Delivering a Head of Sales Development to build Validus Risk Management’s SDR function

Our sales recruiters began working with Validus Risk Management, an independent market risk advisory firm, when they were looking to build out their SDR function. To do this, they needed to engage a Head of Sales Development but were struggling to identify the niche skill set they were looking for.  

Specialist financial services sales recruiter, Danny Richardson, transformed the recruitment process, laying the foundations for the SDR team.  

Delivering a Head of Sales Development to build Validus Risk Management’s SDR function

The story of Validus Risk Management

Validus Risk Management operates within the financial risk space, supporting businesses in managing and mitigating exposure in complex global markets. At a pivotal stage in its growth, the business was investing in its commercial infrastructure, with a clear focus on building a scalable go-to-market engine. 

Challenge: Building a scalable SDR function from the ground up

The business needed to establish its Sales Development Representative (SDR) function from scratch. This required hiring a senior leader capable of: 

  • Designing and building the function end-to-end 
  • Implementing processes, structure, and strategy 
  • Scaling a team to support global growth ambitions

This was not a typical leadership hire. The challenge lay in identifying a candidate with a rare combination of strategic leadership and hands-on build experience – someone comfortable operating in ambiguity while delivering immediate impact. The risk was significant: the success of their broader commercial growth strategy depended on getting this foundational hire right. 

Solution: A consultative approach opened the candidate pool

Danny partnered with the hiring team at Validus Risk Management to deliver a variety of candidates that met their brief. He delivered a highly targeted search, focused on identifying candidates with proven experience in building SDR functions within scaling businesses. 

The approach was largely consultative, delivering: 

  • Advisory input: Danny challenged initial expectations around budget and seniority, identifying an opportunity to elevate the hire 
  • Candidate calibration: He introduced a candidate significantly above the original budget, confident in the long-term value they would bring 
  • Consultative guidance: We encouraged the client to engage with this candidate despite cost concerns, positioning the hire as a strategic investment rather than a cost decision

This proved pivotal. The candidate, although £40k above budget, was ultimately the right fit and secured the role. 

Result: The foundations of an SDR team built

The successful Head of Sales Development has already started building out the function beneath them. 

Edward Rashba, VP of Marketing
"Our Head of Sales Development was the first hire as we built out our global SDR function, so getting it right was critical. Danny understood that we needed a builder, not just a closer and delivered a shortlist that reflected exactly that. The process was efficient, consultative and well-communicated throughout and the person we hired is already shaping our global approach. Highly recommended for foundational commercial hires.

Candidate Thought Count: 1

Hear from our successful candidates...

Danny made my job search genuinely easy. He took the time to understand what I really wanted, kept me informed and supported throughout and was always honest and straightforward. The Head of Sales Development role he placed me in has been everything I hoped for, I'm loving it. I'd recommend Danny to anyone thinking about their next move.
Head of Sales Development

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