VP Global Sales Operations, based UK

Case Study: —Transport & Logistics Marketplace

Strategic Context and Challenge

A pre-eminent digital marketplace provider in the global transport and logistics sector was positioned for bold expansion, with an ambitious target to double its revenue within 24 months. The company’s leadership recognized that achieving this trajectory would require wholesale transformation of its commercial and go-to-market (GTM) strategy, including entry into new continents and markets, plus the acquisition of new customer archetypes.

Central to this mission was a newly created VP Global Sales Operations role—responsible for designing and executing scalable GTM programs, sales processes, and market strategy needed to convert vision into sustainable results. Without the right hire, doubling revenue risked remaining a “wish and a prayer.”

Headhunting Approach

• Deep Market Mapping: Leveraged advanced research to identify elite sales operations leaders from global marketplaces, SaaS logistics platforms, and digital transport innovators with proven experience driving major market expansions and operational excellence.

• Multi-Continent Talent Search: Targeted candidates with demonstrated success leading revenue programs across Europe, North America, APAC, and emerging markets, vetting for cultural agility and a track record of scalable process implementation.

• Competency-Based Assessment: Evaluated strategic leadership, operational rigor, analytical prowess, and the capability to activate new sales channels, geographies, and customer verticals from concept to execution.

Execution and Impact

• Rapid shortlist of top-tier global sales operators, each assessed for vision, strategic planning, and hands-on operational delivery.

• The selected candidate possessed a unique blend of marketplace commercialization background, data-driven GTM planning, and experience orchestrating international launch programs that consistently delivered exponential revenue growth.

• Within four months of appointment, the new VP Sales Ops implemented foundational changes: established regional sales hubs, optimized pipeline management for both core and emerging customer segments, and rolled out repeatable GTM playbooks for cross-border expansion.

• The company entered two new continents and successfully onboarded multiple new customer types, creating direct pathways toward its revenue doubling goal.

Key Success Drivers

• The right VP Global Sales Operations can architect and lead complex commercial transformation, reshaping both the sales organization and market approach to unlock rapid new revenue channels.

• A rigorous, insight-driven executive search process uncovers talent capable of moving beyond aspiration—delivering tactics, leadership, and operational structure that convert the CEO’s vision into high-impact commercial results.

• Multi-market experience, process discipline, and strategic influence are critical to effective revenue scale-up in the competitive, tech-enabled logistics marketplace sector.