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The Unicorn Search: How Buckhead Recruiting Found the Elite Sales Talent to Double Common Room's ARR

  • handshake.png
    $75,000+

    In closed new business within the new hires' first three quarters.

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    $4.5 Million+

    In new sales pipeline generated by the new team.

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    4

    Strategic account executives hired simultaneously to build the core sales team.

Overview

After a successful Series B funding round in 2021, the Seattle-based software company Common Room was tasked with an aggressive new goal: double their annual recurring revenue. As a solution for go-to-market (GTM) teams, they knew the market potential was massive, but they lacked the specific type of sales team required to capture it and deliver on their growth mandate.

  • Industry

    GTM Tech / SaaS

  • The Challenge

    After raising a Series B, the company needed to double its ARR but lacked the specialized sales talent to achieve this goal. The ideal candidate profile was extremely specific, making the search a significant challenge.

  • The Solution

    Engage Buckhead Recruiting to source and place four highly qualified account executives—two enterprise and two mid-market—who matched a niche "hunter" and startup-mentality profile, filling all roles in under 60 days.

  • The Challenge:
    A Needle-in-a-Haystack Search

    Common Room’s growth goals were clear, but their path to achieving them was not. They couldn't just hire any sales team; they needed a very specific kind of employee to meet their targets.

    • A Unicorn Profile: Their ideal candidate possessed a startup founder's mentality, previous experience at an early-stage company (fewer than 200 employees), and a "hunter" skill set for seeking new opportunities.
    • Technical Expertise: The role demanded a track record of exceptional success and experience with complex technical sales.
    • A Critical Gap: Without these key hires, Common Room's mandate to double its ARR was at risk. The difficulty of finding candidates who met this long list of requirements was a major feat.
  • The Solution:
    A Strategic, Multi-Role Search

    Buckhead Recruiting was engaged to build the elite team Common Room needed to thrive in a demanding, fast-paced tech sales environment. The mission was to find and place four perfect-fit account executives.

    • Enterprise "Hunters": Source two enterprise account executives who matched the company's "hunter" profile.
    • Mid-Market Power: Find two high-caliber mid-market account executives with the drive to manage a complete SaaS sales cycle.
    • Brand Ambassadorship: Craft a powerful narrative that would attract the precise type of high-performing candidates Common Room desired.

Our Approach:
Deep Niche Sourcing at Scale

To meet this unique challenge, Buckhead Recruiting executed a focused and simultaneous search for all four roles.

  • Specialized Network: We leveraged our specialized network to conduct deep niche sourcing, targeting candidates that precisely matched Common Room's requirements.
  • Targeted Narrative: We acted as brand ambassadors for Common Room, effectively communicating the opportunity to attract the perfect candidates.
  • Efficient Execution: The search for all four account executives was conducted concurrently, allowing us to fill the entire team in a compressed timeframe.

The Results: Immediate Impact on the Bottom Line

The four new account executives made an immediate impact, contributing directly to Common Room's ARR growth and validating the investment in specialized talent.

  • Rapid Revenue Generation: In their first three quarters, the new AEs closed over $75,000 in new business.
  • Massive Pipeline Growth: The team generated a new sales pipeline of over $4.5 million, fueling future growth.
  • Speed and Quality: Buckhead Recruiting filled all four niche positions in under 60 days, quickly providing Common Room with the sales power needed.
Services Provided

  • Crop unrecognizable coworkers in formal wear standing at table with laptop and documents while greeting each other before meeting
    Account Executive Recruitment (Enterprise & Mid-Market)

  • A team of professionals engage in a business meeting in a sleek, modern office setting.
    Niche Talent Sourcing

  • A strategic arrangement of colorful pawns connected on a game board, symbolizing networking and teamwork.
    GTM Talent Strategy

Ready to get started with Buckhead Recruiting?

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