Key Points to Know
- The client struggled to attract qualified cybersecurity sales talent.
- They faced poor-quality pipelines, long hiring cycles, and frequent dropouts impacting revenue targets.
- We conducted deep discovery, built a precise Ideal Candidate Profile, targeted niche cybersecurity talent for the role.
- We closed the key sales role within 4 weeks, achieved zero dropouts.
Company Background
A leading Florida-headquartered cybersecurity firm specialising in incident response, digital forensic investigations, and managed detection and response services for enterprise clients.
They manage cyber risk across the full threat lifecycle—prevention, detection, response, and recovery offer services in incident response, managed detection and response (MDR), digital forensics, compliance audits, and proactive security consulting.
Customer's Challenge and Objective
The client sought to strengthen its India-based sales function to accelerate enterprise growth and meet quarterly business goals.
However, they faced persistent challenges in attracting sales professionals with relevant cybersecurity and incident-response experience, receiving low-quality candidate pipelines from previous recruitment partners, and managing long hiring cycles with high dropouts during notice periods.
These challenges impacted their quarterly revenue goals.
Sales & Profit was engaged to bring a specialized and outcome-driven approach to sales hiring in the cybersecurity domain.
Service We Provided
Sales & Profit partnered with the client for Sales Recruitment engagement, with the goal of identifying, evaluating, and placing high-impact sales talent capable of driving enterprise acquisition for cybersecurity and managed security offerings.
Our engagement was anchored in our Sales Recruitment Framework, combining industry-specific market research, role alignment workshops, and competency-based candidate assessments.
How We Fulfilled The Client's Objective
1. Strategic Discovery – Conducted a deep-dive session to understand the client’s GTM strategy, customer acquisition approach, and the sales outcomes expected from the role.
2. Ideal Candidate Blueprint – Defined an Ideal Candidate Profile (ICP) tailored to cybersecurity sales—including deal size exposure, enterprise relationship management, and experience in incident-response solutions.
3. Focused Search Execution – Targeted a niche talent pool across cybersecurity and managed service providers, ensuring domain alignment and sales performance credibility.
4. Sales DNA Evaluation – Applied Sales & Profit’s proprietary fitment scoring model to evaluate candidates on hunting orientation, consultative selling skills, and strategic account handling.
5. Candidate Commitment Management – Implemented structured communication and engagement checkpoints to reduce dropouts during the joining cycle.
This process enabled faster decision-making and higher confidence among hiring managers in selecting the right candidate.
The Results
- Delivered a curated shortlist of Sales Candidate pipeline
- Closed the key sales role in under 4 weeks.
- Achieved zero dropouts during the hiring and onboarding cycle.
- Helped the client meet its QBR hiring and revenue targets plan
The client appreciated Sales & Profit’s deep understanding of sales roles, focus on talent fitment, and speed of execution, leading to an ongoing trusted partnership for future tech sales hiring needs.