CASE STUDY

NEW HIRE

Enterprise IC Sales Director

CHALLENGE

ROKT, a Series C MarTech, was looking to build out their Enterprise Sales team with some key IC sales leaders who could help attack the massive white-space in the market. ROKT’s sales team was lean and both the CRO as well as the VP of Sales wanted to bring in Sales talent with a track record of doing $1-2M+ in yearly sales with average deal sizes of $80k so they could double the size of the sales team with high-impact IC sellers.

ACTION

Over the first two weeks we mapped out the market of high-performing Mid-Market/Enterprise Sales leaders who had experience selling similar MarTech solutions with an average price point of ~$80K (anywhere in the $60K-$150K range) with an average sales cycle of 1-3 months. Although the nuances of the ROKT sale require a consultative approach we knew that experience selling similar solutions around the same price point and with a 1-3 month sales cycles would be the most helpful for identifying and hiring the most successful sellers.

RESULT

Within a few weeks we had identified a few ideal prospects who not only had the right experience but who also perfectly fit the ROKT culture. We narrowed in on the best first hire which was a Senior Executive IC seller to join the team.

Related Projects