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The Martec

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Client

The Martec

sector

AI

location

Australia, London, Vietnam, New York

service

Start-Up

roles hired

Sales, Customer Success, Engineers, Leadership

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.

The Martec 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

The Martec

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

The Martec

sector

AI

location

Australia, London, Vietnam, New York

service

Start-Up

roles hired

Sales, Customer Success, Engineers, Leadership

The Client

Australian AI Start-Up launching global offices

Aussie tech start-up The Martec had experienced rapid early success with their AI-driven employer branding platform, pioneering a category that bridges marketing automation and talent acquisition. By turning internal teams into authentic brand advocates for global brands like Adobe and Siemens, they achieved triple-digit revenue growth and secured prominent VC backing. Ready to scale beyond their Australian roots, they set out to expand local operations and launch footprint offices across Vietnam, the US, and the UK. 

The Martec logo icon

the challenge

To fuel aggressive international expansion, The Martec needed a strategic talent partner

capable of executing a cross-border hiring roadmap at pace—without compromising on standard of hire. Entering new markets while simultaneously scaling the domestic team presented distinct operational hurdles

Key Challenges Included

  • Pivoting Go-To-Market Priorities
  • Transitioning from Founder-Led Sales

  • Hiring "First-in-Region" GTM Profiles vs. Enterprise Scale Reps 
  • Competing Against Big Tech for Specialised AI & Full-Stack Calibre
  • Balancing Cultural Fit with Local Market Fit 

The Solution

Salient embedded an agile, distributed recruitment team across Australia, Singapore, and London to act as an organic extension of The Martec’s leadership team.

Success Methodology

1.Leadership Hiring

Mobilised local market insights and direct executive search across APAC, EMEA, and the US, securing critical foundational hires across Sales, Customer Success, and Technical Leadership.

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 supported The Martec in making 22 sales and techincal hires across Australia, London, the US, and Vietnam.

“Salient get the unique challenges faced by an early stage startup. Working with a single recruitment agency across multiple regions was far more effective than juggling different agencies in different regions. They were able to cover both technical and sales recruitment and as a team, they understood our culture, business challenges and delivered a seamless program of work across multiple time zones and cultures”
Raaj Govintharajah
CEO & Founder
“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

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