Clari’s Scaling Vision Realized: Ex-Uber Techie Joins as Sr. DOE

Introduction

Headquartered in Sunnyvale, California, Clari is a connected revenue operations platform that harnesses AI and automation to unlock valuable data from business processes. By translating strategic objectives into tangible performance improvements, Clari transforms sales teams into efficient revenue drivers. With a commitment to innovation and collaboration, Clari serves over 170 global enterprises including Zoom, Adobe, Atlassian, Okta, and Medallia. The company envisions its India office as a pivotal hub for development, with ongoing investments to drive innovation across various product areas.

Previously, we successfully partnered with Clari to recruit a VP of Engineering and Site Leader for their India operations. Our demonstrated effectiveness prompted them to engage us once more, this time to find a Senior Director of Engineering for their growing team in India.

Problem Statement

After establishing a strong engineering foundation and teams during its initial two years in India, Clari expanded its capabilities through strategic acquisitions, particularly in Conversational Intelligence (CI). This integration enhances Clari’s Revenue Platform, enabling the analysis of customer and employee conversations to derive AI-driven insights and predict revenue outcomes reliably.

In line with their succession strategy, Clari sought a dynamic, experienced Senior DOE to join their engineering team in India. This leader, the second-most senior position within Clari's India operations, will report directly to the VP of Engineering and Site Leader. The leader will be responsible for overseeing various facets of engineering and product development, emphasizing the creation of large-scale cloud-based systems with a strong commitment to engineering and operational excellence. 

Execution & Solution 

Our previous collaboration with Clari provided us with valuable insights into their requirements and internal team dynamics. This deep understanding of their organizational DNA enabled us to tailor our search effectively. Clari's objective was to establish a robust leadership layer in India as part of their expansion strategy.

In response to their specific needs and the strategic importance of the role, we identified a candidate with a proven track record in navigating growth phases from 1-10x or 10-100x. We presented a diverse slate of candidates from B2B and B2C backgrounds, among whom Anshul Pandey was selected. With extensive experience at X (formerly Twitter), Uber, Expedia, and Microsoft, Anshul brings over 15 years of expertise in driving product innovation, fostering cross-functional collaboration, and leading high-performance teams.

Using our proprietary Behavioral Metrics Model (BMM), we identified Anshul Pandey’s leadership style as that of a Nurturer, poised to significantly impact the company's trajectory and facilitate a growth journey of 1-10x in India. We successfully completed the hiring process within two and a half months.

Anshul, who was relocating from the US to India, found this opportunity highly compelling. We provided comprehensive consultation and support throughout the salary negotiation process, as Anshul had limited familiarity with Indian compensation practices and the dynamics of working in a pre-IPO company. Our guidance encompassed evaluating his potential impact within the organization and aligning his role and compensation accordingly.

Looking Forward

Anshul was drawn to the challenging role and felt enthusiastic about the impact he could make in the growing ecosystem. The combination of ownership, authority, and extensive cross-functional collaboration, coupled with clear visibility of his future role, presented a highly attractive opportunity for him. 

For more information, please reach out to the Marketing Team.