Head of Sales
WHO
Our client is a startup company that has developed a construction jobsite management platform that helps builders control the daily chaos of construction projects.
WHAT
Our client hired us to find a Head of Sales with a passion for construction and technology who could grow revenue through product sales to mid-market and large general contractor accounts in North America and Europe. This individual would be responsible for all aspects of the sales cycle, from prospecting to closing. He or she would partner with Marketing and Product Development to execute and refine go-to-market strategies for new product releases.
LOCATION
Based in North America, but fully remote.
OPPORTUNITY
The CEO was looking for an individual with a proven track record who could build on existing contacts in the construction sector to develop the sales pipeline. Qualifications included knowledge of general contracting, roles of the decision-makers in the sales cycle, CRM systems, and a deep commitment to customer success as key to further sales. The Head of Sales’ responsibilities also included recruiting and training additional sales staff, developing processes for inbound lead and account tracking, and coordinating with the Customer Success team. Finally, as this is a startup company, the individual had to be agile, curious, and have a strong bias to helping people build greener, smarter, and more efficiently.
OUTCOME
We developed target lists of construction technology firms and sales candidates within them who worked on mid-range to large accounts, identifying over 400 potential candidates. From that group, we created a list of people who would potentially thrive in the startup culture. We conducted detailed interviews of several prospective candidates, eventually narrowing it down to one individual, who was hired by our client. He has spent his entire career in construction, from wielding a hammer on a job site in high school to selling construction technology applications. His “let’s figure it out” approach and strong inclination toward collaboration with key internal teams as well as customer success have consistently enabled him to meet and exceed his sales goals. He has become an invaluable resource to the CEO as additional staff members have been hired. We look forward to working with him and this client as the business continues to grow.