Location:
Austin, TX
Industry:
Technology (SaaS)
Position Title:
Account Executive
Client Testimonial
“Carlee & Mark understood the position we were in. The candidates they brought had underdog mentalities and they pushed us to make the right hires, and not just the easy ones.”
Challenge:
A returning Private Equity firm reached out to us, letting us know their new portfolio client needed Account Executives to support rapid growth. The product was strong, but still in a challenger phase, competing against established incumbents with deeper market presence.
Reps were expected to operate without fully defined territories, a consistent pricing structure, or a stable inbound flow, while also convincing buyers to move away from known solutions.
Solution:
The search focused on how candidates sold in difficult environments.
Candidates were asked to describe situations where they had to win business against established competitors and how they created momentum without strong brand recognition. The conversation stayed on how opportunities were generated, how objections were handled, and how deals were advanced.
This made it clear who could operate in a challenger position versus those who relied on product strength or inbound demand.
We stayed within SaaS but prioritized candidates coming from companies where the product was still gaining traction and sales cycles required more persistence and control.
Outcome
- ▸ We interviewed 24 candidates
- ▸ Presented a highly selective group of 7 candidates aligned to the role
- ▸ The client hired their candidates in 31 days
