Customer Engines: Scaling Success in SaaS and Sustainability

Client Overview

Our client is a global, fast-growing, well-capitalized Series C AI-first SaaS company leveraging satellite and AI technology to increase the climate resiliency and sustainability of critical infrastructure. Their cutting-edge products enable customers with distributed assets in industries like energy, utilities, and transportation to transform operations, reduce costs, and achieve key sustainability goals.

The Company is an AI-first vertical SaaS company on a mission to transform operations, maintenance, and sustainability in industries with geographically distributed assets by using satellites and AI at scale. Their platform helps utilities, energy, mining, and other core industries make more informed decisions and build optimized long-term plans while reducing costs, improving reliability, and achieving sustainability goals. Their customers deliver ROI within the first year of deployment.

The Challenge / Mandate

The client sought a Head of Product Consulting to lead an elite team of Product Consultants, ensuring that customers achieve exceptional business outcomes from the company’s products. Reporting to the CRO, this highly visible role was integral to revenue generation and designed for a leader with P&L responsibility, deep expertise in product and transformation work, and the ability to drive value at scale for customers.

Key responsibilities included working one-on-one with key customers to align the company’s products with customer goals, driving customer engagement post-implementation, leading a team of consultants and SMEs, and collaborating cross-functionally with sales, product, and data science. The role also required presenting progress quarterly to the Board of Directors.

The ideal candidate would combine a top-tier consulting background with relevant SaaS or industrial experience and demonstrated leadership of teams through transformation engagements.

Search Strategy

The search targeted candidates with 10+ years of experience, including at least 4 years in top-tier management consulting, plus 2+ years of people management. Candidates needed a proven track record leading complex transformations, with extensive experience engaging C-level stakeholders and driving measurable outcomes.

We focused on individuals with backgrounds in digital transformation, SaaS, or data analytics—particularly those who had successfully navigated customer implementations in F500 companies. Soft skills were critical: a player-coach mentality, low ego, high ownership, and the ability to communicate effectively across levels were mandatory.

The Placement

We delivered a fast and highly effective search—the finalist was the very first candidate interviewed. Backups were also lined up at the time of offer.

The selected candidate was a BCG Principal with a deep engineering background, exceptional leadership experience, and a player-coach mentality. He built a career leading transformations across industries, applying analytical rigor, systems thinking, and human-centered execution. His experience positioned him perfectly to scale solutions and drive sustainable impact at the intersection of technology, infrastructure, and society.

The Outcome

Since placement, the candidate has been promoted to Vice President. He now leads the customer engine powering transformation for utilities and critical infrastructure operators—helping them leverage satellites, AI, and software at scale.

He manages a global, cross-functional team of over 50 experts spanning consultative product pilots, AI analytics, solution design, scaled delivery, customer success, support, and domain expertise. His leadership guides customers from initial validation to scaled adoption and co-created product innovation, ensuring outcomes that are both measurable and mission-driven.

His work drives significant results: improved reliability, reduced risk, cost efficiency, and increased climate resilience. Behind these customer outcomes are scalable systems for value delivery designed to accelerate retention, fuel expansion, and drive revenue growth throughout the customer lifecycle.