Relationship-Driven Growth: Building the Book in Enterprise Sales

Client Overview

Our client is a rapidly growing SaaS company leveraging A.I. technologies to transform how marketing and sales teams reach their customer base. The company, backed by a prominent private equity firm and led by former consultants from McKinsey, Bain, and BCG, is a recognized leader in AI-enabled Account-Based Marketing (ABM) solutions.

Their Customer Data Platform drives 1-to-1 personalized digital experiences across the buyer journey, helping customers identify net new contacts, prioritize leads, execute omni-channel campaigns, and increase customer lifetime value. The platform has helped users achieve significant business outcomes, including boosting target account engagement by 65%, doubling pipeline size, and increasing average deal size by 35%.

The Challenge / Mandate

Due to continued growth, our client sought a Regional Sales Director to deepen relationships with key accounts and build a robust book of business. This high-visibility role, reporting to the executive leadership team, offered the opportunity to lead sales efforts across financial services, information services, and other verticals.

The mandate required an individual capable of managing end-to-end sales processes, nurturing enterprise relationships, and collaborating cross-functionally to shape the company’s go-to-market strategy. The role also offered significant financial upside and career progression opportunities within a fast-growing tech organization.

Search Strategy

We targeted candidates with strong strategic and relationship-building skills, ideally with a consulting or enterprise sales background. Key attributes included 3–5 years of experience in a top-tier management or consulting role, the ability to engage senior decision-makers, and a demonstrated ownership mindset. Experience in SaaS, information services, or financial services was a plus. We prioritized candidates with excellent communication skills, a strong executive presence, and a track record of client development.

An MBA or other graduate degree was preferred but not required. Candidates who had successfully transitioned from consulting into enterprise-facing roles were particularly appealing given the client’s team culture and high-performance expectations.

The Placement

The placed candidate brought a multifaceted background in consulting, strategy, and sales. A former Associate at Booz Allen, he conducted M&A assessments and managed complex cross-functional engagements, developing financial models, leading risk assessments, and advising Fortune 500 clients.

Following his consulting tenure, he served as Strategic Account Director at a public-private innovation partnership, where he connected corporate clients with start-ups to drive tailored innovation. He then held roles in executive advisory and product management, helping clients improve operations and product offerings.

His ability to bridge consulting rigor with practical sales execution made him an ideal fit for the Regional Sales Director role. With his strategic thinking and communication strengths, he was well-positioned to deepen client relationships and expand the company’s footprint across key verticals.

The Outcome

The new Regional Sales Director immediately began building relationships with key enterprise prospects and existing clients. Drawing on his consulting background, he quickly grasped client challenges and translated them into tailored solution proposals using the company’s AI-enabled platform.

He contributed to refining the company’s sales playbook and account targeting strategy and played a key role in improving alignment between marketing and sales functions. His presence helped elevate the firm’s credibility with senior buyers, and he is on track to significantly grow revenue across strategic verticals.