WorkOS had masterfully built a $20M ARR business by having a product that sold itself. But to sell "up-market" to larger, more complex organizations, they couldn't just wait for customers to come to them.

• No Playbook: The company needed to build an entire enterprise sales process from the ground up.
• A Unique Profile: They couldn't hire typical "quota carriers" who needed a mature system. They needed AEs who were also builders, experimenters, and strategists.
• A Technical Audience: Successful candidates had to be highly credible, with experience building strong relationships with senior technical leaders.

Buckhead Recruiting understood that getting the founding outbound team right was the most critical step. We engaged directly with WorkOS's core leadership—including the Founder, Head of Sales, and Chief of Staff—to build the "Ideal Candidate DNA."

• A Clear Mandate: The task was to source and hire three foundational Enterprise AEs to create the company's first dedicated outbound sales function.
• Pinpointing the "Builder" Profile: We didn't look for typical AEs. We targeted a specific, high-potential profile by sourcing candidates with:
• Founding Team Experience: Candidates who had been part of a founding team and worked closely with founders.
• Proven Scaling-Power: Candidates who had joined a company at a low ARR and helped grow it 10-15x.
• True Hunter DNA: Candidates with deep outbound experience who could create outreach strategies, not just follow a script.
• Targeted Search: With this precise "DNA," Buckhead Recruiting activated its network to find this rare combination of skills, presenting a continuous stream of top-notch candidates who fit the unique "builder" culture.