Topline SPOTLIGHT: Shensi Ding of Merge on the High-Stakes Search for a Stage-Appropriate CRO
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Feb 20, 2025 
Shensi Ding, Co-founder and CEO of Merge, discusses the critical search for a Chief Revenue Officer as her company scales after Series B funding. She reveals the complexities of finding a CRO who can adapt to Merge’s unique culture while also driving enterprise sales. Shensi shares her hands-on recruitment strategies and the importance of balancing traditional sales experience with modern skills. Additionally, she emphasizes the value of personal growth through reading and fitness, showcasing how these pursuits enhance leadership.
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CRO Search Challenge
- Shensi Ding faced the challenge of finding a CRO after Merge's Series B.
- She needed a disciplined, technical leader who fit their intense, in-office culture.
Control Your Pipeline
- Shensi Ding advises founders to control their recruiting pipeline.
- Directly source candidates and evaluate beyond agency suggestions.
Outbound Learning
- Extensive outreach helped Shensi understand the sales leader landscape.
- This led her to realize the need for a traditional, hardcore "MEDDIC" style CRO.
