Case study

SVP, Sales – Comprehensive Safety Solutions Client (Safeguard Equipment)

USA

THE CHALLENGE

Our client, a rapidly growing leader in safety solutions, identified the urgent need for a transformative Senior Vice President (SVP) of Sales. While their existing sales structure had served them well in earlier stages, they required a forward-thinking leader to build a strong pipeline, expand market reach, and aggressively accelerate revenue. The ideal candidate would deliver immediate impact while also laying the groundwork for scalable, long-term sales infrastructure.

THE SOLUTION

We launched a comprehensive discovery process to uncover the full scope of the role and align it with our client’s long-term vision. This involved an in-depth exploration of:  

  • The Role: We went beyond the job description to understand the strategic depth required. This included evaluating the balance between hands-on sales leadership and channel development, along with the essential need for deep utility market expertise and the ability to break into new verticals.  ‍
  • The Culture: Through conversations with leadership and key team members, we immersed ourselves in the organization’s core values, communication style, and working environment. The company’s culture emphasized proactive problem-solving, collaboration, and a steadfast commitment to their life-saving mission, which were critical insights for ensuring the right cultural fit.  

The Vision: We aligned on their strategic growth objectives, including market diversification and stronger channel partnerships. This helped us evaluate candidates not just on past achievements, but on their ability to shape the company’s future trajectory. 

THE RESULT

  • Thanks to our deep understanding of the business and role requirements, we secured a highly qualified candidate from an adjacent market in just 6 weeks.  
  • This individual brought a proven track record, including the development and execution of a disruptive go-to-market strategy for a direct competitor. This directly mirrored our client’s need for someone to refine and elevate their own sales approach.  
  • Equally important, the candidate was actively seeking an opportunity to make a meaningful impact on a company’s growth and strategic direction, aligning perfectly with the executive scope of the SVP role. 

The impact

The newly appointed SVP swiftly integrated into the role and began driving momentum in key areas, bringing strategic clarity and an energized approach to building high-performing sales teams. Drawing on their past successes, they quickly began optimizing sales processes, strengthening channel partnerships, and expanding into new verticals.  

Their leadership accelerated the company’s sales momentum and fortified its market position, setting the stage for significant, sustainable revenue growth.