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North Star

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Client

North Star

sector

MarTech Consulting & Professional Services

location

Australia, New Zealand (ANZ)

service

Early-Stage Start-Up to Acquisition

roles hired

Enterprise Sales, Mid-Market Sales, Sales Leadership, Customer Success, Implementation & Technical Consultants

The Client

A scaling SaaS company preparing for its next phase of growth

Veridian Cloud is a fictional SaaS company providing cloud workflow software for enterprise operations teams. After strong product adoption in Australia, the company was preparing to expand its sales team across Sydney, Melbourne and broader APAC markets.

The leadership team had a clear growth target, but needed experienced sales professionals who understood complex B2B sales, recurring revenue models and the pace of a scaleup environment.

North Star case study

the challenge

Veridian needed sales talent who could do more than fill a seat

The company had already tried hiring through job ads and internal networks, but the candidate pool was too broad. Many applicants had general sales experience, but lacked the SaaS background, outbound discipline or enterprise sales capability needed to succeed.

Key Challenges Included

  • Finding candidates with proven SaaS sales experience
  • Hiring across multiple seniority levels at the same time
  • Reaching passive candidates already performing in similar roles
  • Distinguishing strong sellers from candidates who only looked good on paper
  • Moving quickly without compromising candidate quality
  • Building a team that could support regional growth across APAC

Salient’s Approach

A targeted search built around sales motion, market fit and growth stage

Salient began by working with Veridian Cloud to define the specific type of sales talent the company needed. Rather than focusing only on titles, the search was built around sales motion, buyer profile, quota expectations, deal complexity and team fit.

Success Methodology

1.Sales Recruitment

Salient clarified the hiring brief across each role type, including SDRs, Account Executives and Enterprise Account Executives.

The success profile considered:

  • Sales cycle length
  • Target buyer and
  • industry verticals
  • Average contract value
  • Pipeline generation expectations
  • Territory ownership
  • Compensation structure
  • Experience with SaaS and recurring revenue
  • Ability to work in a fast-moving scaleup environment
Recognise the achievements of women in tech sales and create visibility for emerging and established talent.
Recognise the achievements of women in tech sales and create visibility for emerging and established talent.
Recognise the achievements of women in tech sales and create visibility for emerging and established talent.

the challenge

Veridian needed sales talent who could do more than fill a seat

The company had already tried hiring through job ads and internal networks, but the candidate pool was too broad. Many applicants had general sales experience, but lacked the SaaS background, outbound discipline or enterprise sales capability needed to succeed.

Key Challenges Included

  • Finding candidates with proven SaaS sales experience
  • Hiring across multiple seniority levels at the same time
  • Reaching passive candidates already performing in similar roles
  • Distinguishing strong sellers from candidates who only looked good on paper
  • Moving quickly without compromising candidate quality
  • Building a team that could support regional growth across APAC
“Salient quickly understood the kind of sales team we needed to build. They helped us move beyond generic applicants and introduced candidates who understood SaaS, enterprise buyers and the pace of a scaleup environment.”
Amelia Grant
Chief Revenue Officer, Veridian Cloud
“Salient quickly understood the kind of sales team we needed to build. They helped us move beyond generic applicants and introduced candidates who understood SaaS, enterprise buyers and the pace of a scaleup environment.”
Amelia Grant
Chief Revenue Officer, Veridian Cloud

North Star

Morbi quis ex sit amet quam porta cursus. Proin ac porttitor mi, nec scelerisque erat. Praesent vitae tristique lectus. Nam vestibulum turpis vitae ornare facilisis. Cras viverra tristique consequat. Maecenas ac velit tempor, finibus mauris ut, consectetur diam. Vivamus mollis diam vitae tincidunt tristique.

Client

North Star

sector

MarTech Consulting & Professional Services

location

Australia, New Zealand (ANZ)

service

Early-Stage Start-Up to Acquisition

roles hired

Enterprise Sales, Mid-Market Sales, Sales Leadership, Customer Success, Implementation & Technical Consultants

The Client

Fast-Growth MarTech Consultancy Regional Scale-Up to Acquisition

Co-founded by Chris and Lewis, North Star emerged as a premier MarTech consulting firm specializing in the Braze customer engagement platform. To capitalize on surging enterprise demand, the co-founders set out to aggressively scale their presence across the ANZ region. While their initial mandate was securing top-tier commercial talent, the rapid pace of customer adoption quickly created an urgent requirement to build out a technical professional services delivery engine in parallel.

north star logo

the challenge

North Star required an agile talent partner capable of providing an end-to-end recruitment solution

seamlessly spanning high-performing sales hunters and specialized MarTech implementation talent under tight delivery timeframes.

Key Challenges Included

  • Attracting enterprise sales candidates accustomed to working directly for SaaS vendors
  • Sourcing talent at speed without compromising on cultural fit or technical rigor 

  • Competing for premier tech talent against bigger consulting brands

  • Managing on-boarding and recruitment without a dedicated in-house people resource

The Solution

Salient acted as North Star’s dedicated talent partner over a three-year engagement, delivering a dual-focus recruitment strategy across commercial and technical practice areas.

Success Methodology

1.Full-Stack Commercial & Technical Delivery

Built and nurtured continuous talent pipelines spanning Enterprise Sales, Mid-Market Sales, Customer Success, Implementation, and Executive Sales Leadership across ANZ.

Recognise the achievements of women in tech sales and create visibility for emerging and established talent.

Recognise the achievements of women in tech sales and create visibility for emerging and established talent.

Outcomes

Salient successfully placed 48 professionals across ANZ, building the commercial and technical foundation that drove North Star's exponential market growth and culminated in their acquisition by Braze in 2023.

“I’d describe Salient as consultative, clear, efficient, and thorough. I’ve really enjoyed building our team with Salient – they’ve delivered in spades.”
Jaye
Enterprise Sales Director, North Star

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