14 Nov 2022

Density designs and manufactures technology that measures how people use space in order to make better use of the space we have. They helps companies measure and improve their footprint on the world. Its software unlocks comprehensive insights into how the workspace is used through its privacy-first sensors.

The Challenge

Having already conquered the US, Prop-tech/ Space Analytics SaaS scale-up Density were launching the EMEA region and needed their first Enterprise Account Executive to drive new business wins alongside the EMEA Managing Director, JC Groon. Density were specific on the ideal candidate profile and experience that they required for this candidate to succeed. Propel helped the senior leadership team at Density scope, define and refine the profile. It was imperative that candidates had extensive enterprise SaaS sales experience, matched with experience selling both hardware and software products, and had experience selling through partners and/ or channel. Density needed a local market expert that could tap into this talent ecosystem at speed and with thoroughness to identify these specific skillsets.

The Propel Solution

We extensively mapped the market where these candidates could be found. In particularly Propel targeted established tech behemoths whereby their sales teams are notoriously well-trained, so that they could bring this “excellence” to Density’s recent launch of a new market. We understood in detail J C’s preferences in terms of candidate softer and qualitative skills alongside their explicit experiences to screen candidates ahead of introduction. Across the search, our team reached out to c. 100 candidates that we’d identified, with almost 50% of these coming back to us to learn more. Over a period of 4 or 5 weeks, we interviewed c. 20 candidates and sent 8 candidates for Density to consider. Of these 8 candidates, the majority reached the latter/ final panel stages giving the Density team the luxury of choice when it came to choosing the “perfect candidate”.

The Results

We’re delighted to continually support J C and the rest of the Density leadership team as they continue to expand across EMEA. We partner with them on scoping further roles and headcount, advising on the best skillsets, timelines and brand awareness to build upon talent attraction.

The team

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