How HiBob Built Its Enterprise Go-to-Market Team Across EMEA

HiBob Case Study

As HiBob expanded across EMEA, the business needed to evolve from an inbound SMB sales model to a structured enterprise go-to-market strategy. Working as an extension of HiBob's internal talent team, Oakstone International helped build that capability by delivering 26 hires across Sales, Sales Engineering and Leadership. The partnership supported the implementation of a MEDDICC-led enterprise sales approach and underpinned HiBob's ambitious plan to scale to more than 400 employees.

Background

Search Background

Requirements & Pain Points

Oakstone Solution & Value Proposition

Results

---

Background

HiBob's people management platform embraces the new world of work. Whether your teams are working onsite, remotely, or hybrid, Bob enables you to seamlessly onboard, develop, and retain talent, ensure employee wellbeing, promote engagement and build a remote culture.

Search Background

• Oakstone had previously worked with Zendesk's internal Talent Acquisition Manager to assist them with key hires in EMEA over a 3-year period.

• This connection moved to HiBob and reached out to Oakstone to support their growth hiring plans across multiple roles and functions.

• Oakstone worked alongside HiBob’s internal talent team and hiring managers as an extension of their business due to their lack of bandwidth.

• Oakstone strategically supported the challenging and time-consuming hires to ensure maximum return on investment for HiBob.

Requirements & Pain Points

• HiBob had previously been a largely inbound business, catering to the needs of SMBs. However, to ensure success in larger accounts, they needed to create an outbound sales motion.

• HiBob needed Sales and Sales Leaders who knew how to sell bigger deals to larger companies, coupled with experience of the MEDDICC framework.

• Their growth plans were to hire 400 people over the next two years.

Oakstone Solution & Value Proposition

• Oakstone has a strong track record of working in unison with Talent teams as an extension of their internal efforts.

• Oakstone has extensive experience identifying talent comfortable in a high-growth outbound sales motion.

• Oakstone were able to position HiBob’s growth journey to prospective candidates to ‘sell’ the opportunity.  

Results

• Oakstone has assisted HiBob with their GTM, sales engineering and leadership hiring.

• Oakstone has assisted HiBob in hiring 26 people across EMEA and continues to support their growth plans.

More about Oakstone and HiBob

• What is MEDDICC and why is it important in enterprise SaaS sales?

  MEDDICC is a sales qualification framework used to improve deal predictability and pipeline quality. It is particularly valuable in enterprise SaaS environments where deals are complex, involve multiple stakeholders, and require strong internal alignment.

• What roles are critical when building an enterprise GTM function?

  Key verticals include Sales, Marketing, Pre Sales, Customer Success and Leadership. Key roles include enterprise Account Executives, Sales Engineers, Sales Leaders, and enablement-capable managers who can embed process, coaching, and discipline across an organisation.

• What does it mean to transition from inbound SMB sales to enterprise outbound sales?

  Transitioning from inbound SMB sales to enterprise outbound sales involves longer sales cycles, multi-stakeholder engagement, proactive pipeline creation, and a stronger focus on value-based selling rather than transactional deal flow.

I’m Hiring

Oakstone International are a specialised SaaS executive search and recruitment firm assisting companies globally. If you are looking for executive search assistance or would like to speak to a Divisional Director about future hiring assistance in EMEA, the US or APAC, contact Oakstone.

I’m Job Seeking

As a SaaS client-driven firm, we work exclusively for clients to find people with a specific set of skills and experience.

However, if you would like to submit your CV, it will be passed on to our divisional directors, and we will consider you for future roles that are appropriate to your background and goals.