Real Estate Tech Startup

the role

Hiring their first-ever sales leader

THE CHALLENGE

A small, regional SaaS startup was gaining traction through organic growth and word-of-mouth referrals—but without a formalized sales process, their ability to scale was limited.

The founders recognized the need for a true sales leader—someone who could sell directly, build the sales infrastructure from scratch, and recruit and lead a team.

Despite posting the role on LinkedIn and Monster, results were consistently underwhelming.

The candidates that surfaced lacked either the sales leadership chops or the domain expertise in real estate and property management the role demanded.

Adding to the challenge, the company’s size and industry created skepticism among candidates. Many were hesitant to join a small, early-stage tech firm, especially one serving a market where some clients still operated with paper and pen.

The leadership needed a Vice President of Sales who could thrive in a resource-constrained environment, while also bringing a deep understanding of real estate transactions and the property management ecosystem.

The search required a precise, credibility-driven approach to attract the right blend of skills and mindset.

our approach

To meet FYVE’s unique hiring challenge, Summit Search Consultants developed a targeted headhunting strategy focused on identifying candidates at the intersection of real estate and technology sales.

Our team prioritized individuals who were currently working within the real estate space, but who also brought a strong foundation in SaaS or tech-enabled selling—ensuring they could navigate both the traditional and emerging aspects of the property management market.

This strategic focus allowed us to move quickly and efficiently. Within just 3 weeks, we sourced, vetted, and submitted 10 highly qualified candidates, all of whom progressed to interviews.

the result

The role was successfully filled in under 4 weeks, a rapid turnaround for such a nuanced leadership hire.