Intro

Hiring a CRO is one of the most high-stakes decisions a founder can make—especially when a company is transitioning from SMB to enterprise sales. In this episode of Topline Spotlight, Shensi Ding, Co-Founder of Merge, shares her experience navigating the search for a stage-appropriate revenue leader after raising their Series B in 2022. She breaks down the challenges of finding a CRO who wasn’t just impressive on paper but could actually build a disciplined enterprise sales motion, adapt to Merge’s intense culture, and help scale the company upmarket.

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