Search Strategy
We went into market looking for a sales leader with experience scaling early-stage B2B SaaS companies from ~$2M to $20M+ ARR selling complex/technical products to enterprise and MM customers. Our search strategy targeted companies in sectors such as Automation, Business Intelligence, and Data/Analytics to identify qualified sales leaders with this experience. Ideal candidates needed to have experience with complex sales cycles, a hands-on player-coach mentality, strong analytical and team-building skills, and a fast-moving, ownership-driven mindset.
Swing Search Insights
This search with Rollstack was very targeted; we needed an enterprise Sales leader at the exact right point in their career where they had proven success while also still being hungry and hands-on. Because Rollstack has a complex sales cycle, we focused on the intersection of early stage and technical product experience. The founder and CEO, Nabil, wanted to meet as many qualified candidates as possible to form a strong opinion on the right fit, which he did. When he and his co-founders met Kelly, they immediately were able to see the impact he could bring to the organization.
Placed Candidate
Kelly Welch
Kelly is a hands-on sales leader with experience
selling Enterprise & MM SaaS and scaling GTM functions from early stages through hypergrowth. At Smartsheet, he helped build and lead a 240-person sales org, developed outbound and expansion motions, and helped drive revenue from ~$10M to $750M, playing a key role in the company’s IPO. Known for a hands-on, analytical approach and strong team-building skills, he exhibits a startup mindset and a deep commitment to organizational rigor, talent development, and performance management.
Days in Market: 78
Candidates Presented: 19
Candidates Interviewed: 16
Finalists: 2