First Head of Sales Placed at a Facilities Software Company Ahead of Its Seed Round

The company’s platform combines building data with tools that allow teams to make more informed choices around sites and assets. It had won big business and public clients while the chief executive was still doing much of the selling. With new funding on the horizon, the firm needed a sales model that didn’t depend on one founder. A small team and live accounts would fall under the new head’s responsibility, but with few clear sales guidelines. This would enable the hire to grow the function and take advantage of existing demand.

The client base merged into large business accounts with public bids, which have very different sales paths. Applicants needed to have a strong track record in software and experience with long, rule-led public buying cycles. The first brief was more general, for a chief revenue role, and then the firm scaled it back to sales. A new product leader picked up the work that used to sit inside the larger post. That change affected the target and had some earlier people not meeting the final need. The firm also wanted someone who would be happy to work in a small remote team at a crucial funding stage.

Keller Executive Search targeted sales leaders with software wins and direct experience in public bids. The chief executive refined the brief with key advisors, and several people went through two or more rounds. The last group met with an outside investor with sales skill and ranked the top choices. His view helped the firm to test each individual beyond former titles and a good first impression. The top candidate then sat down with upper management to discuss targets, support, and ways of working. Both sides reached an agreement once the scope, existing clients, and growth tools were clear.

The candidate who was selected accepted an offer that includes base pay, equity, and repeat sales objectives. He became part of the remote team, reported to the chief executive, and oversaw the small sales team. The change handed daily sales ownership to a leader with broad experience in software and public markets. Keller Executive Search assisted the client through several significant changes to the brief and completed the search. The company hired a head of sales who was able to map out clear steps around live business and public accounts. The hire also gave investors a better idea of who was in charge of sales.