introduced alliance managers with deep tax & e‑invoicing expertise.

3. Delivery Excellence

  • Established UK & French delivery teams with 50+ years combined e‑invoicing SaaS expertise.

  • Senior PMs reduced project delivery timelines by months.

  • Supported expansion of Professional Services in the US.

4. Marketing Impact

  • Placed Partner, Content, Customer Marketing, PR & Comms specialists.

  • Boosted brand awareness, messaging precision, and lead generation.

5. Product Innovation

  • Product Managers in UK & US led global platform enhancements including:

    • Microservices for invoice validation.

    • Country-specific CTC mandate compliance.

    • Integrated partner & customer connectivity.

    • Embedded tax/e‑invoicing features.

Client Testimonial

“The key for me is market knowledge and cultural fit. The hires placed by Recommend have the expertise to excel in our team, and our attrition rate is extremely low compared to the rest of the industry.”
– Managing Director, Western & Benelux

Why Recommend?

  • Industry Expertise: 13+ years specialising in E‑invoicing, AR/AP Automation, O2C and P2P talent.

  • Global Network: Access to top-tier active and passive candidates worldwide.

  • Bespoke Solutions: Recruitment strategies tailored to niche requirements.

  • Proven Outcomes: Consistent delivery of high-impact placements that accelerate growth.

A word from Leo:
“We don’t just recruit—we map markets. We identify and secure the best E‑invoicing and AP Automation professionals to seed, strengthen, and scale your team to achieve your vision.”
– Leo Townsend, Founder, Recommend

 

Contact us today to access the talent that will accelerate your sales, partnerships, delivery, and global product innovation.