Sell. Scale. Succeed: Placing a Sales Director to Build a Winning Revenue Model

The Client

Our client is a fast-growing, tech-enabled services company with a decade-long track record of helping organizations accelerate change through custom software, analytics, and AI-driven solutions. With more than 400 engagements and a reputation for delivering exceptional value to Fortune 100 clients, the company blends deep technical capability with a “can-do” execution culture that keeps customers coming back.

From AI and software engineering to bespoke digital solutions, they work at the intersection of innovation and impact—helping clients create next-generation competitive advantages.

The Challenge

As the company entered an aggressive scaling phase—with aspirations to grow 25x in four years—it became clear that a new sales leader was needed to build and drive a more structured, results-focused commercial engine.

The Head of Sales would be responsible for:

• Personally generating and closing new business
• Building a scalable, data-driven sales process
• Collaborating with senior leadership to align go-to-market strategy
• Establishing a CRM system to drive visibility and pipeline management
• Partnering with account teams to unlock upsell opportunities and repeat business
• Contributing to the development of marketing, partnerships, and channel strategies

This was a hands-on role reporting directly to the CEO—requiring a leader who could both sell and scale, execute and strategize.

Our Approach

We launched a targeted search for experienced sales executives with a deep understanding of IT services, software development, and data/AI-driven solutions. We focused on candidates who combined technical fluency with a consultative selling approach and had experience closing large enterprise deals.

We prioritized leaders who had built or transformed sales organizations at similarly sized tech services firms, especially those with exposure to scaling partnerships, strategic accounts, and complex B2B deals.

The Placement

We placed a highly technical sales leader with more than a decade of success in enterprise sales, particularly in emerging areas like IoT and machine learning. His profile included:

• A consultative sales style grounded in deep product understanding
• A proven track record of closing large-scale, complex enterprise deals
• Experience guiding organizations through product launches and growth transitions
• Familiarity with AI, software engineering, and advanced analytics solutions
• A strong orientation toward partnering with internal delivery teams and account leaders

His combination of technical knowledge, commercial strategy, and client-facing leadership made him an ideal fit for a firm looking to scale without compromising execution quality.

The Outcome

The new Head of Sales immediately began optimizing the revenue engine—bringing structure to the sales process, identifying new business opportunities, and increasing CRM visibility. He brought credibility to technical discussions and clarity to the commercial strategy, earning buy-in across both the executive team and the client base.

With his leadership, the company is positioned to capture greater market share, grow revenue in a sustainable and repeatable way, and meet its ambitious scaling goals with confidence.