EXECUTIVE SEARCH | Commercial Management for a technology startup in the expansion phase

At Saltor Talent we have successfully led the incorporation of a Commercial Management for a technology startup in the middle of the scaling phase, recognized for its disruptive approach in the development of virtual reality solutions.

The challenge

The company was going through a key moment: after validating its value proposition and closing a round of financing, it needed to professionalize its commercial structure to scale operations, accelerate growth and consolidate its position as a benchmark in an emerging market.

The challenge was clear: to identify a managerial profile capable of designing and implementing an ambitious commercial strategy in an environment of high innovation and rapid change, combining strategic vision, results-orientation and sensitivity to the company’s social purpose.

The main challenges:

• Design a scalable business model in a sector still under construction.
• Build and lead a sales team from scratch, aligned with the company’s values.
• Translate the technological and social value of the product into solid business arguments for corporate and institutional clients.

Our strategy

We apply a highly focused search strategy, combining sectoral analysis with an in-depth assessment of skills and culture:

1. Identification of talent in high-growth environments:
We map profiles with commercial experience in technological scale-ups (VR/AR, edtech, HR tech, SaaS), especially those that have gone through phases of accelerated expansion.

2. Evaluation of strategic and operational capabilities:
We are looking for a profile capable of defining an effective go-to-market, leading complex negotiations and at the same time being close to the field, driving the first sales and building processes.

3. Cultural fit and purpose criteria:
We ensured that the person incorporated shared the company’s founding values and knew how to integrate them as a competitive advantage in the commercial discourse.

The result

The process was completed in less than five weeks. Three finalist profiles with relevant experience in business development in emerging technology were presented. The selected person stood out for:

• Having successfully scaled the commercial area in technology companies, with a focus on B2B and institutional clients.
• Their ability to combine strategic thinking and operational execution in dynamic environments.
• Its strong commitment to social impact projects and its ability to integrate them into the value proposition.

This case reinforces our experience in the search for commercial management profiles capable of leading growth in purpose-driven startups, where technology and social impact advance hand in hand.