Rootstock VP of Sales Case Study

Rootstock Software engaged Oakstone International to urgently appoint a US-based VP of Sales after two search firms were unable to deliver. Leveraging deep ERP and manufacturing domain expertise, Oakstone shortlisted four highly targeted candidates and completed the search within two weeks, securing a proven sales leader with the structure, industry knowledge, and growth mindset required to scale a complex ERP solution.

About Rootstock

VP Sales Search Background

VP Sales Requirements

Oakstone’s Approach & Solution

Search Challenges

VP Sales Search Results

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About Rootstock

Rootstock Software is a developer of cloud-based enterprise resource planning software providing solutions to manufacturers and distributors. The company's enterprise resource planning solution elevates operational performance and controls costs for mid-market to large manufacturers, distributors, and supply chains. It offers sales order management, purchase order management, production engineering, inventory control, material requirements planning, and other similar services that enable manufacturers, supply chains, and distributors to operate and grow their businesses efficiently.

Search Background

• Rootstock, an ERP SaaS provider, faced an urgent hiring need for a VP of Sales based in the US.

• Two external recruiters were already working on the role, however they were struggling to have any success with the role.

• Though Oakstone had previously placed sales professionals within Rootstock EMEA, the existing CRO was unfamiliar with our work at the executive level in the US.

• Oakstone was recommended by an existing Rootstock VP based in the UK to speak to their CRO and Head of Sales Operations in the US.

• Oakstone’s existing understanding of Rootstock and US hiring experience for other SaaS vendors made Oakstone a great recruitment partner fit for this role.

VP Sales Requirements

The role demanded:

• Deep ERP and manufacturing industry expertise.

• A structured, process-driven leadership approach.

• A balance between enterprise sales experience and adaptability to a smaller, growth-focused environment.

Oakstone's Approach & Solution

Despite being brought in late in the process and competing with other firms, we quickly delivered results by:

• Leveraging our prior success with Rootstock to understand their needs.

• Identifying top-tier candidates with direct ERP and manufacturing experience.

• Reaching out to a well-known industry contact who recommended the successful candidates just as she became available.

• Streamlining the process to complete the search within two weeks.

Search Challenges

• Rootstock had previously struggled to find the right fit due to the complexity of their product and vertical.

• Overcoming concerns about the role’s history, as it had been filled unsuccessfully before.

• Convincing candidates to see the potential growth opportunity despite the company not yet scaling as expected.

VP Sales Search Results

• A shortlist of four candidates was submitted, with Mary Kelly progressing to the final round.

• She was selected over multiple other finalists due to her perfect blend of expertise and leadership style.

• The entire process was completed in record time, securing a crucial hire for Rootstock’s continued expansion.

 More about Oakstone and Rootstock

• How does prior search failure affect executive hiring?

  Roles with a history of unsuccessful hiring can create hesitation among candidates. Companies must address concerns transparently, reposition the opportunity, and clearly articulate leadership support and growth plans. Executive search firms can assist with framing your messaging and articulating this to potential candidates.

• Why use executive search for VP of Sales roles?

  Executive search provides access to proven, passive sales leaders with domain expertise. For complex ERP and manufacturing SaaS businesses, this approach reduces hiring risk and improves long-term outcomes.

• How does Oakstone approach VP of Sales searches differently?

  Oakstone International focuses on deep sector understanding, trusted networks, and hands-on assessment. This enables rapid delivery of highly relevant candidates, even in complex or previously unsuccessful searches.