Case Study:  Venture-BAcked UCaaS provider needs sales reps

Our client, a ventured-backed Unified Communications as a Service (UCaaS) solutions provider, had received a 8-figure round of funding to expand their Enterprise and Commercial Sales teams.   These roles were quota-carrying individual sales contributor roles, titled "Regional Sales Manager".

J. Patrick was tasked with multiple searches in 15 Major Metros, resulting in 13 placements in 250 days.

The client firm's sales leadership had established a very strong sales culture, centered around best practices in Sales 2.0, structured sales methodologies, CRM adoption and processes with complementary investments in lead generation centered on inbound and content marketing.   They were very disciplined in adhering to their sales organizational vision, and extended this mentality to their sales recruitment efforts.  They wanted J.Patrick to help them build a strong pipeline of qualified candidates, focusing on their specific candidate profiles, with a designed recruitment process and standards.

The candidate profile required:

  • Strong track record of sales success in the SaaS sector
  • HUNTER-Mentality, focused on prospecting, penetration and closing of new accounts.
  • Excellent pipeline and CRM reporting skills
  • Strong preference for candidates who had formal sales training and several years’ experience selling with a structured sales methodology such as Miller-Heiman, TAS, MEDDIC, Sandler Solutions Selling, SPIN Selling, Dale Carnegie or similar programs.

We worked directly with this firm's hiring managers, primarily Regional Sales VPs, to get a large volume of strong candidates through the firm's grueling and thorough sales hiring process.  This resulted in 13 placements, in direct Enterprise and Mid-Market Sales positions across the "NFL Cities".

Resulting Placements

Regional Sales Manager, NYC

Regional Sales Manager, NYC

Regional Sales Manager, NYC

Regional Sales Manager, DENVER

Regional Sales Manager, DENVER

Regional Sales Manager, SEATTLE

Regional Sales Manager, PORTLAND

Regional Sales Manager, VANCOUVER, BC

Regional Sales Manager, BOSTON

Regional Sales Manager, SAN FRANCISCO

Regional Sales Manager, LOS ANGELES

Regional Sales Manager, NORTHERN VA

Regional Sales Manager, MARYLAND