Challenge: Turning Technical Excellence Into Scalable Growth
Technology scaleups often face the same challenge — world-class technical capability, but no dedicated sales leadership to convert it into predictable revenue.
This eCommerce digital agency, already generating $25M in annual revenue, had proven market traction under a founder who was sales-trained but stretched thin. To reach the next stage of growth, they needed a VP of Sales who could:
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Build and lead a structured enterprise sales process
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Implement and optimize a modern CRM
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Design a sales training and enablement program for seven BDRs
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Establish compensation and career progression frameworks to reduce turnover
The agency also wanted a leader with deep vendor-ecosystem relationships, particularly within Shopify, to complement existing partnerships with SFC and Magento.
Solution: Recruiting a Proven eCommerce Sales Veteran
Leveraging its 25-year network in commerce and MarTech executive search, The Rosenstein Group sourced a veteran sales leader with over two decades of experience — bridging both software vendors (Hybris, Akamai) and digital agencies.
This dual-perspective background made the candidate uniquely qualified to lead from both a technology and client-engagement standpoint.
The placement was completed swiftly, ensuring the founder could hand off sales operations to a leader equipped to scale process, people, and performance.
