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How Nobel helped scale Chargebee’s European sales team

A Chargebee Case Study

Chargebee is the market leader in subscription and billing management software. Founded in 2011, their innovative platform helps high-growth, subscription-based businesses automate their revenue operations. Alongside a host of financial transaction processes, Chargebee’s software provides key reports, metrics, and insights to their clients. With headquarters in the USA and offices around the world, Chargebee is used by over 2,500 companies globally including Freshworks, Calendly, Okta, and Study.com.

The challenges

During a period of hyper-growth, Chargebee opened an office in Amsterdam from which to launch their EMEA dealings. As with any new division, the need to quickly develop a  team of high-quality, talented people was key. And with a vast scope of operational and organisational tasks to think about, Chargebee was looking for a recruitment partner they could depend on to get the job done.

Essentially, the problem was finding the right sales people for a business that didn’t yet have brand awareness within the region to attract top talent. Chargebee needed to develop a European base that was self-sufficient within the shortest amount of time, but without a highly recognised brand in the European market, interest from qualified candidates was harder to establish. 

The goal was to take the infrastructure already functioning well in the US and Indian offices, and replicate that across Europe. As a prioritised market for Chargebee, the European division needed to get the right people on the ground to ensure successful delivery. The human infrastructure needed to be in place for what was about to become an influx of demand in sales.

The Solution

The goal was to take the infrastructure already functioning well in the US and Indian offices, and replicate that across Europe. As a prioritised market for Chargebee, the European division needed to get the right people on the ground to ensure successful delivery. The human infrastructure needed to be in place for what was about to become an influx of demand in sales.

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At the time Chargebee was not an established brand, but Nobel was a visible and recognised name in the industry. Partnering with the right local service providers was key to launching successfully in a new geography. Together we documented the precise skills and attitudes required in their candidates, the non-negotiables and urgent criteria needed. Because of Chargebee’s relative obscurity in the European market, it was important for us to identify individuals within our warm networks and passive talent communities who would understand the potential scope of the new division.

Networking and knowledge-sharing events were a rewarding opportunity to fully communicate the global reach of the company. There was a focus on each candidate’s professional performance, not necessarily extensive experience or qualifications. Hunger and eagerness were high on the list in terms of essential attributes, and our knowledge of our network was invaluable at this point. It was also important to encourage Chargebee to think outside the box on occasion to ensure they secured the best people for each position.

The Results

Within a short period of time we were able to place the first key successful hires; not just a strong start in terms of candidates, but also an opportunity to build trust and establish our ability to deliver. We advised on a hiring strategy that focussed initially on more senior roles, so as to have management-level staff in place to then support the sales function.

We were able to connect the SVP with several qualified professionals in his search for the right VP EMEA and Account Executives. Currently, Chargebee EMEA is up & running with a VP of Sales and several AE’s joining this young and thriving team.

At one point in the process, we were filling roles faster than HR could process the requisitions, a sure sign that we had truly interpreted Chargebee’s needs and connected them with exceptional talent. 

Ultimately, Nobel hired 25+ FTE SaaS team members, all with proven track records in closing complex software solutions.

Within a year, Chargebee EMEA was up and running with a Vice President of Sales and several Account Executives joining this young and thriving office. 75% of the European sales team was secured by Nobel. Local candidates are now familiar with the brand, and as Chargebee continues to grow they are experiencing significant inbound interest from hopeful professionals seeking them out for their strong culture and dynamic working environment. 

Chargebee is just one example of the success we’ve had in providing recruitment solutions for businesses all over Europe. Whether building a team from the ground up or looking to expand and scale, we understand what it takes to help you achieve your goals.

Get in touch with Nobel on how we can scale your teams with the right people and let’s discuss your requirements here.

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