GTM leadership for eCommerce technology companies
Case Study: Building a U.S. GTM Team for a European Composable Commerce Startup
A Director of Sales placed in 23 days and a Director of Solutions Engineering in 13 for a Series A composable commerce startup entering the U.S.
- Stage
- Series A, $7M in ARR
- Market
- Composable commerce
- Region
- Central Europe headquarters, hiring in the United States
- Roles
- Director of Sales and Director of Solutions Engineering
Challenge: Entering the U.S. Market With the Right Leadership
While Composable Commerce had already gained traction across Europe, breaking into the United States required a different playbook, and leaders who understood how to localize both messaging and execution.
This Series-A startup, headquartered in Central Europe with $7M in ARR, had proven its product in the EMEA market. Now, the remote Chief Revenue Officer needed two key U.S. hires:
A Director of Sales to drive enterprise pipeline growth.
A Director of Solutions Engineering to lead technical pre-sales and customer enablement.
Both roles demanded professionals who had worked with international HQs, adapted foreign product strategies for North American buyers, and could translate complex headless commerce value propositions for B2B and B2C enterprise clients.
Solution: Dual Executive Search for Speed and Market Fit
The Rosenstein Group, the only executive recruiter ever admitted to the MACH Alliance, executed a simultaneous dual-search strategy focused on candidates with both domain expertise and cultural fluency.
Within 23 days of agreement, TRG placed a Director of Sales with 17 years of experience, blending enterprise SaaS success from Adobe and POQ Commerce with startup agility and proven experience supporting foreign HQ operations.
The Director of Solutions Engineering was placed in 13 days. This leader combined a decade of frontend development experience with seven years in sales engineering at Adobe and VTEX, making them uniquely suited to evangelize composable architectures to enterprise buyers.
Results: Fast Market Entry and Scalable GTM Foundation
Director of Sales hired in 23 days
Director of Solutions Engineering recruited in 13 days
Both hires brought deep MACH-Alliance ecosystem experience
Established a U.S. go-to-market foundation that accelerated early enterprise pipeline and improved North American market traction
With the right leaders in place, the startup successfully bridged the gap between European innovation and U.S. enterprise expectations, positioning itself for rapid growth in the composable commerce space.