Transformative Sales Leadership Strengthening Global Expansion

The Challenge

Embarking on a major business transformation, our client required a new Executive Director of Global Sales to lead a business unit generating over $160 million in revenue. The position was critical in driving global revenue growth and ensuring continued stability.

The client sought expertise beyond their immediate sector, aiming to secure a candidate with fresh industry insights, global leadership experience, and proven sales operations capability. The urgency was compounded by the Chief Sales Officer temporarily covering the role, necessitating a swift yet thorough search.

Our Solution

A highly consultative and data-driven approach was implemented:

• Mapped the Market: Comprehensive research was undertaken across both the direct industry and adjacent sectors. A full competitor landscape was mapped, analysing role equivalencies, organisational structures, and revenue sizing to ensure shortlisted candidates possessed relevant P&L experience.

• Leveraged Networks: Existing relationships within the broadcast, media, and sports ecosystems were combined with proactive outreach into wider sectors. Industry trade shows, market data, and targeted research informed the expanded candidate pool.

• Applied Tailored Strategies: Diversity was prioritised throughout, with a strong focus on broadening representation. Continuous market intelligence on salary benchmarks and competitor insights was provided.

The Outcome

A highly qualified individual with extensive leadership experience was appointed. Formerly serving as Interim Chief Revenue Officer within the broadcast industry, the candidate brought substantial expertise, having managed a $2 billion P&L. Their technical background in sales engineering was particularly well-aligned with the client’s complex technical environment.

The successful candidate had a strong technical foundation to navigate the organisation’s specialist operations and was able to rapidly engage with global teams through extensive travel, visiting sites and meeting regional leaders to build strong in-market relationships. Positioned to deliver sustained revenue growth, expand into new markets, and provide long-term financial stability to support the organisation’s strategic objectives, the placement was well equipped to make significant changes quickly.