The Challenge
This company needed to build out its sales function across two distinct roles at once: an Enterprise Sales hire who could run full-cycle deals with large accounts, and an Outbound SDR to build the pipeline feeding them. The two roles called for almost opposite profiles — one needed deal ownership, negotiation, and closing experience; the other needed high-volume prospecting discipline and comfort with rejection. On top of that, the SDR role came with an unusual logistics requirement: two weeks of onboarding at the company's Goa office before relocating to a remote, Delhi/NCR-based setup.
What Changed
Scooter ran each search against its own specific bar rather than a single generic sales profile — evaluating 128 candidates for the Enterprise Sales role and 66 for the Outbound SDR role. Finalists for both roles went through a structured video interview: enterprise deal-story and stakeholder questions for the Sales hire, cold-outreach and objection-handling scenarios for the SDR. Each arrived in front of the hiring team with a transcript and evaluation already attached, not just a resume.
The Results
Both searches closed with a hire. The Enterprise Sales hire, based in Bangalore, stood out as the strongest full-cycle sales profile in the pool and was brought on above the company's original budget. The Outbound SDR hire cleared every one of the role's non-negotiable requirements and started within days of accepting the offer.
Building out a sales team, role by role? Talk to Scooter.