Results at a Glance
Role Filled: Head of Sales Operations (Cybersecurity Scale-Up)
Time-to-Hire: 6 weeks from brief to signed offer ⏱️
Geography: London HQ, hybrid setup 📍
Candidate Background: 10+ years in B2B SaaS operations, Salesforce and HubSpot expertise, data-driven GTM optimisation, and scaling high-growth revenue teams 💼
Impact: Unified sales processes, improved forecasting accuracy by 30%, reduced deal cycle by 18%, and enhanced cross-functional GTM alignment 📈
Collaboration: Works closely with Sales, Marketing and Customer Success leadership to embed operational excellence across the organisation 🤝
The Challenge
A fast-growing Series C cybersecurity company scaling its EMEA operations needed a Head of Sales Operations to professionalise their revenue infrastructure. The firm faced challenges common to high-growth SaaS: fragmented sales processes, inconsistent forecasting, and siloed GTM teams.
The ideal candidate needed to:
- Balance strategic oversight with hands-on process design
- Bring operational rigour to a fast-paced GTM function
- Act as a bridge between Sales, Marketing, Customer Success, and Revenue Operations
- Drive measurable improvements in pipeline management, forecasting, and sales productivity
Finding a leader who could scale both processes and people in this way required a highly targeted recruitment approach, which is where Marketing Moves’ GTM expertise came in.
Our Approach
At Marketing Moves, we partnered closely with the CRO and executive team to fully understand:
- Team structure and growth plans
- Existing GTM technology stack and tool maturity
- Key KPIs and operational bottlenecks
We defined a profile that combined:
- Deep analytical capability and GTM metrics fluency
- Strong stakeholder management and leadership presence
- Proven experience in building scalable sales frameworks for B2B SaaS
Using Marketing Moves’ targeted GTM search methodology, we identified top-tier candidates with a strong track record in:
- Implementing scalable revenue operations and sales processes
- Improving conversion rates across the sales funnel
- Leveraging Salesforce and HubSpot to drive data-led decision-making
- Aligning cross-functional teams around unified GTM goals
Our recruitment process included proactive headhunting, tailored outreach, structured assessments, and careful cultural fit evaluation to ensure the hire would thrive in the company’s high-growth, innovative environment.
The Impact
This case study demonstrates that GTM excellence is built on operational strength. By connecting the right talent to the right GTM role:
- B2B SaaS firms can scale revenue predictably and sustainably
- Sales, Marketing, Customer Success, and Revenue Operations can operate in unison
- Businesses gain both strategic oversight and hands-on execution power
At Marketing Moves, we specialise in helping innovative tech companies build end-to-end GTM capability. From Revenue Operations to Sales, Marketing, Customer Success, and Product, we connect high-calibre professionals who drive measurable growth and long-term GTM impact.
