Voices Amplified: Leading Sales in B2B Thought Leadership

Client Overview

Our client is a leading communications agency specializing in public relations, media strategy, and thought leadership for technology companies across AI, cybersecurity, and other high-growth sectors. As the largest independently owned agency focusing on deep tech, they are trusted by innovative startups and established industry leaders alike to amplify brand visibility, drive impactful narratives, and deliver measurable business outcomes.

With offices in San Diego, Austin, and Boston, the firm is widely known for its media and analyst relations, original content development, corporate messaging, and social media (both paid and organic). They offer strategic communications and integrated marketing services to deep-tech B2B companies across verticals such as networking, IT security, AI, cloud, storage, Big Data, enterprise software, DevOps, wireless, and telecom.

The Challenge / Mandate

Our client sought a Director of Sales to join its leadership team and drive the next stage of agency growth. The mandate focused on building a repeatable and scalable sales strategy, identifying new market channels, and leveraging the firm’s existing brand recognition to bring in new clients across deep-tech B2B sectors.

Reporting directly to the CEO, the Director of Sales would lead new business development efforts, own the end-to-end sales cycle, and help expand the agency’s footprint with both venture-backed and established tech companies. The role also involved forging strategic partnerships with PE and VC firms, enhancing proposal development, and creating best-in-class sales operations.

Search Strategy

We targeted sales professionals with a track record of success in selling to marketing leaders at B2B tech companies, particularly those familiar with PR, communications, or integrated marketing solutions. The ideal candidate had 6–8 years of experience, preferably in a fast-paced, high-growth environment.

Candidates needed strong communication and negotiation skills, an understanding of the PR industry, and familiarity with the tech funding ecosystem. We also prioritized those with experience working with geographically dispersed teams and comfort using tools like Salesforce, HubSpot, and marketing automation platforms. Preference was given to those who had existing relationships with VC, PE, or strategic venture firms and who had sold into senior marketing or communications functions.

The Placement

The selected candidate was a passionate and results-oriented sales leader with deep experience driving revenue growth and building high-performing sales teams. He brought a strategic and data-driven approach to sales management, consistently exceeding goals while cultivating long-term client relationships.

Throughout his career, he successfully partnered with Fortune 500 clients and technology innovators, led impactful sales messaging initiatives, and negotiated complex deals that fueled long-term growth. Notably, he unified training materials to create cohesive teams and mentored global sales organizations.

His experience in simplifying complex sales cycles, building strong client connections, and scaling sales strategies across industries made him the ideal leader to support the agency’s expansion

The Outcome

The Director of Sales successfully expanded the firm’s enterprise customer base by sourcing new opportunities and managing key accounts. He developed tailored sales approaches that addressed unique client needs, collaborated with internal teams to improve proposals and pitch processes, and cultivated partnerships with tech industry leaders to increase market visibility.

His strategic and consultative approach helped elevate the firm’s sales performance and aligned new business efforts with long-term growth objectives.