Building a senior enterprise sales team for iBASEt
Recruiting MES enterprise sales talent for A&D requires mapping the complete MES, PLM, and ERP landscape to find candidates with both domain credibility and consultative selling ability. MITREC delivered multiple A+ hires for iBASEt within 42 days by screening 200+ candidates on deal complexity, sector fit, and cultural alignment.
iBASEt had built a dominant position in MES/MOM for Aerospace and Defence, but needed to scale its US sales organisation to match growing demand. The company required elite enterprise sales talent capable of navigating complex, multi-stakeholder deal cycles worth seven figures or more. Previous hiring efforts through generalist recruiters had delivered candidates who looked strong on paper but lacked the specific combination of MES domain knowledge, defence sector credibility, and consultative selling ability that these roles demanded.
MITREC was retained to identify and deliver senior enterprise software sales professionals with direct experience selling MES, MOM, or adjacent solutions into Aerospace and Defence manufacturers. The brief was precise: candidates needed a track record of closing complex, long-cycle deals with C-suite and VP-level buyers, alongside deep understanding of regulated manufacturing environments. iBASEt needed people who could articulate technical value in business terms and build trust with engineering leaders and procurement teams alike.
We executed a retained, research-led search across the MES, PLM, and ERP landscape, mapping every credible enterprise sales professional with relevant A&D experience in the United States. Our research team built a longlist of over 200 candidates, then applied rigorous screening criteria covering deal complexity, sector fit, and cultural alignment. We conducted in-depth interviews with each shortlisted candidate, probing not just their track record but their understanding of iBASEt's specific competitive landscape and buyer personas. The entire process was completed within six weeks from mandate to shortlist presentation.
We presented a shortlist of exceptional candidates, each of whom met or exceeded every requirement in the brief. The calibre was so high that iBASEt's biggest challenge was choosing between them. Multiple hires were made from the search, each going on to contribute significantly to pipeline growth and deal closure rates. The relationship has since expanded into a retained partnership covering multiple sales and leadership searches across the organisation.
MITREC understood exactly what we needed. They didn't just find us salespeople; they found sales leaders who genuinely understood MES, could articulate value to engineering and executive buyers, and had the persistence to win complex A&D deals. The calibre of candidates was outstanding.