Executive search of a Sales & Marketing Director for a PropTech Business

A UK-based software company specialising in ERP systems and PropTech solutions was undergoing a major transformation. They turned to Property Technology Headhunters as they were shifting from traditional products to SaaS-based offerings and needed a Sales & Marketing Director to lead this change.

Here’s how the company approached the recruitment and successfully found the right leader.

The Challenge

The company was looking for a Sales & Marketing Director who could:

• Lead SaaS Transformation: Help transition the business to a subscription-based model.
• Drive Growth: Develop new revenue streams and improve market positioning.
• Build Team Morale: Unite the Sales and Marketing team during structural changes.
• Understand the Market: Have knowledge of the social housing and real estate sectors.
  Finding someone with both the experience and cultural alignment was the primary challenge.

Recruitment Process

1. Defining the Role

The company created a profile for their ideal candidate, focusing on:

• Expertise in senior software sales within SaaS environments.
• Consultative selling skills to build relationships with C-suite clients.
• Strong data-driven leadership, capable of achieving ambitious sales targets.
• Knowledge of technology in PropTech and real estate industries.

2. Strategic Outreach

To attract candidates with relevant expertise, the company used:

• Industry-specific platforms, aimed at the software and SaaS sectors.
• LinkedIn professional networks for targeted searches.
• Direct outreach to leaders skilled in SaaS transformations.

3. Highlighting the Organisation

The company shared its transformation story to appeal to high-calibre professionals:

• A £4M investment into next-generation SaaS products.
• The chance to join a collaborative executive team, driving innovation.
• A long-term five-year growth plan, supported by a new investor with a 30% share.

4. Screening for Leadership

Candidates were assessed for both technical skills and leadership qualities. The focus was on:

• Their ability to manage teams during periods of change.
• Communication skills for fostering a shared vision and motivating others.

Placement

After careful screening and interviews, the company selected a leader from the shortlist.

Lessons from the Hire

This recruitment showcases important strategies for hiring senior leaders:

1. Clear Role Definition

A detailed success profile helps attract candidates with the right blend of experience and skills.

2. Use Targeted Platforms

Niche job boards and professional networks reach candidates with industry-specific expertise.

3. Highlight Growth Potential

Sharing clear plans for transformation and future growth attracts ambitious leaders.

4. Prioritise Leadership Qualities

Technical ability is essential, but leadership skills ensure team morale and strategic execution.

Conclusion

Hiring a strategic leader during transformation is challenging but rewarding. By focusing on SaaS expertise, strong leadership, and cultural alignment, the company secured an individual capable of driving positive change.

This case shows how thoughtful recruitment can help organisations navigate periods of growth, especially in fast-moving industries like software and PropTech.

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