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Insider

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Client

Insider

sector

MarTech SaaS

location

Sydney, Australia

service

Lean Market Entry

roles hired

Country Manager, Enterprise Sales, Customer Success, Sales Development

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.

Insider 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

Insider

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

Insider

sector

MarTech SaaS

location

Sydney, Australia

service

Lean Market Entry

roles hired

Country Manager, Enterprise Sales, Customer Success, Sales Development

The Client

Global MarTech Unicorn Australian Landing Team Launch

Driven by rapid customer adoption across Australia, global marketing technology leader Insider set out to establish its foundational footprint with a dedicated landing team in Sydney. Operating a playbook centered on scaling multiple international regions in parallel, leadership needed to quickly secure high-performing commercial operators capable of driving early enterprise market share. To execute this targeted build-out, Insider sought an elite recruitment partner with deep local SaaS networks to anchor their sales, customer success, and executive leadership functions.

insider logo

the challenge

To de-risk this initial market entry, Insider required a specialized partner

capable of introducing their brand to a new talent market while identifying self-directed operators equipped to build out a new region from scratch.

Key Challenges Included

  • Lack of local employer brand to support hiring

  • Assessing leadership talent capable of operating autonomously

  • Aggressive launch timelines for new regions

  • Maintaining culture fit for HQ

The Solution

Working in direct alignment with Co-Founder & CRO Serhat Soyuerel, Salient deployed a specialized SaaS recruitment task force to architect and execute Insider’s Australian hiring sprint.

Success Methodology

1.Executive Search & GTM Pods

Assigned a senior partner to lead the Country Manager search while deploying dedicated sourcing specialists to stand up the Enterprise Sales, Customer Success, and Sales Development teams.

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 delivered Insider’s entire founding Sydney landing team across executive leadership, enterprise sales, SDRs, and customer success, establishing the revenue foundation that accelerated their ongoing APAC growth.

“Salient are a true business partner for us. As a sales recruitment agency, they understand what it takes to scale a SaaS business and how to match the right people at each stage of the journey – they are also really good people which is important.”
Serhat Soyuerel
Co-Founder & CRO, Insider

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