Location:
Salt Lake City, UT
Industry:
Technology
Position Title:
Account Executive
Client Testimonial
“Dan and Amy got up to speed fast. The people they brought us could actually explain what we do in a way customers would understand.”
Challenge:
The client needed Account Executives to sell a combination of off-the-shelf AI software and custom-built enhancements designed to enable more automated, agentic workflows within their customers’ businesses.
The sales process was complex. Deals required educating customers on emerging technology, translating technical capabilities into business outcomes, and navigating longer, consultative sales cycles.
Most candidates the client was seeing either came from traditional SaaS backgrounds and lacked the ability to sell more open-ended, solution-based offerings, or were too technical and struggled to lead commercial conversations.
Solution:
The search focused on candidates who could operate in an undefined, solution-oriented sales environment.
We targeted reps with experience selling platforms or services that required customization, in which the final product was shaped through discovery rather than presented as a fixed solution.
Conversations centered on how candidates handled ambiguous sales cycles, worked with technical teams, and translated complex capabilities into clear business value for customers.
This clarified who could sell emerging technology versus those who relied on more structured, product-led sales motions.
Outcome
- ▸ We presented a focused group of candidates capable of operating in a consultative, solution-based sales environment.
- ▸ The client selected a hire from that group and completed the search in 49 days.
