Case Study: Scaling an Enterprise Sales Team in 42 Days

Challenge: Recruiting Four Enterprise Sales Executives in a Niche MarTech Market

In the competitive world of MarTech and retail technology, finding even one proven enterprise sales leader can be a challenge, let alone four at once.
A $300M enterprise software vendor specializing in supply chain, merchandising, and customer insight solutions needed to expand its North American sales force quickly.

The company’s VP of Sales partnered with The Rosenstein Group to identify senior business development executives capable of selling $1M+ annual SaaS deals to Chief Experience Officers and enterprise buyers across retail, grocery, big box, and CPG sectors.

Solution: Targeted Executive Search With Deep Industry Mapping

Darrell Rosenstein has worked with go-to-market roles in MarTech since 2000. Drawing on that network, TRG mapped the top-performing enterprise sellers across the U.S. who combined domain expertise with strong CxO relationships.

Within 42 days of engagement, all four roles were filled with senior executives who had previously led complex, multi-stakeholder deals in retail and consumer industries. Each hire was vetted for quota attainment, deal velocity, and pipeline management.

Results: Record-Breaking Performance and Revenue Growth

• 4 senior sales executives hired, all within 42 days of project kickoff.

• 100% of new hires exceeded quota in their first year.

• 1 hire closed the largest deal in company history, setting a new revenue benchmark.

• Expanded enterprise footprint across major CPG and retail accounts.

These hires didn’t just hit targets. They accelerated revenue growth and strengthened the vendor’s market position against global competitors.