Disruptive SaaS Automation Corporation
the role
US Sales Team Expansion
THE CHALLENGE
Our client set out to expand their sales force nationally, aiming to build a new layer of high-performing representatives across key U.S. markets. However, the profile they were targeting proved exceptionally difficult to engage—these candidates were among the most in-demand across multiple industries, making it incredibly challenging to capture their attention through conventional outreach.
Compounding the difficulty, the roles required 75%+ multi-state travel—a stark contrast to the remote flexibility offered by most SaaS sales positions. This significantly narrowed the pool of interested and available candidates.
Beyond logistics, the positions demanded a deep understanding of the business model and nuanced customer call points, requiring not just sales ability, but a genuine commitment to industry-specific learning.
Adding to the complexity, candidates were also required to complete a third-party assessment, increasing the level of rigor in the evaluation process.
With multiple barriers to engagement and conversion, the client needed a partner who could navigate a competitive market, surface the right candidates, and inspire genuine interest in a uniquely challenging sales opportunity.
OUR approach
To meet the urgency and complexity of the client’s nationwide sales expansion, Summit Search Consultants deployed a dedicated specialty team—focused solely on executing this project from start to finish.
Our team designed a tailored screening strategy to identify candidates who not only met the technical requirements and industry experience, but also possessed the intangibles needed to thrive in a high-travel, high-touch sales environment.
Within the first three weeks, our team conducted targeted outreach to over 600 professionals, leading to a shortlist of 30 QIA candidates—Qualified, Interested, and Assessed through our rigorous evaluation process.
The result
The client was able to move quickly and confidently, supported by a pipeline of high-caliber, committed candidates.
2 of the 3 roles were filled in under 30 days.
The final position was filled shortly after
This focused, high-volume headhunting approach enabled the client to successfully build the foundation of their new sales team with speed and precision.
“I just completed the most impressive round of interviews in my career as a hiring manager. Out of the 9 candidates I interviewed, I am moving 8 of them forward.”
— VP Sales & Marketing
