A fast growing logistics technology provider, with headquarters in Germany, expanding its commercial presence into Belgium and the broader Benelux region. Following the acquisition of a Belgian entity, the client needed to build a commercial team from scratch to support the Benelux expansion strategy. Previous recruitment efforts had failed to deliver quality candidates, delaying their go-to-market strategy by 3 months.
We conducted a detailed market mapping exercise across logistics, SaaS and supply chain sectors. Success was driven less by logistics experience and more by proven ability to build markets and generate pipeline. We built a candidate profile focused on hunting capabilities, market-building experience and startup mindset. We leveraged our network and proactive outreach strategy to engage passive candidates not actively exploring opportunities.
Two Senior Account Executives were hired in eight weeks time. Two Business Developers followed within the next four weeks. Eighteen months on, the full team remains in seat, and Belgium has become the company's strongest European region by quota attainment.