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ThreatAware Permanent Hire Case Study

ThreatAware

ThreatAware

Leveraging ScaleWise hiring expertise to make two GTM hires in two months.

How ScaleWise’s slick hiring process and scaling expertise enabled ThreatAware to hire a full-time Head of Sales and full-time Head of Marketing in just two months.

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Business type

Cybersecurity

Solution type

Permanent Hire

Size of commercial team

7

Company stage

Bootstrapped

Founded in 2019, ThreatAware is a cybersecurity SaaS platform that improves businesses defence from cyber attacks. Integrated with an organisation’s existing security tools and rolled out across all digitally-connected company devices, the ThreatAware platform discovers and protects every cyber asset, and provides real-time oversight of an organisation’s cyber defence.

ThreatAware Need

ScaleWise has supported ThreatAware’s growth over the last two years, advising ThreatAware’s CEO, Jon Abbott, on pressing scaling issues, such as US expansion and GTM hiring. As part of this ongoing support, ScaleWise matched ThreatAware with a Fractional Head of Sales from its network whose skills and experience perfectly suited ThreatAware’s needs at that time.

 

Initially working one day per week, rising to three days per week as ThreatAware’s needs evolved, the Fractional Head of Sales restructured the sales team, modernised ThreatAware’s sales process and more than doubled ThreatAware’s average deal size. After a successful 1.5 year relationship, ThreatAware had grown to the point of hiring a full-time Head of Sales and a full-time Head of Marketing to continue its scaling journey.

ScaleWise Impact

Having never made permanent senior GTM hires before, and impressed with their previous hiring experience with ScaleWise, ThreatAware’s CEO engaged ScaleWise support at every stage of the hiring process for both roles.
ScaleWise had the following impact:

1. Pinpointed ThreatAware’s exact needs.

ThreatAware knew they wanted to make full-time sales and marketing hires, but they were unsure what role, title, salary and skills to look for. ScaleWise analysed ThreatAware’s current sales and marketing needs, alongside its future growth plans, advising ThreatAware to make a Head of Sales and Head of Marketing hire, providing insight on the financial outlay and outlining the key skills required.
“ScaleWise know everything about hiring. They tell you how much every salary should be, what skills to prioritise and what job titles to aim for, so you always get the right person and pay the right amount.”

2. Produced a detailed candidate pack.

For each role, ScaleWise channelled ThreatAware’s needs into a detailed candidate pack, outlining the skills and experience required for their scaling stage. The pack also outlined the targets and expectations for each role. Armed with this brief, ScaleWise leveraged its pre-vetted network of GTM leaders to source a shortlist of suitable candidates in less than 1 month.
“ScaleWise’s scoping is excellent, the candidate pack is really high-quality and their network is unbelievable.”

3. Closed two permanent GTM hires in two months.

ScaleWise provided ThreatAware with guidance on the interview process (i.e. how to assess candidates) and also worked with ThreatAware’s CEO so he could ‘sell’ the company to the candidates. This included a slick presentation on past performance, future growth plans and their expected role within that growth trajectory. The result? ThreatAware hired a permanent Head of Sales in under two months and a permanent Head of Marketing within a month.
“As a start-up, it’s very tricky to close a good candidate and we really relied on ScaleWise’s support to make these hires.”
Jon Abbott

Jon Abbott

CEO, ThreatAware

“ScaleWise are unbelievable at finding the right people. Their fractional sales leader was a great success and exactly what we needed. We’ve also just made two high-quality permanent hires with them and the process was super-quick and even more impressive than the fractional hire. I don’t know how they do it, but it really works.”

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Frequently Asked Questions

Thanks to our unique network of pre-vetted GTM leaders, we can carry out the full Partner service in weeks, not months. For example, we matched Learnerbly with a full-time Chief Revenue Officer in just six weeks (see case study here).

Yes. If you choose our ‘Target’ solution, we’ll help you produce a detailed candidate pack on the exact type of GTM leader required, and you can then use other channels to find candidates. If you sign up to our ‘Partner’ solution, we’ll assess and manage your direct referrals alongside candidates we source.

Usually 2-3 weeks from initially reaching out to ScaleWise. After reaching out to ScaleWise, we’ll speak to key internal stakeholders to get a complete understanding of your needs and develop a detailed candidate criteria in week one. Armed with this specific criteria, we’ll use our wide network of GTM leaders to create a shortlist of suitable candidates for you to interview within two weeks (depending on candidate availability).

Depending on the role and criteria, ScaleWise will create a shortlist of 4–6 candidates from which you will be able to select your perfect match.

At ScaleWise, our thorough matching process massively reduces the chance of a mishire by ensuring candidates not only fit the detailed role brief, but are also well-suited to working with your leadership team and your company structure. During the matching process, we can also agree on options in case the chosen candidate doesn’t work out, such as a rehire or a credit.

With a combined 35 years’ scaling experience, including founding the London Chapter of Pavilion (which now contains over 10,000 global revenue operators), we’ve built up a unique network of global GTM leaders. Using our first-hand GTM experience, we have an intimate understanding of scaling challenges and have pre-vetted all the leaders in our network (i.e. all our Scale Experts must have 2 years+ experience in Head-of, VP or C-level roles at investment-backed B2B tech businesses at Series A or Series B). We know their availability and can provide you with ‘off-market’ talent.

Unlike regular recruiters, we have first-hand GTM operating experience at fast-growth B2B tech companies. With a combined 35 years’ experience scaling companies, we have an intimate understanding of the opportunities and challenges of scaling at pace. We therefore not only give you access to a unique network of GTM talent, but also give honest advice on your exact needs and produce detailed criteria for the game-changing hire you need for your specific stage of growth.

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