H2 2026 Search Recap
GovTech SaaS / Go-to-Market
A confidential mandate where the market was narrow, the business need was immediate, and the hiring decision required more than a stack of résumés.
The work behind the hire
Brass Tracks organized the uncertainty, tested the assumptions, and gave the leadership team a smaller set of better-supported decisions.
The company needed a true territory builder for Texas who could create pipeline from scratch, sell data and infrastructure technology in person, and stay disciplined through long, multi-stakeholder government buying cycles. Existing public-sector relationships helped, but pure GovTech experience could not be the only path in.
Candidates with government relationships did not always have the hunting discipline to open a territory. Proven private-sector sellers often underestimated procurement complexity. The viable market required field presence, patience, and the ability to create urgency without forcing the buying process.
The company needed a builder more than a caretaker. Evidence of creating pipeline, navigating multiple stakeholders, and translating a technical product into a public outcome mattered more than carrying the perfect industry title.
Brass Tracks searched across public-sector, infrastructure, industrial, telecom, and complex B2B sales. Candidates were evaluated for hunting ability, field presence, full-cycle ownership, and the judgment to translate technical products into clear customer value.
The result
Mandate architecture
Added a Texas territory builder capable of creating public-sector pipeline from the ground up.
Texas field presence, public-sector buying fluency, new-territory hunting, and the patience to manage long government cycles.
A builder who had created pipeline from zero, not a relationship manager inheriting an established book.
The difficult search
The mandate that combines too many things. The market that appears too narrow. The role other firms keep turning into the same predictable slate.