Case highlight
Built a GTM team for a UK-based SaaS company — 10+ sales and marketing hires in 8 months, all retained and delivering in the AU market.
Client snapshot
A UK headquartered SaaS company expanding into Australia through local acquisitions needed to strengthen its commercial team. With limited experience hiring into the Australian market, they turned to TSG to fill capability gaps and bring in people who could thrive in a growing, complex matrix environment.
The challenge
- Needed to build a GTM team with enterprise sales capability, strong matrix navigation, and local market fit
- Roles included BDRs, Account Executives, Sales Engineers, Account Managers, and ABM specialists, later expanding to include a VP of Marketing
- Required candidates with strong commercial instincts who could handle ambiguity and scale
- Previous recruitment efforts lacked precision, speed, and market context
Our approach
- Partnered directly with the VP of HR and business leaders across Australia
- Ran a high-touch, exclusive search model focused on candidate fit and organisational stage
- Mapped the market across AU, engaged talent through direct outreach, referrals, advertising and targeted messaging
- Used TestGorilla to support behavioural and working style alignment, not just skills fit
- Delivered consistent shortlists across mid to senior levels, all aligned to business need and culture
The outcome
- 10+ hires across sales and marketing in just 8 months
- High retention rate — most candidates have passed their 12-month milestones
- Enabled the AU team to sharpen its enterprise sales focus and deliver better results
- Built trusted relationships across all hiring functions — now a go-to partner for strategic hiring
Post-hire impact
- Regular check-ins with candidates and hiring managers every quarter
- Support provided through email, calls and face-to-face meetings to ensure onboarding, engagement, and performance alignment
