Building a Modern Inside-Sales Engine for a Cybersecurity Innovator
A $15M cybersecurity solutions provider serving the eCommerce technology sector turned to The Rosenstein Group to find a Director of Inside Sales capable of driving both lead generation and full-cycle sales for a new entry-level product line.
Beyond sales execution, the ideal leader would modernize internal processes and bridge sales with marketing operations — managing external partners, campaign delivery, and brand assets.
We identified and placed a candidate with proven management experience from a mid-sized cybersecurity firm — a professional equally skilled in people leadership and systems implementation.
In their first year, the new Director:
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Designed and launched a comprehensive onboarding and training program for all new sales hires.
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Implemented a unified analytics and reporting infrastructure, giving leadership real-time visibility into performance.
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Created the company’s first customer success function, hiring and mentoring two specialists to improve retention and upsell.
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Contracted and managed an outsourced inside call center to scale pipeline creation.
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Produced enterprise-grade marketing collateral, including whitepapers and sales decks that elevated brand perception.
The result? A scalable inside-sales engine that increased lead quality, accelerated onboarding, and strengthened customer retention — turning what was once a tactical sales team into a strategic growth function.
