Design the scale-up system
Segmentation, territory design, qualification, forecast discipline and leadership cadences that make growth measurable and repeatable.
Yoss Perl / VP Global Sales
Build Jet HR's
next growth
chapter.
I help ambitious HR-tech businesses turn early momentum into a durable global revenue engine — with the team, operating system and local market confidence to scale beyond $100M ARR.
Why this is the right fit ↓$15MJet HR ARR today
$65M+regional ARR scaled
60people built & led
100M+ARR ambition
The opportunity
Jet HR has the product and momentum. Now build the company that can scale it.
At $15M ARR, the priority is not simply selling more. It is creating a repeatable global commercial model: the right leaders, clear segmentation, disciplined forecasting and a customer narrative that travels.
I have built this transition repeatedly. My next step is to lead it as VP Global Sales — and grow with the business toward the CRO mandate as Jet HR enters its next era.
How I lead
Operator today. CRO mindset from day one.
Build a global sales bench
I recruit, coach and retain high-performing sales, XDR and channel leaders who can carry a common standard across markets.
Keep Italy local, go global
Fluent Italian and SDA Bocconi roots bring immediate Milan credibility; European and US-market experience brings the wider commercial horizon.
A record of scale
HiBob / EMEA
From market entry to a $65M+ regional business.
Across seven territories, I built and led a 60-person Sales, XDR and Channel organisation. MEDDPICC, Clari and rigorous pipeline governance turned a high-growth opportunity into a repeatable revenue engine.
Milan roots, global view
Italy is a market I understand from the inside.
SDA Bocconi educated and fluent in Italian, I bring cultural fluency as well as commercial experience. I have built credibility with teams and customers from Milan to London, Stockholm to Barcelona — and extensively with the US market.
UKINLDEFRITESNordics
A path from $15M to $100M+
Focus. Systemise. Scale.
01
Own the Italian payroll wedge
Make regulatory depth, payroll accuracy and labour-consultant integration a moat — not a service burden.
↗02
Raise revenue per customer
Expand HR, time, compliance and finance adoption so multi-product value compounds beyond the payroll point solution.
↗03
Prove SaaS-quality economics
Make retention, gross margin and acquisition efficiency strong enough to earn a software multiple at scale.
↗04
Internationalise with discipline
Prove the Italian playbook first, then take one high-complexity market at a time with the right local depth.
↗The unicorn test
$1B is a revenue
and quality bar.
A unicorn outcome is not simply a funding milestone. It requires a credible path to category leadership, durable growth and software-quality unit economics.
At a 10× ARR multiple, the route to a $1B valuation is $100M ARR. A 15–20× multiple brings the threshold down, but demands exceptional growth, retention and market conviction.
The commercial challenge: turn the strength of the Italian payroll wedge into a repeatable, multi-product operating system for SMEs — then show that it can travel.
Today
$15M
20× ARR
$50M
15× ARR
$67M
10× ARR
$100M
8× ARR
$125M
Illustrative ARR thresholds for a $1B valuation. The operating target should be $100M ARR, backed by strong retention, margin and efficient growth.
The economic proof
Growth only earns a premium
when it gets more efficient.
These are working targets to validate with management — not claims about Jet HR today. They turn “grow to $100M” into a measurable operating plan.
North-star sequenceProve repeatability → expand efficiently → make the company cash-generative.
Definitions must be agreed first: gross margin by product, fully loaded acquisition cost, retention cohorts and contribution margin.Pay back acquisition in under 12–18 months.
Segment CAC and payback by customer size, channel and product. Fund the channels that recover their cost fastest; stop scaling the ones that only look efficient before sales and onboarding costs are included.
Build toward 3–5× LTV:CAC.
Lifetime value comes from gross margin, retention and expansion — not optimistic contract lengths. Track logo churn, net revenue retention and multi-product adoption by cohort every month.
Use efficiency to buy the right to invest.
As the core engine becomes repeatable, set a clear cash-breakeven horizon and use a Rule of 40-style guardrail: growth rate plus operating margin. Growth investment should have a visible return path, not an indefinite burn profile.
The founder conversation
The questions that make
the path real.
Market & product
- Which customer segment has the strongest retention, fastest payback and highest expansion potential?
- What is the non-negotiable Italian payroll advantage — and which adjacent products genuinely deepen it?
- Which one international market is worth proving next, and what must be true before entering it?
- Where does service complexity erode gross margin, and what must become productised?
Growth & economics
- What are CAC, payback and LTV:CAC today by segment, channel and cohort — using fully loaded costs?
- What are gross and net revenue retention, and what are the principal churn reasons?
- What level of growth, efficiency and cash burn will the board support over the next 24–36 months?
- What will the business stop doing if the unit economics do not clear the agreed bar?
Operating model
- What is the single revenue plan to $30M, $50M and $100M — with owners, leading indicators and decision dates?
- Which leaders must be hired now, and which capabilities can wait until repeatability is proven?
- How will product, sales, success and finance make trade-offs together every week?
- What evidence would make founders say: “we are on the path to a $1B company”?
Full profile
The context behind
the growth story.
Curriculum vitae
Sales leadership CV
A concise record of 20+ years scaling B2B SaaS revenue, global teams and go-to-market organisations.
Download CV ↓Executive biography
Executive bio
A concise view of my leadership approach, international experience and operating principles for ambitious growth businesses.
Download executive bio ↓Ready for the next build