Product Executive Job Search, Part 1: Navigating Executive Search Firms for Hidden Roles

Working with Executive Recruiters to Navigate the Hidden Job Market for Director, VP, and C-Suite Product Roles

Welcome to our comprehensive series on landing your next product leadership role!

What's Coming Up:

Part 1: Understanding Executive Search (You are here)

Part 2: Positioning, Resume, LinkedIn, Pitch & Dossier for Product Leaders

Part 3: Networking Strategies

Part 4: Mastering Executive Interviews (Triple STAR)

Part 5: Negotiation and Picking the Right Role

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📣 Exciting Announcement!

Join my upcoming Maven program:

"Product Executive Job Search: Land Hidden Roles, Interviews, and Top Offers"

• Tailored for Director, VP, and CPO candidates
• Hands-on workshops and projects from resume to negotiations
• Direct access to executive recruiters and product leaders

Please share this with any other product leaders you may know on the job hunt.

👉 Learn More and Apply Here

WATCH TWO FREE 60-MINUTE LIGHTNING LESSONS WITH TOP RECRUITERS

1) The Product Leader’s Guide to Executive Search

with Somer Hackley
CEO of Distinguished Search, CT Partners, Author of Search In Plan Sight

Wed, Oct 9, 12:00PM (PDT)

2) Unlock the Hidden Product Executive Job Market

with Bobby Gormsen
Partner at True Search, ex-Riviera, Etsy, Frame.io, and Google

Wed, Oct 9, 6:00PM (PDT)

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Now, let's dive into understanding the executive search landscape...

As a seasoned product leader eyeing Director, VP, or CPO roles, you're entering a different playing field. The best opportunities at this level often never see the light of day on job boards or LinkedIn postings. Welcome to the world of executive recruiting, where discretion, networks, and insider knowledge reign.

The Hidden Job Market: Why It Exists

Before we dive into how to navigate this landscape, let's understand why it exists:

1. Confidentiality: Companies often need to replace underperforming executives or create new strategic roles without causing internal drama or tipping off competitors.

2. Targeted Searches: For critical leadership positions, companies prefer to headhunt specific, proven talents rather than sifting through a pile of resumes.

3. Network Leverage: At the executive level, it's all about who you know. Companies tap into their board members', investors', and executives' networks to find the right fit.

4. Quality Control: Public postings for high-level roles can lead to an avalanche of unqualified applicants, creating a time-sink for HR and hiring managers.

How Executive Searches Really Work

Understanding the mechanics of executive search can give you a significant advantage:

1. Retained vs. Contingent Search:

   • Most executive searches are retained, meaning the search firm is paid upfront to conduct an exclusive search.

   • This incentivizes them to find the best candidate, not just the first acceptable one.

     

2. The Process:

   • Briefing: The search firm works closely with the client to define the role, ideal candidate profile, and search parameters.

   • Research: They identify potential candidates through their database, network, and targeted research.

   • Outreach: Recruiters discreetly contact potential candidates to gauge interest.

   • Screening: Initial interviews to assess fit and interest.

   • Client Presentation: A shortlist of candidates is presented to the client.

   • Interview Process: Multiple rounds with various stakeholders.

   • Offer and Negotiation: The search firm often acts as an intermediary.

3. The Players:

   • Researchers/Associates: Build the initial candidate pipeline.

   • Consultants: Your main point of contact, conducting initial interviews.

   • Partners: Manage client relationships and often handle final candidate stages.

4. Timelines:

   • Executive searches can take 3-6 months or longer, especially for C-suite roles.

   • The process is thorough and often involves extensive backchannel referencing.

5. Exclusivity:

   • Once a firm is retained for a search, they "own" that search.

   • If you're introduced to a company through a search firm, that firm will represent you throughout the process.

Now that we understand the landscape, let's look at the key players and how to engage with them effectively.

Understanding the Executive Search Landscape

Executive search firms vary widely in size, focus, and approach. Here's a breakdown of the key players:

Large Global Firms ("SHREK")

• Spencer Stuart

• Heidrick & Struggles

• Russell Reynolds

• Egon Zehnder

• Korn Ferry

These behemoths focus on all leadership roles for large corporations and Fortune 500 companies globally. They typically handle C-suite and board-level searches.

