Client context
The client's primary product empowers financial services and energy providers to get ahead of trends, and make better operational and buy / sell decisions. The platform pulls together 'earth
observation' data & analysis gathered from satellite imagery and video, giving
rapid, near real time insights into energy trends.
For example - one product tracks all oil and gas exploration and production on the US oil basin, another tracks the development of solar farms in sub Saharan Africa to assess when more energy will be coming onto the grid.
After a successful series B round of $50m the business decided to build out the commercial team in various locations with strong energy, trading, and financial services industries. Gameface was initially taken on to hire an MD level senior seller for the London team. The partnership expanded from there as UK generated revenues grew rapidly.
The solution
To build small, geographically dispersed commercial teams Gameface and the client built a process designed to find proven full cycle sales people with an entrepreneurial, self starter mindset.
By getting inside the mind of the client’s highly experienced CRO, and creating a bespoke outreach and candidate engagement plan a full candidate pipeline was built within 2-3 weeks for all roles.
The client goes against the ‘hire and fire’ approach of many scale-ups and gradually wanted to build up the London team as annual recurring revenue grew. After the MD sales had ramped (within 9 months), Gameface hired a Senior Account Executive to look after the growing trader audience using the product. One year later we were taken on to hire yet another AE to look after the midmarket UK clients. All 3 sales people remain in role, are hitting targets, and have built a highly collaborative office vibe. 2 of them got promotions after a year after being in role.
The client then had some issues building the right team in the US, and Gameface was brought in to rebuild a co-located Texas team in a market with a tight candidate pool. We completed this 3 month project, with a US sales MD, junior sales person and a senior product / commercial leader now in role and sitting together in a local office. (the former US team were remote first).
Results
The 6 hires made have been instrumental in the client having 3 years of 40%+ year on year growth, and the candidates themselves are delighted with their roles. The UK MD, who had been in ‘big tech’ and a series D fintech previously is now managing and mentoring a number of the sales team. He and the other hires talk of the client having “the best sales culture” of anywhere they’ve worked before.
In all of the roles the client had 3 to 4 candidates to chose from at final stage interview; there was
always a backup plan.
“After hiring 3 excellent UK sales people, we decided to work with Gameface to build a new US office from scratch. Once again Gameface delivered on complex briefs, and in locations where the talent pool was very limited. They are truly professional at finding and engaging the top sales talent in SaaS,” Chief Revenue Officer.
Gameface is very proud to have helped this leader in geospatial tech to continue scaling and improving the energy and environmental intelligence available to the market.
ase study: Series B cl
Rebuilding SaaS sales teams on both sides of the pond