Building Global Sales Leadership for a Satellite Connectivity Business

The Challenge:

A critical need emerged to appoint a senior sales leader who could assume ownership of global revenue strategy, allowing the founders to focus on long-term business direction. The role required a rare combination of executive-level sales leadership, prime contracting experience, and deep technical credibility to engage with highly sophisticated customers. Additional complexity came from the requirement to be office-based five days a week within a restricted geographic radius, significantly narrowing the available talent pool. As the first non-family leadership hire, cultural alignment and trust were equally vital to the success of the appointment.

Our Solution:

A highly consultative search strategy was delivered, built on deep technical immersion and close collaboration with senior stakeholders to fully understand commercial, cultural, and strategic priorities. Market mapping extended beyond a single vertical, focusing on adjacent hardware and UAV ecosystems where technical fluency and leadership capability overlapped.

• Targeted research identified senior sales leaders across satellite, defence, and advanced hardware markets with relevant contracting exposure
• Existing networks and trusted referrals were leveraged to access candidates not active on the open market
• A flexible, non-traditional approach broadened the search to technically fluent leaders capable of rapidly mastering proprietary products

The Outcome:

The appointment delivered an experienced global sales leader with strong technical fluency and proven success managing international teams, aligning closely with the client’s commercial and cultural expectations.

Their background within the drone and advanced hardware ecosystem enabled rapid credibility with both internal stakeholders and highly technical customers, while their willingness to operate from a single office location ensured seamless integration into the business. Since joining, the individual has driven a scalable sales strategy that has supported significant team expansion, unlocked global growth opportunities, and allowed the founders to shift their focus towards long-term strategic planning.