Mid-Market Firms

• True Search

• Daversa Partners

• Riviera Partners

• SPMB

These firms specialize in director to C-level roles for VC-backed to public companies, primarily in the US. They often have specialized partners for different sectors.

Boutique Firms

• Paradigm Search

• Fusion

• Artico

• Artisanal Talent

• Nucleus Talent

• People Project

These smaller firms are typically started by Partners of the larger firms who want to take on a select set of clientele and be more involved in the search. They focus on specific niches within product and engineering leadership roles, ranging from seed-stage startups to public companies.

Choosing the Right Firm for Your Search

Your choice of firm should align with your experience level and target companies:

1. For director-level roles in VC-backed companies, focus on mid-market firms like Riviera Partners or Daversa Partners.

2. For VP and C-level roles in high-growth tech companies, consider boutique firms like Paradigm Search or Fusion.

3. For executive roles in large public companies, target the SHREK firms.

Strategies for Engaging with Executive Search Firms

Now that you understand the landscape, here's how to effectively engage with these firms:

1. Build Relationships Early:

   • Don't wait until you're actively job searching to connect with recruiters.

   • Engage with them when you're not looking, providing market insights or referrals.

2. Be a Valuable Node:

   • Recruiters thrive on information and connections.

   • Offer insights about your industry or refer strong candidates for other roles.

3. Clarify Your Value Proposition:

   • Be crystal clear about your expertise, achievements, and the types of roles you're interested in.

   • Quantify your impact wherever possible (e.g., revenue growth, team scaling).

4. Stay Top of Mind:

   • Periodically update your contacts with career milestones or industry observations.

   • Congratulate them on successful placements you hear about.

5. Be Responsive:

   • When a recruiter reaches out, respond promptly, even if the opportunity isn't right for you.

   • Your responsiveness and professionalism can keep you on their radar for future roles.

6. Leverage Your Network:

   • Seek warm introductions to recruiters whenever possible.

   • A referral from a mutual connection can fast-track you to their "high potential" list.

7. Prepare for the Long Game:

   • Building relationships with top search firms is a career-long endeavor.

   • Don't expect immediate results, but rather focus on cultivating trust and credibility over time.

Crafting Your Outreach

When reaching out to recruiters, be direct and highlight your most relevant experience. Here's a template:

Subject: [Your Level] Product Leader with [Key Experience] - Exploring Opportunities

[Recruiter's Name],

[Insert non-cringe reason you're reaching out - ideally through a shared connection, but okay if you engaged with their content, see they focus on specifically your domain/specialty/niche, or similar]

[X] years of product leadership experience in [Industry/Sectors] focusing on [specialties].
- [Key Achievement 1]
- [Key Achievement 2]
- [Key Achievement 3]

I'm exploring [target role] opportunities at [company stage/type] in the [specific industry] space. Would you be opposed to discussing how my background aligns with your current searches?

[Your Name]

Example based on the template:

Subject: Unicorn CPO and multi-time founder with AI/ML Scaling Experience - Exploring Opportunities

Hey Alex, Derek Johnson had great things to say about working with you on his last search and I thought I would reach out as I'm considering my next move.

15+ years of product leader in B2B SaaS and AI/ML applications, focusing on launching Enterprise and new markets within Consumer companies as well as LLM-powered products.

• As CPO of SaleyAI, scaled AI-powered talent platform from $1M to $50M ARR in 3 years

• As CPO and GM at EdCo, led Enterprise pivot, managing a 100+ person product org across 5 global offices

• Launched industry's first LLM-based procurement tool, capturing 30% market share in 18 months

I'm exploring CPO opportunities at Series C+ or public companies in the Enterprise SaaS space.

Available to discuss how my background aligns with your current searches?

Jacqueline

This LinkedIn connection request note worked very well for a VP Product I coach. But this is fairly generic and won’t work for many profiles that aren’t a clear fit.

Hi Sarah! I'm an experienced (15+ years) Product Leader in enterprise SaaS including VP of Product at Calm and helping scale a Series B startup to unicorn status. I know Riviera Partners works with consumer subscription companies. Would be great to connect.

