A New Sales Executive to Get the Commercial Engine Moving

The company transports cars for automotive companies using its own platform and a network of independent drivers. The service is used by clients to move vehicles between sites, dealerships, buyers, and other operating locations. Following the acquisition by a private equity firm, a new era of leadership and commercial change began. A new revenue leader was brought in to build out the sales function in the U.S. and expand the market reach. The first hire in that rebuild would be a Sales Executive who would work very closely with senior leaders.

The new salesperson wouldn’t receive a client book, an active pipeline, or an established sales plan. The first success was based on recognizing new opportunities themselves and securing important client conversations in the first few months. The role had a high first-year revenue target. There was marketing support, but a heavy focus on direct outreach. Candidates were required to have real-world experience selling software or technology, and relevant knowledge of automotive companies as well as purchasing networks. The firm also wanted someone who could work effectively as plans changed and clear systems were still being developed. A strong sales record alone was not sufficient. Initiative, sound judgment, and comfort in a developing business environment were also essential.

Keller Executive Search reached out to people from fleet companies, automotive technology groups, and B2B software sales teams. Each profile was examined for sales approach, market connections, and evidence of winning work without inherited accounts. Early calls looked at how each person sourced leads, built trust, and handled longer sales cycles. The review tested resilience and judgment, too, as the firm was still in the midst of a change in ownership. Strong candidates met with the revenue leader several times before moving to the final review stage. Then finalists presented a business case to senior leaders who were able to see their commercial thinking in action. This step allowed the firm to clearly assess sales ability and comfort level in a fast-paced, hands-on culture.

The selected professional had experience in fleet technology and automotive sales, two of the main requirements of the role. The hire began through a fixed consulting agreement, with a plan to transition to a permanent position with full benefits. This structure met the firm’s changing needs and allowed the commercial rebuild to continue. The accepted offer gave the revenue leader a salesperson who could build accounts from scratch. Keller Executive Search had the first person on the rebuilt sales team after a previous difficult search.