Zoroh Growth Partners
Commercial growth systems for founders and owners building beyond themselves.
Glassdoor's EMEA operation was a region in decline. Revenue was stalling, team morale was low, and the go-to-market motion lacked the structure needed to compete in a complex, multi-country market. Leadership turnover had created gaps in accountability, forecasting was unreliable, and the region was at risk of being deprioritised globally.
Dave Soraghan was brought in to lead the EMEA revenue function with a mandate to turn the region around.
- No unified GTM strategy across Sales, Customer Success, Rev Ops, Marketing, and HR
- Forecasting was inconsistent and lacked rigour, making pipeline confidence low
- Team structure did not match the ambition of the region
- Leadership gaps across multiple functions created execution bottlenecks
- Morale and performance culture had eroded under previous leadership
The turnaround followed the same three-phase methodology that now underpins every Zoroh engagement.
Phase 1: Diagnose (first 90 days)
Conducted a full commercial diagnostic across all five GTM functions. Mapped revenue flows, talent gaps, process breakdowns, and forecast accuracy. Identified the three structural blockers preventing predictable growth.
Phase 2: Align (months 3–6)
Rebuilt the leadership layer. Installed operating cadence with weekly pipeline reviews, monthly business reviews, and quarterly strategic planning. Aligned Sales, CS, and Marketing around shared revenue metrics and pipeline accountability.
Phase 3: Execute (months 6–24)
Scaled the team from a fragmented group to a 60+ person GTM organisation with clear ownership, defined territories, structured onboarding, and performance management. Built the forecasting engine that gave global leadership confidence in EMEA projections.
- EMEA ARR grew from $15M to $31M in 24 months, more than doubling the region
- Turned a declining region around within the first 6 months
- Built and led a 60-person cross-functional GTM organisation across Sales, CS, Rev Ops, Marketing & HR
- Installed a forecasting system that delivered consistent accuracy within 5% of target
- Rebuilt morale, performance culture, and leadership accountability across the region
The Glassdoor EMEA transformation is the proving ground for the Zoroh method. The same diagnostic-first, systems-driven approach that doubled ARR at enterprise scale is now available to growth-stage founders and business owners.