Understanding the Recruiter's Perspective

To effectively navigate the executive search landscape, it's crucial to understand the recruiter's motivations and challenges:

1. Client-Centric Focus:

   • Recruiters are primarily serving their client companies, not candidates.

   • Their goal is to find the best fit for the role, not necessarily to find you a job.

2. Time Pressure:

   • Recruiters often juggle multiple searches simultaneously.

   • They prioritize candidates who are responsive and easy to work with.

3. Fit Beyond Skills:

   • At the executive level, cultural fit and leadership style are often as important as technical skills.

   • Recruiters assess how you'll mesh with the existing executive team.

4. Long-Term Relationships:

   • Top recruiters think beyond the current search.

   • Building a relationship with you could lead to future placements or referrals.

Maximizing Your Visibility to Search Firms on LinkedIn

To increase your chances of being found by executive recruiters for inbound, optimize your LinkedIn profile with these targeted strategies:

1. Strategic Keyword Placement:

   • Use industry-specific keywords and job titles in your headline, About section, and job descriptions.

   • Include terms like "Product Leadership," "CPO," "VP Product," or specific areas like "AI/ML Product Strategy."

2. Detailed, Searchable Job Titles:

   • Use your actual title, but add specifics: "VP Product, Enterprise SaaS" or "Director of Product, Fintech Solutions"

   • In job descriptions, include alternative titles recruiters might search for.

3. Comprehensive "About" Section:

   • Front-load with key information: years of experience, industry focus, team size managed, budget controlled.

   • List specific domains, company stages, and specialties you've worked in.

   • Include a clear career summary with highlights.

4. Quantifiable Achievements:

   • For each role, list 3-5 bullet points with specific, measurable accomplishments.

   • Use numbers, percentages, and dollar amounts to quantify your impact.

5. Skills and Endorsements:

   • List relevant skills that match your target roles and get endorsed for them.

   • Prioritize skills that align with common recruiter search terms.

6. Recommendations:

   • Obtain recommendations from senior executives, focusing on specific projects or skills.

   • Ask recommenders to include keywords relevant to your target roles.

7. Activity and Engagement:

   • Regularly share or comment on industry-relevant content.

   • Participate in LinkedIn groups frequented by recruiters in your industry.

8. Profile Settings:

   • Ensure your profile is set to "Open to New Opportunities" in your career interests.

   • Allow your profile to be visible to recruiters at companies you're interested in.

9. LinkedIn URL:

   • Customize your LinkedIn URL to include your name and possibly your focus area.

10. Regular Updates:

    • Update your profile quarterly with new achievements or skills.

    • Each update increases your visibility in recruiter searches.

11. Premium LinkedIn Features:

    • Consider LinkedIn Premium to appear higher in recruiter searches and see who's viewed your profile.

12. SEO Optimization:

    • Use LinkedIn's search feature to find profiles similar to yours and note commonly used terms.

    • Incorporate these terms naturally throughout your profile.

Reverse Engineer the CAR

Candidate Assessment Reports and Dossiers are used by recruiters to help communicate candidates in the most relevant way to the hiring manager before putting them in front of them. You want to ensure your profile online meets the types of qualifications and search criteria they will be looking for.

CANDIDATE ASSESSMENT REPORT (CAR)

Position: VP Product, Enterprise at TechScale Solutions

Candidate Name: Alex Chenn
Email: alex.chenn@email.com
Phone: (415) 555-7890

GENERAL OVERVIEW

Should the Candidate Move Forward? YES.

Alex is an outstanding candidate! He has been working as the Senior Director of Product at EnterpriseCloud for the past 4 years, leading their core enterprise SaaS platform. Alex is actively pursuing opportunities to move into a larger enterprise software company with a focus on AI/ML integration. He was exceptionally well-prepared for our conversation, demonstrating in-depth knowledge of TechScale's product suite, recent AI initiatives, and competitive landscape. Alex considers himself a "product visionary with an execution mindset" and has a track record of successfully scaling both products and teams.

RESEARCH CRITERIA (OVERALL SCORE 4.7 OUT OF 5)

Seniority: Is this person at or near VP level in Product? Score: 4.5
Yes, we scored him 4.5 out of 5 because he is at the Senior Director level, just one step below VP, and is managing a $100M+ product line with a team of 15+ product managers and their managers.

