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Customer Success Story – How we built a national Sales and Professional Services team for a leading GRC Security SaaS client

The Full Customer Story

Our client, a leading Enterprise Software company providing solutions for quality management, regulatory compliance, risk management, and corporate governance. Their customer base includes many of the largest Financial, Insurance and Healthcare companies globally.

Our 18-month retained relationship was a follow-on engagement to a successful initial contingent relationship that yielded several high- profile hires. These positions were vacant for up to six-months prior to our involvement. Based upon our earlier contingent success, the company’s COO awarded our firm with a retained RPO engagement for an aggressive, nationwide build-out of their Sales, Engineering and Professional Services teams.

The Challenge & Objective

The challenge, GRC is a niche segment within the enterprise software sector. Most recruiting targets (competitors) are located on the East Coast and require candidates to relocate with little corporate assistance or travel up to 90% of the time.

For all Sales hires, the objective was to hire experienced GRC practitioners rather than seasoned executive sales professionals. The client wanted experienced Governance, Risk or Compliance officers that would target ”people like themselves” within Finance, Insurance and Healthcare companies. For all Professional Services hires, the objective was to hire strong GRC practitioners that had Solutions Architecture, Project Management and Business Analyst experience from the same verticals.

The Game Changing Results

A wider reaching North American salesforce comprised of GRC practitioners, freeing up the existing Sales Executives to focus upon developing EMEA for a global footprint.

An evenly distributed Professional Services team across North America, creating West Coast, Mid-West and East-Coast territories. This significantly diminished the cost and burden associated with deploying technical resources to customer locations. Increased flow of employee referrals and conversion as a result of a more recognized employer brand.

The most frequently filled job titles included Vice President of Sales, Vice President of Engineering, Vice President of Professional Services, Sales Executives, Solutions Architects, Project Managers and Business Analysts.

More About Verticalmove

Verticalmove is a world-class business consulting firm that solves complex human capital challenges among the most admired companies globally such as Microsoft, SAP,, Teradata, Polaris Industries, Ellie Mae and We’ve assembled a top-notch team of recruitment experts that help our clientele attract and retain the brightest Executive, Technical, Sales and Marketing professionals through our Confluence RPO, Executive Search and Contract Contingent Workforce services. With operations in the Pacific Northwest, San Francisco, New York and Europe, we continue to expand our reach with every new relationship we establish.

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