Hiring the Right Head of Sales

Context

TrustedFamily is a B2B SaaS scale-up operating in a highly demanding environment (family offices, wealth management firms, financial institutions).

As part of its European expansion, the company needed to recruit a European Sales Director, a critical leadership role to structure growth and lead an international sales team.

Two major challenges quickly emerged:

• A saturated recruitment market: traditional platforms generated high volumes of applications, but very few truly relevant, senior-level profiles.
• The absence of a structured and objective recruitment process, despite the strategic importance of the role.

The risk was twofold: losing valuable time and, more importantly, making the wrong hire in a mission-critical position.

Objectives

TrustedFamily engaged Salesrise with four clear objectives:

Identify and recruit the right Sales Director within 3 months, capable of leading European commercial strategy.

Design and formalize a structured recruitment process that could be reused internally.

Objectify the decision-making process, using clear evaluation criteria (sales leadership skills, posture, responsibilities, role fit).

Support the negotiation of the compensation package, to secure alignment and long-term commitment from both sides.

Results

Thanks to Salesrise’s intervention:

The European Sales Director was successfully recruited in under 3 months.