Location: Can this person be onsite daily? Score: 5.0
Alex lives in San Francisco and is willing to commute to TechScale's office regularly. He expressed enthusiasm for in-person collaboration.

Experience: Does this person have experience at a large, well-known tech company? Score: 5.0
Alex has over 12 years of experience in enterprise SaaS, including significant roles at Salesforce and Oracle before joining EnterpriseCloud.

QUALIFICATIONS

Communication Skills: Alex communicates with clarity and confidence. He articulated complex product strategies and technical concepts with ease, breaking them down for non-technical stakeholders. His responses were well-structured, demonstrating strong executive presence.

Experience: Alex walked me through his product leadership journey:

• Started as a Product Manager at Salesforce, working on their Sales Cloud product.

• Moved to Oracle as a Senior PM, where he led the development of AI-enhanced analytics features.

• Joined EnterpriseCloud as Director of Product, quickly promoted to Senior Director.

• At EnterpriseCloud, he spearheaded the company's AI strategy, launching their AI-powered assistant that now processes 60% of customer queries.

Skills: Alex showcases a rare blend of strategic thinking and tactical execution:

• Product Strategy: Developed EnterpriseCloud's 3-year product roadmap, aligning it with market trends and customer needs.

• AI/ML Integration: Led the development and launch of EnterpriseCloud's AI platform, now a key differentiator in the market.

• Team Leadership: Implemented a mentorship program that improved team retention by 25%.

• Stakeholder Management: Successfully navigated complex organizational dynamics to secure buy-in for major product initiatives.

Motivations: Alex is driven by:

• Solving complex technical challenges at scale

• Building and mentoring high-performing product teams

• Creating products that significantly impact how enterprises operate

• Working at the forefront of AI/ML integration in enterprise software

Challenges & Adversity: At EnterpriseCloud, Alex faced significant resistance when proposing the AI initiative. He overcame this by:

• Developing a comprehensive business case with clear ROI projections

• Creating a prototype to demonstrate the potential impact

• Building a coalition of supporters across engineering, sales, and customer success teams

Interests & Cultural Fit: Alex is passionate about enterprise software and the potential of AI to transform businesses. He's an avid reader of tech publications and regularly attends AI conferences. Alex values a culture of innovation, continuous learning, and cross-functional collaboration – all of which align well with TechScale's ethos.

INTEREST

Role: Alex is highly interested in the VP Product role at TechScale. He sees it as an opportunity to:

• Lead a larger product organization and drive enterprise-wide product strategy

• Expand his impact in the AI/ML space with TechScale's resources and market position

• Shape the future of enterprise software by integrating cutting-edge AI capabilities

Company: Alex is excited about TechScale for several reasons:

• TechScale's strong market position and growth trajectory in the enterprise space

• The company's commitment to AI/ML innovation

• The opportunity to work with a talented team and influential enterprise clients

Potential Obstacles: While Alex is very interested, he did express two concerns:

1. Work-life balance: He wants to ensure the role allows him to maintain his commitment to his family.

2. Decision-making processes: Coming from a smaller company, he's curious about how quickly TechScale can move on strategic product decisions.

AVAILABILITY

Timing: Alex is currently employed but actively exploring opportunities. He would need to give a 4-week notice at EnterpriseCloud and would prefer a short break between roles. He could potentially start within 6-8 weeks of an offer.

Compensation:
Current: $250K base, $100K bonus, $500K equity (4-year vest)
Expected: $300K-$325K base, $150K-$175K bonus, $1.5M-$2M equity

Alex emphasized that while compensation is important, he's more focused on the role's potential impact and growth opportunities. He's open to discussing a package that balances cash and equity.

Next Steps: Schedule an in-person interview with the CPO and key stakeholders. Provide Alex with more details on TechScale's AI strategy and product roadmap to address his questions about decision-making processes.

RECOMMENDATION

Alex is an exceptional candidate who should absolutely move forward in the process. His blend of enterprise experience, AI/ML expertise, and proven leadership in scaling products and teams makes him an ideal fit for the VP Product role at TechScale. His strategic vision, coupled with his ability to execute and lead teams, could significantly accelerate TechScale's AI initiatives and overall product strategy.

