Case Study: Scaling a High-Impact Startup Through Strategic Talent Acquisition

Eco Detection is an ambitious startup with a transformative vision: to protect, restore, and improve water quality globally through cutting-edge technology. By delivering lab-grade, cost-effective, and high-frequency water quality data through autonomous systems, Eco Detection empowers industries and governments to meet increasingly stringent environmental regulations.

Their client base includes:

• Water authorities
• Utilities providers
• Research institutions
• Large-scale water users including agricultural and mining organisations

Challenge

At the early stages of Eco Detection’s business journey, the company lacked a dedicated HR team and was looking to appoint a Regional Head of Sales who could:

• Drive go-to-market strategy
• Build commercial foundations
• Scale the business across regions

Given the niche market, technical nature of the product, and the importance of aligning leadership with the company’s long-term vision, it was critical to identify a candidate who could both lead and grow the business.

Our Approach

1. Market Mapping & Research

We conducted detailed market research to identify key players and potential talent within the environmental tech and water monitoring sectors. 

We also leveraged industry networks and sector-specific newsletters to uncover passive candidates who might not be visible through traditional recruitment channels. 

2. Talent Engagement

Using targeted, relationship-driven outreach (“shoulder tapping”), we approached professionals already proven in selling technical products across global markets. 

We also developed a compelling narrative around Eco Detection’s mission and the opportunity to drive sustainable impact—critical in appealing to top-tier talent motivated by purpose as much as performance.

3. Role Definition & Success Measurement

We co-developed a strategically aligned job description that clearly outlined the scope, success metrics, and growth potential for the Head of Sales role. 

This helped ensure clarity for both the business and the candidate, reducing the risk of misalignment or premature turnover. 

Outcome

A seasoned sales leader with deep experience in global markets was successfully appointed.

Over the past three years, the incumbent has:

• Expanded Eco Detection’s footprint into multiple Australian states, the UK, and New Zealand
• Played a central role in shaping the company’s market strategy and positioning

As the company scaled, our team has been recently re-engaged to support the recruitment of Business Development Managers and Account Managers across four states, building out a fully functional and high-performing sales and key account team.

Strategic Recruitment Supported by Analytics

Our recruitment methodology is enhanced by data and insights that allow us to optimise every stage of the hiring process: 

• Identifying the Right Talent Channels
  Research and analytics showed professional networks produced higher-quality and longer-tenured hires compared to job boards. 

• Efficient Screening & Interviewing 
  Our streamlined process improved consistency, reduced bias, and enabled us to select the right candidate. 

• Talent Pipelining
  We built a specialised, future-ready talent pool to support succession planning and regional expansion. 

• Enhancing Candidate Experience
  We monitored feedback throughout the candidate journey to maintain positive brand interactions and reduce reputational risk. 

Key Learnings 

1. Mission-Driven Storytelling Attracts Top Talent
Eco Detection’s environmental mission resonated strongly with high-impact candidates, especially in technical fields where alignment with purpose is a key motivator.

2. Niche Markets Require Proactive Sourcing
Success hinged on mapping the market and engaging passive candidates—not just waiting for applicants.

3. Role Clarity Is Crucial for Strategic Hires
Defining scope, expectations, and success metrics from the outset enabled better cultural and strategic alignment.

4. Analytics Drive Smarter Hiring Decisions
Data-informed decisions helped optimise outreach, increase quality of hire, and reduce time-to-fill.

5. Early Investment in Recruitment Pays Dividends
Hiring a strong commercial leader early in the company’s lifecycle accelerated growth and enabled downstream team building.

6. Recruitment Is a Growth Enabler, Not Just an Operational Task
Strategic hiring, when executed with care and insight, contributes directly to long-term business performance and scalability.

Conclusion

The integration of strategic recruitment expertise and analytics enabled Eco Detection to move from a startup phase to a multi-regional, growth-oriented business.

Through our partnership, they secured not only immediate talent needs but also long-term capability through pipelined hires and succession planning.

This case highlights how effective recruitment isn’t just about filling roles—it’s about building companies.