C3 AI, a long-standing client of Kerwin and a recognized player in enterprise AI, has always maintained high standards regarding legal talent. Kerwin had previously placed the company’s General Counsel and C3 AI turned to Kerwin again for the next hire on its team.
Scope of the Search
As C3 AI continued to scale, the company recognized a critical need: a seasoned leader to oversee its commercial legal function. This wasn’t simply a matter of filling a management role. The person needed to be as strong as, if not stronger than, the company’s existing legal talent, which included highly accomplished lawyers with decades of experience. They also had to partner effectively with senior executives in other functions and take ownership of navigating highly sophisticated legal transactions.
Challenges
The bar was high. The company had already spent over six months searching on its own, vetting inbound candidates who were impressive on paper but ultimately not the right fit. Many experienced General Counsels were hesitant to take a role that might be perceived as a step back, even if the scope and impact were substantial.
Kerwin Associates was brought in to identify what C3 AI described as a “needle in a haystack” candidate. They needed someone with prior GC experience, the gravitas to lead a team of senior commercial lawyers, and the appetite for a hands-on role. Adding to the complexity, the company’s working model required this individual to be in-office five days a week. This was non-negotiable at a time when full-time presence was increasingly rare.
Our Solution
The approach focused on passive candidates, those not actively seeking new roles but who matched the required experience and leadership profile. Leveraging Kerwin’s existing network was pivotal to mapping the market and providing a shortlist of candidates that would fit qualifying criteria for the role.
Once a shortlist had been finalized, Kerwin made an initial approach to prospective candidates, and when successful, introductions with C3, and would manage the whole hiring process. The chosen candidate had served as the General Counsel of a respected private company and was now looking for a new challenge at a public organization. He was precisely what C3 AI needed. He was astute, deeply experienced in sophisticated commercial negotiations, and eager to roll up his sleeves and be fully embedded in the business. He had the legal and leadership credentials and embraced the opportunity to be in the office every day. He saw it as essential to team building and cross-functional collaboration.
Results
The candidate exceeded expectations throughout a rigorous interview process. His preparation, understanding of the company’s mission, and vision for leading the commercial function left a strong impression. He was quickly seen as a perfect cultural and professional fit for the team and the company’s broader ambitions.
The candidate is now thriving in the role, bringing leadership and stability to the commercial legal team and contributing meaningfully to the company’s strategic goals.
Prior to engaging Kerwin, this search had been ongoing for one year. Kerwin closed the search in 6 weeks.