Compared to other candidates, Alex stands out due to his direct experience in successfully integrating AI into enterprise products and his track record of driving significant revenue growth. His clear communication style and strategic thinking will be valuable assets in collaborating with C-level executives and board members.

I strongly recommend bringing Alex in for in-person interviews as soon as possible, as candidates of his caliber are likely to have multiple opportunities.

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Navigating the Executive Search Process

Once you're in an active search process, here's how to navigate it effectively:

1. Initial Contact:

   • Respond promptly, even if it's just to schedule a call for later.

   • Do your homework on the recruiter and their firm before the call.

2. Screening Interview:

   • Treat this as seriously as you would a client interview.

   • Be prepared to articulate your leadership philosophy and key achievements.

   • Ask thoughtful questions about the role and company.

3. Interview Preparation:

   • Request a comprehensive brief on the role, company, and key stakeholders.

   • Research the company thoroughly, including recent news, financials, and competitive landscape.

   • Prepare specific examples that demonstrate your fit for the role.

4. Client Interviews:

   • Expect multiple rounds with various stakeholders.

   • Be consistent in your messaging across interviews.

   • Follow up with the recruiter after each round for feedback and next steps.

5. References and Background Checks:

   • Be proactive in managing your references.

   • Alert your references that they may be contacted.

   • Provide context about the role to help your references tailor their comments.

6. Offer Negotiation:

   • Leverage the recruiter's insights on the company's compensation structure.

   • Be clear about your expectations early in the process.

   • Remember, the recruiter can be a valuable ally in negotiations.

Handling Multiple Search Firms

As a senior executive, you may find yourself working with multiple search firms. Here's how to manage this effectively:

1. Maintain Transparency:

   • Always inform recruiters if you're actively engaged in other searches.

   • Be clear about your timeline and decision-making process.

2. Respect Exclusivity:

   • If a firm introduces you to a company, don't try to circumvent them, even if another firm approaches you about the same role.

3. Manage Information Flow:

   • Keep detailed notes on which firms are representing you for which opportunities.

   • Ensure your story and salary expectations remain consistent across all interactions.

4. Set Boundaries:

   • It's okay to limit the number of firms you're actively working with to avoid overwhelm.

   • Be polite but firm if you need to decline engagement with a particular firm.

The Power of Backchannel References

In executive searches, backchannel references play a crucial role. Here's what you need to know:

1. Anticipate Backchannel Checks:

   • Assume that recruiters and hiring companies will reach out to mutual connections, even if you haven't provided them as formal references.

2. Map Your Network:

   • Identify potential backchannel references in your industry.

   • Think about former colleagues, bosses, and even competitors who might be contacted.

3. Proactive Outreach:

   • Reach out to these contacts before they're contacted by others.

   • Update them on your career goals and refresh their memory about your work together.

4. Address Potential Issues:

   • If there's someone in your network who might not give you a glowing review, try to address it head-on.

   • Sometimes, a frank conversation can turn a potential detractor into an advocate.

Continuous Engagement Strategy

Remember, your relationship with executive search firms should be an ongoing part of your career strategy, not just something you activate when job hunting. Here's how to stay engaged:

1. Regular Check-ins:

   • Schedule brief, quarterly check-ins with your key recruiter contacts.

   • Update them on your recent achievements and any shifts in your career interests.

2. Industry Intelligence:

   • Share relevant industry insights or trends you're observing.

   • This positions you as a valuable source of market intelligence.

3. Referrals:

   • When you come across exceptional talent, consider referring them to your recruiter contacts.

   • This reinforces your value as a node in their network.

4. Career Milestones:

   • Hit a significant achievement or milestone? Let your recruiter contacts know.

   • This keeps you top-of-mind for potential opportunities.

5. Continuous Learning:

   • Keep recruiters informed about new skills or expertise you're developing.

   • This could open doors to opportunities you might not have previously considered.

By implementing these strategies, you're not just preparing for your next move; you're positioning yourself as a valuable asset in the executive talent ecosystem. This approach ensures that when the right opportunity arises, you're not just on the radar – you're at the top of the list.

In our next installment, we'll explore how to craft a compelling executive narrative that resonates with both recruiters and potential employers. We'll dive into storytelling techniques that highlight your unique value proposition and position you as the ideal candidate for top-tier product leadership roles.