Location:
Denver, CO
Industry:
Technology
Position Title:
Mid-Market Account Exec.
Client Testimonial
“Dan pushed us to bring our senior leadership team into the process earlier. Once everyone aligned on what we were actually looking for, the candidates they brought in were exactly right.”
Challenge:
The client needed to scale their Account Executive team, but hiring managers were struggling to secure senior leadership approval for candidates.
Final decisions were made by a leadership team that had a very specific profile in mind. They consistently favored candidates coming from established SaaS companies selling into mid-market customers, with clear quota history and experience managing defined territories.
Candidates who did not match that background were often rejected late in the process, which slowed hiring and created internal friction.
Solution:
The search focused on aligning directly to that profile from the start.
We built the candidate pool around reps from well-known SaaS organizations that sell into mid-market accounts with structured sales processes. Priority was given to candidates who could clearly demonstrate consistent quota attainment, territory ownership, and experience selling to similar customer segments.
Conversations were structured around how candidates described their customer base, deal size, and sales motion. This ensured alignment not just on the title, but on the exact environment leadership expected.
Once the right profile was identified, compensation became the constraint. The market for that background required an adjustment, and the client increased the base salary by $30K to secure the level of candidate the leadership team was looking for.
Outcome
- ▸ We presented a group of candidates already aligned with leadership expectations
- ▸ The client moved multiple candidates through final approval & adjusted compensation to match the market
- ▸ Completed the hire in roughly 45 days
