New England Sales Division for a Security Intelligence Startup
Hired the team, built the pipeline, closed the deals.
The Problem
A bootstrapped security intelligence company out of Canada had a strong product but no presence in the US market. They needed someone who could open up New England from scratch — not just generate leads, but run the entire sales operation. Discovery calls, demos, closing. They didn't have a playbook for the region and they didn't have people on the ground.
What We Did
We took over the New England division end to end. Hired a sales rep, built the outbound pipeline ourselves — collecting contacts, building target lists, running the email outreach. The rep sent the emails, we ran everything else: discovery calls, product demos, and closing.
This wasn't advisory work. We were the sales team. We carried the quota, ran the forecast, and reported directly to the startup's executive leadership. Every deal from first touch to signed contract went through us.
How We Thought About It
Most companies trying to enter a new market hire a rep and hope for the best. That doesn't work when nobody knows your name. You need someone who understands the sales cycle deeply enough to do every part of it — not just make introductions but actually run the demo, handle the technical objections, and close the deal.
We treated this like building a system. Repeatable outbound process, consistent demo format, clear qualification criteria. The goal wasn't just to close deals but to build a machine that could keep closing them. By the time we were done, the playbook existed for whoever came next.
The Result
- Built and ran the New England sales division from zero
- Landed Ivy League institutions as new customers
- Closed federal accounts including Homeland Security
- Multiple major new logos across the region
- Full sales cycle ownership — pipeline to close