Attunity, later acquired by Qlik

Industry

Data & Analytics Software

Location

National

Roles placed

VPs of Sales, Account Executives, Sales Consultants

Placements made

50+

The challenge

Attunity was launching an outside sales operation from a standing start. There was no field team, no regional structure, and no established playbook for how their product was sold in person.

Building that requires two things at once: leaders senior enough to define the model, and individual contributors who can execute it before the model is fully proven. Hire the second group first and they fail through no fault of their own.

What we did

We built the leadership layer first, placing VPs nationally, then filled in account executives and sales consultants underneath them.

As the company grew, and after the acquisition by Qlik, the engagement continued and broadened. Having recruited the leadership, we knew the standard each team was hiring to, which is why the volume of work kept increasing rather than fragmenting across other firms.

The result

Attunity’s outside sales operation was established through our placements at VP, account executive, and sales consultant level.

Across the engagement with Attunity and subsequently Qlik, we staffed over 50 employees — a single relationship that grew from a first search into an ongoing partnership through an acquisition.