The Challenge

This company runs a ~90-person operations team serving enterprise clients across seven industry segments, with roughly 70% of revenue coming from international accounts — a business built on service delivery and long-tenured client relationships. What the company hadn't yet built was a dedicated function for winning new logos: nobody owned outbound, new-business hunting. The company set out to hire its first dedicated sales lead to build that motion from the ground up — a genuine zero-to-one hire for a company that had scaled everything else.

The role itself was a specific profile, not a generic "salesperson." It called for someone who could win new accounts and grow them afterward — without inheriting the company's large existing client base, which its operations team already manages. That meant mid-to-senior, comfortable with a three-to-six-month enterprise sales cycle, credible enough to sell into brand and marketing decision-makers, and self-directed enough to build a pipeline with no marketing support and no warm leads on day one.

What Changed

Scooter ran a combined sourcing motion — outbound outreach to matched profiles plus the role posted into Scooter's existing B2B sales candidate network — and brought in 91 candidates. Every applicant went through automated screening against the company's specific bar (salary band, experience range, and two hard filters: verified complex B2B sales experience and verified hunting/new-client-acquisition experience) before a human looked at a single resume.

Candidates who cleared screening received an async video interview the same day — scenario-based questions covering a cold-call roleplay, a "no pipeline, day one" planning question, and how they'd handle a stalled deal — scored automatically against the role profile. By the time a candidate reached the hiring lead, they arrived with a scored transcript already attached, not just a resume.

The Results

From the initial kickoff call to a signed, accepted offer took 30 days. The candidate ultimately hired had applied, been screened, and completed her scored video interview within about 15 hours of applying — before the hiring lead ever spoke with her directly. She started 48 days after the engagement began.

Building your first dedicated sales function? Talk to Scooter.