CASE STUDY

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CLIENT: iBASEt — a global leader in MES/MOM solutions for Aerospace & Defense

The Challenge

iBASEt needed to expand its U.S. enterprise sales team with senior-level talent capable of selling complex, high-value MES software into Aerospace & Defense accounts — a space known for its 12–18 month sales cycles, rigorous procurement processes, and multi-stakeholder environments. These were not typical sales roles; the business required proven closers with deep domain fluency, executive presence, and a consultative sales approach fit for modern, digital-first buyers.

The Leadership Mandate

Our brief was clear: identify and secure sales leaders who had not only closed multi-million-dollar enterprise deals but had done so across highly regulated industries like A&D, where trust, technical depth, and stakeholder orchestration are non-negotiable.
We were tasked with finding individuals who brought:
  • A track record of long-cycle enterprise solution sales
  • Fluency in A&D procurement dynamics
  • The ability to navigate engineering, manufacturing, and IT decision makers
  • Gravitas and credibility at CxO level
  • A modern, value-led approach to selling digital transformation — not just pushing product

The Search Strategy

We launched a focused retained search targeting senior sales professionals across MES, PLM, ERP, QMS, and broader Digital Manufacturing vendors.
Key strategic actions included:
  • Mapping competitor and adjacent solution providers in the U.S. with proven A&D traction
  • Identifying and headhunting sales professionals with a clear history of success in complex, regulated enterprise environments
  • Screening for “deal DNA” — sellers who thrive in consultative, multi-threaded, high-value cycles
  • Aligning candidate profiles not just with experience, but with iBASEt’s evolving go-to-market model and cultural expectations

Within weeks, we presented a highly curated shortlist — every candidate pre-vetted for performance history, methodology fit, and long-term value creation potential.

The Outcome

iBASEt was presented with multiple top-tier candidates — so strong that final selection became a matter of strategic fit, not capability gaps. Key hires were made, significantly strengthening their U.S. sales leadership bench and expanding their footprint into high-value A&D accounts.
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“Working with Dan was an absolute pleasure, I had a couple of critical positions that I needed to fill on our sales team and Dan delivered several A+ players for the team to interview. At the end it was a tough decision because all of the candidates were top notch. I would go to Dan for any recruiting needs.”

Steve Modrall - Chief Revenue Office, iBASE-t

MITREC Strategic Insight:

Most recruitment partners can surface good CVs. But delivering proven leaders with the nuance to navigate technical sales across regulated markets?

That requires deep domain knowledge, access to credible talent, and a process designed for long-cycle value — not short-term activity.
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