Location:
Dallas, TX
Industry:
Commercial Services
Position Title:
Account Executive
Client Testimonial
“Carlee and Mark understood how this business actually works, having filled similar roles across the country. The candidates they brought were comfortable playing the long game and staying in front of the right people.”
Challenge:
The client needed reps who could generate new business in a sales cycle that wasn’t immediate or predictable. Much of the role depended on being present in the market and building relationships before there was an active need.
Customers were not buying on a set timeline. The expectation was to stay visible and engaged so that when something changed or went wrong, the rep was the first call.
Most candidates were used to shorter sales cycles or more defined pipelines and struggled with the level of patience and consistency required.
Solution:
The search focused on candidates who had operated in similar “call me when something happens” environments.
We targeted backgrounds where reps were responsible for maintaining long-term visibility in their market and generating business through timing rather than immediate demand.
Conversations centered on how candidates stayed engaged with prospects over extended periods, maintained relationships without active deals, and positioned themselves to be the first call when needs arose.
This made it clear who could operate with patience and discipline versus those who relied on constant deal flow.
Outcome
- ▸ We interviewed 20 candidates
- ▸ We presented 5 candidates aligned to the role
- ▸ The client completed their hire in 35 days
