AILO
Six Sales Hires
Four States. No Internal Talent Team.
Ailo needed more salespeople, and it needed them in more than one city. Over seven months, Sales HQ market-mapped proptech and real estate sales talent and placed six salespeople: two in New South Wales, two in Victoria, one in Queensland and one in South Australia.
ABOUT AILO
Ailo builds property-management software. Around 120 people work there. The commercial team had to grow if the business was going to take a larger share of a market it already sells into.
They wanted to move market penetration from about 6% toward 10% and beyond. The search was built around that goal.
The challenge
Ailo was growing its sales team quickly and had no internal talent team to run the searches. Someone still had to find the people, and the sales team could not stop selling in order to do the hiring.
The search also had to work in four states at once. New South Wales, Victoria, Queensland and South Australia are not one talent pool. A strong salesperson in Sydney is not automatically the right hire for Adelaide or Brisbane.
They needed people who already understood proptech or real estate sales. The buyers are property managers, agencies and owners who already have tools and habits. A generalist shortlist would have meant a long ramp in a market Ailo was trying to take more of.
What they needed:
- Additional sales capacity without an in-house recruitment team
- Talent who could increase market penetration from 6% toward 10%+
- Coverage across NSW, Victoria, Queensland and South Australia
Services Used: permanent recruitment, market mapping, headhunting
The solution
Sales HQ mapped the proptech and real estate sales market rather than waiting on applications. Each state had its own shortlist, held to the same standard of calibre and built for that local market.
The six placements were made over seven months: two in New South Wales, two in Victoria, one in Queensland and one in South Australia.
What was delivered
- Six salespeople placed
- Coverage in NSW, Victoria, Queensland and South Australia
- A search run without an internal talent team
- A separate shortlist for each state, rather than one national list
The hires are still early in role, so commercial results are not claimed here. What is already in place is a sales team in four states, hired to pursue the lift in market penetration Ailo had set as the goal.
The Results
Business impact
Six salespeople are in seat across four states, hired without an internal talent team. The placements were made across seven months and are new in role.
6
Salespeople placed
4
States covered
7
Months to make the hires
